Sales Manager Middle East

Role title

Sales Team Manager

Grade

4B

Reports to (title)

Regional Sales Director

Version date

Oct 2024

Who are LRQA?

LRQA stands for dedication to clients, market firsts, and deep expertise in risk management. We’ve grown to become a leading global assurance provider, bringing together outstanding expertise in certification, customised assurance, cybersecurity, inspection and training.

While we’re proud of our heritage, it’s who we are today that really matters, because that’s what shapes who we and our clients can become tomorrow. By staying true to our shared values and combining decades of collective experience, we support our clients in building a safer and more sustainable future.

What do we do?

We help our clients negotiate a rapidly changing world, by working with them to manage and mitigate the risks they face. We serve a wide variety of industries, with a core focus on Food & Beverage, Consumer Goods, Transportation & Mobility, Technology & Telco, Construction & Manufacturing, Energy and Renewables and Chemical & Processing.

Our products and services range from independent third-party auditing to certification and training; we also offer consultancy services, real- time assurance technology and data-driven supply chain transformation programs. our innovative end-to- end solutions help our clients shape their own future, rather than letting it shape them.

LRQA currently operates across 51 countries, has more than 2,500 colleagues, generates around £350m in revenue, and supports more than 60,000 clients across a diverse range of sectors and markets.

The next chapter for LRQA

The future of business assurance is exciting and rapidly changing. New challenges and opportunities are arising all the time. We’re adapting to these challenges by expanding our portfolio of services and aiming to become the leading digitally enabled assurance provider.

In November 2021, Goldman Sachs Asset Management acquired the LRQA business from Lloyd’s Register Group, of which it had previously been a part. Becoming an independent business accelerates our ambition to realise this vision, enabling us to:

•                Invest in customer excellence.

•                Build on strong foundations to lead the digital transformation of assurance.

•                Invest to enhance our products and services.

•                Accelerate the growth of the business and deliver on our sustainability strategy.

With solid expertise and heritage in our sector, coupled with well-timed accelerated investment and a leadership team that is fully committed to delivering our vision, LRQA’s next chapter is set to be an exciting, transformational period of growth. We’re well placed to build on everything we’ve done and further our ambitions for the future. At such an exciting time key talent is critical, and this role is a great opportunity to be part of our next chapter.

LRQA’s mission is to be the leading digitally enabled assurance provider, helping our clients navigate a changing risk landscape. We will achieve this by being the leading assurance provider in key sectors such as food, cybersecurity and ESG, making it easier for clients to do business with us through our digital transformation, and ultimately delivering a portfolio of services which make the world a cleaner, more sustainable and safer place.

Our Business is a recognised, world-leading professional assurance services organisation. We specialise in management systems compliance & expert advice, inspection services,  across a broad spectrum of standards, schemes & business improvement services, including customised training & assurance programs.

Reporting into the Regional Sales Director (RSD), the purpose of the Sales Team Manager is to:

• Manage and lead a team of sales representatives, including the hiring of new resource in line with role expectations, coaching to drive the best performance and dealing with performance issues in a timely manner
• Achieve 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
• Continuously develop personal leadership, hiring, and training skills while ensuring the team is using effective sales tactics to meet revenue objectives.
• Contribute to the team sales targets through the generation of leads, building and nurturing of client relationships

Key Responsibilities:

Results driven delivery

You will run a team of sales professionals who will be expected to deliver to target or better, in each financial year. Your targets will be agreed each year in advance and will range from £5-15M per annum, depending on team location, strategy and focus. You will be responsible for creating and delivering the plans to achieve and exceed the targets set, with your team.

Analytical and process-driven

You will be dealing with information from very many sources and will be required to analyse the information in a detailed way to gain insight into performance challenges and should be able to 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.

Pipeline management skills

You will need to 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.

Coaching adaptability

You understand that there is a diverse range of selling styles by which salespeople can achieve success and will be responsible for adapting your development 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.

Following Company processes

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.

Proactive lead generation and management

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.

Preparation and delivery of account plans

You will ensure that any strategic 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.

Performance Management

Ongoing monitoring of KPI’s, pipeline progression and sales rep activity, may result in 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.

Contribution to Sales Meetings and Performance summaries

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.

Strategic Alignment

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.

Key health & safety responsibilities:

Eliminate or minimise employee's exposure to risks by reviewing, regularly, the health and safety risk register, applying appropriate controls, communicating results of risk assessment and ensuring health and safety is considered in the planning and execution of all LRQA activities.

Manage your own and your team's compliance with health and safety rules, instructions, systems and legal requirements, ensuring employees are suitably trained and adequate resources are available to work safely.

Number of direct reports

  Approx. 15-18

Geographic area of impact

Middle East & Africa

Size of budget

N/A

Key stakeholders

Regional Sales Director, Sales Managers region

Sales Director

Head of Global Accounts

Sales Excellence Manager

Marketing Team

Operational Support Functions (SDS)

TIS management

Technical / Professional Qualifications / Requirements:

Essential – Minimum of 5 years’ experience in B2B sales, with a track record in achieving results

Essential – Ability to communicate fully in English for business purposes

Desirable – Line management experience, with responsibility for a specific function, geography or both

Desirable – A good knowledge of the business assurance sector, particular in the areas of certification and 2nd party assurance programs

Desirable – A formal qualification in sales, business studies and/or a field related to business assurance

Our Values:

Expertise

We value our experience, specialist knowledge, and pioneering history within the industry. But we also never stop looking for ways to learn and improve in the future.

Integrity

We always do what’s right, in the right way and continually measure our actions and their outcomes against rigorous criteria – both those of stakeholders and our own.

Ambition

We are industry leaders because we combine technology and innovation with the expertise of our people. We help our clients be the best they can be, by being the best we can be.

Vision

We support our clients in the present and prepare them for future success, by using our sharp understanding of social, environmental,  technological, and commercial changes to work towards a safer, cleaner, more sustainable future.

Togetherness

We respect the unique skills, expertise and backgrounds of our people and the inclusive culture they create. We believe teamwork and collaboration – internally and with our clients – are the best way to achieve our mutual goals.

Behavioural Competencies (BCs):

Sales forecasting: You identify and respond to factors and barriers that could have a short-term or long-term impact on the sales pipeline. You guide others to collect and analyse their client insights and sales trends to provide accurate and reliable sales forecasts.

You encourage others to share their own experiences and insights to build commercial acumen across the wider team and enable other teams to build this into their activities.

Sales call analysis/ account plan Analysis: You coach others on how to critically evaluate their sales actions to prioritise and plan next steps. You share feedback with the Sales team to identify factors leading to wins and losses and work across the team to improve the client experience, taking action to drive performance when required.

Prioritising workloads:  You make final decisions about priorities, timing and resources on the Sales team workload. You have a high-level view of individual tasks and take decisive action if timelines are being missed in order to realign and meet personal and team sales targets as well as achieve business growth objectives.

Signed-off by hiring manager:

Signed-off by HR manager: