Sales Team Manager

Job ID:41983
Location:Milan : 259/265 Viale Monza 
Position Category:Business Development
Position Type:Employee Regular

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

Reporting into the Regional Sales Manager (RSM), 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.

Technical / Professional Qualifications / Requirements:

• Minimum of 5 years’ experience in B2B sales, with a track record in achieving results
• Ability to communicate fully in English for business purposes
• Line management experience, with responsibility for a specific function, geography or both 
• A good knowledge of the business assurance sector, particular in the areas of certification and 2nd party assurance programs
• A formal qualification in sales, business studies and/or a field related to business assurance

Diversity and Inclusion at LRQA:

We are on a mission to be the place where we all want to work and we are passionate about embracing different perspectives because we understand the value this brings to our business, our clients and each other. We are all about creating a safer and more sustainable future and our inclusive culture is right at the heart of our business.

Together our employees make our communities better and we want you to be part of our diverse team!

LRQA is a leading global assurance provider.  The integrity and expertise we bring to our partnership with clients support their journey to a safer, more secure and more sustainable future. (Group entities).

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