Sales Cluster Leader GERNORDICS

Role title

Regional Sales Manager Strategic Accounts 

Grade

4B

Reports to (title)

Regional Sales Director

Version date

April 2025

As a senior sales manager in the region, you will be responsible for implementing the regional tactics to drive LRQA growth plans and deliver market leading client growth and relentless client service to our existing strategic accounts.

You will lead a team of account management and business development professionals, ensuring the team has the right balance of skills to deliver growth plans from existing growth accounts, win business from named target accounts and implement the specific product and LRQA service plans, as part of the regional annual sales plan.

We are driving a high performance sales culture, and performance management, coaching and staff development are critical parts of your role. To enable this, you are expected to lead from the front, working alongside your team in client meetings, sales pitches and action plan development. Part of the ongoing development will be ensuring that we have an LRQA mindset when thinking about sales and growth opportunities, encouraging your team members to think and act collaboratively and outside of just their own areas of specialist knowledge

You will be a critical part of the regional sales leadership team and will be relentless in ensuring that: 

• Your team achieves team sales targets and specific strategic objectives, through effective planning, setting of individual goals and the analysis of performance data to implement actions where correction is needed;

• You continuously develop personal leadership, hiring, and training skills and use them to ensure the team is using effective sales tactics to meet new sales, account development and business revenue & profit objectives

• You personally contribute to the team sales targets through the generation of leads, building and nurturing of client relationships and playing an active role in large bids, presentations and client proposals. 

As a leader and senior team player, you will ensure your team focuses on the client requirements, the LRQA opportunities and overall business objectives, rather than a granular approach to sales territories, products and remits. 

You will not be tied by targets and objectives, but rather lead your team to big thinking, solution sales and over-achieving, through vision, clarity of regional tactics and holding each individual to account.

Key Responsibilities:

• Lead your team of sales professionals to deliver to target or better, in each financial year. Your targets will be agreed each year, based on team location, market strength, growth requirements, pipeline and expected performance.
• Analyse sales and performance information in a detailed way to gain insight into performance challenges and use the insight to decide on appropriate actions to ensure your team members achieve their KPI’s, sales forecast and work plans. This will include agreeing actions with other relevant departments to close any gaps and maximise any sales and revenue opportunities. 
• Manage your team’s pipeline to ensure that it is sufficient to meet the relevant targets, is moving at the right pace and is accurate in terms of sales stage, dates of actions and likely closure. Where the pipeline is not in the right shape, you will take action to correct this and ensure it gets back on track in a timely manner. Your pipeline will be an accurate reflection of your sales forecast at any given time. 
• Adapt your management style to reflect the diverse range of selling styles by which salespeople can achieve success and be responsible for ensuring the right development plans and coaching styles to suit each individual team member. You will be responsible for following individual coaching and development plans to ensure your team are able to deliver the right results and to motivate your team members to continually improve and strive for better results.
• At all stages of the sales journey, from lead to contract, there are clearly documented processes, to ensure global consistency in how we do business with our clients. You are responsible for ensuring these are followed by every member of your team, including the correct use of CRM systems, proposal documents and the tools and systems provided to enable your team to operate effectively. 
• You will be responsible for ensuring the right quality and volume of lead generation is delivered by your team, to support the marketing leads being provided, to drive the right level of pipeline at each stage, sales value and new logo wins for your area of responsibility, through close liaison with the marketing team and outbound sales activity of you and your team members. 
• You will ensure that any growth or target account under the management of your team, has an up to date, viable account plan, which is driving the strategic growth initiatives for the account, and which can be clearly articulated by the relevant sales person, at any time. You will use account plans to prioritise opportunities, marketing support and team efforts to drive the growth you are tasked with delivering each financial period. 
• Through the ongoing monitoring of KPI’s, pipeline progression and sales rep activity, you will identify the need for corrective actions and support from you, ultimately resulting in performance management from time to time. You will be responsible for managing performance though clear development plans & PIP’s, including documented meetings and agreed outcomes, with firm and decisive actions being taken to address poor performance in any team member. 
• From sales management meetings to BA leadership team meetings, you will be responsible for the production of sales and pipeline reports, performance summaries and updates on specific project actions, ensuring they are accurate and delivered in a timely manner. 
• Your sales team’s goals must be aligned with the company’s growth strategy so that it’s easier to achieve its objectives. You will be responsible for visualizing your team’s success together with the company’s growth model, seeking out new and innovative ways to achieve maximum results through efficient methods and by using less resources, sharing of best practice and critically, ensuring forward planning to deliver Year on Year targets in a proactive way. 
• Be responsible for proactive expansion sales in your region, from our growth accounts, in line with target expectations, through the development of account relationships and a problem-solving attitude to business development, using the LRQA portfolio of products and services to do so.
• Own the target account penetration strategies for LRQA in your remit, driving relentless focus and action plans to build a sustainable pipeline of LRQA products and services, working with colleagues in other BU’s to ensure success. 
• Be responsible for the implementation of our sector strategies across the growth and target accounts under your team’s remit, including the expansion of your account footprint and revenue, through your annual plan.
• Be an ambassador for One LRQA, working with colleagues from other functions and disciplines, to remove barriers to success.
• Ensure the team adoption of all LRQA ways or working, from bid decision processes, to commercial notice requirements and sales methodologies.
• Work beside the wider commercial team to drive best practice and tested methods into LRQA’s global ways of working, contributing fully to account development processes and strategies.

Number of direct reports

Typically 7-17

Geographic area of impact

Regional

Size of budget

Up to £50m in sales, based on current sales recognition methodologies

Key stakeholders

CCO, Regional Sales Director(s), Sales Managers, Global Operations Director, Head of Global Accounts, EVP’s,  Head of Sales Enablement, Head of Sales Operations