Sales Manager - Digital and User Centered Design

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NEC Software Solutions

United Kingdom

Role

Company Description

Come join us and make a difference in the world!

Discover more at www.necsws.com

NO AGENCIES PLEASE

Job Description

At NEC Digital Studio, we believe in design practices that make the world more human.

NEC Digital Studio was created to put people at the centre of services, positively changing how they experience the world. Everything we design, build and maintain is made for life. Our mission is to empower organisations to be more effective, inclusive and sustainable, through tools, systems and experiences that are intelligent, integrated and intuitive for all.

As a people-first digital studio, we are designing and developing evidence-led solutions at scale to transform the services used by everyone, every day.

We specialise in working with seldom heard voices and diverse user groups. We practice participatory co-design and ethical research. Our teams are experts in accessibility and digital inclusion

We’d love your help. And we’ll support you all the way.

Discover more at NEC Digital Studio | Made for Life (necsws.com)

NEC Digital Studio Playbook | Playbook

The Sales Manager will be responsible for the sales target for NEC Digital Studio. This will underpin successful growth and ensure NEC Digital Studio realise its ambitions. The sales target will be a combination of Sales Lead (your team) targets alongside an individual contribution.

They will be responsible for delivering an order intake for the year demonstrating forecast predictability and revenue recognition.

They will have gravitas to be able to represent NEC at C-Suite and Senior stakeholder level meetings, demonstrating a detailed understanding of the Digital /UCD market, as well as commercial acumen.

They will work with the team to ensure that target accounts are successfully developed whilst identifying and making new friends within them. Opportunities are identified early and shaped to increase our chance to win.

Whilst leading, coaching and mentoring a multi-disciplinary team the Sales Manager will need to work with a variety of stakeholders to further develop the business, this will include but not be limited to,

Reviewing & Qualifying New Business opportunities and assigning to Sales Leads with Bid Management.
Approvals at sign on/off boards with Executive Directors.
Enhancing our Go to Market offerings with Product/Strategy.
Enhancing our marketing.
Ensuring customer satisfaction with the Customer Service.
Supporting successful delivery, especially project delivery working with the Operational Delivery & Project Management Teams.

Sales Targets

Achievement of TCV & GM for NEC Digital Studios in line with Mid Term Plan as set by CCO.
Achievement of individual contribution.
Achievement of overall team target.
Achievement of in year Revenue forecast in line with MTP.

Pipeline Development

Build pipeline to more than 3x TCV target.
Risk Profile developed and updated.
Develop Territory Plans for each AM.
Develop campaign plans (for example DcfH2) with specific targets by individual AM.
Develop account plans for major accounts.
Run 12 Account Planning or PTW workshops.
Maintain a pipeline of new name opportunities capable of achieving the MTP as developed. Ensure we have detailed engagements with these clients to enable us to shape the tenders as produced to allow us to win those deals.
Running campaigns to increase revenue from our base accounts.

Bid Qualifications / Management

Attendance at sign-on boards, ensuring resources are allocated to approved opportunities.
Provide timely briefings to the CCO with progress of bids, status of deals
Provide timely briefings to the CCO on the progress of bids, the status of deals as the progress and where we are with qualification.
Ensure we have given ourselves sufficient time to plan our bid submissions.
Agree with the CCO the win price within two weeks of sign-on
Have worked with the bid team to ensure documents are prepared early enough for review and red team.
Functional escalation

Effective Management of Team

Ensure adherence to NEC processes – OAMP, Account/Close plans.
CRM Accuracy, including month end preparation for reviews.
Revenue predictability (correct revenue profile and figures).
Customer Facing Time - Ensure all members of staff achieve over 30% of their time in customer facing activity.
Aim to complete min 2 visits per week on average across the team.
Dedicate time to new business sales prospecting/responses.
Completion of re-signs, ensure all re-signs are completed in a timely manner, so we have no clients where we are working at risk. A positive position would be where the re-sign was completed in the month prior to the previous contract expiring so the bill could be issued and paid before the service starts.
Tracking and reporting on progress towards closure (Daily updates, weekly deal sheet, monthly reporting, Risks and Ops).
Tracking progress towards WD3 Sales Forecast & WD7 final version of the forecast.
Ensuring that the forecast to the business is correct, not what is driven by the AM's and customer but realistic. Making sure that the revenue recognition is correctly forecast to the business.
Ensure any management judgement is allocated to named sales individuals and replaced with named deals or individuals placed on Performance Reviews.
Forecast deals that should be getting signed - if the client will be out of support and not terminated, they should be forecast.
Updating the Tracker.
Timely updating of the Tracker sheet so that leads are allocated to Salespeople, and the relevant deals are qualified out or the search changed to remove opportunity types.
Succession planning.
Team Coaching & Mentoring.
Providing coaching and mentoring to the team to help develop them professionally and personally within their roles.
Ensure Completion of Mandatory Compliance e-learning modules.

Qualifications

ESSENTIAL:

Experience of leading multi-disciplined team
Experience of owning a sales target and managing a team with a sales target
Significant credibility in delivering transformation of central government digital services. Likely to have been gained as a senior civil servant, senior consultant, RTE, EA or Programme Director. Likely levels would include Deputy Director in civil service or Principal Consultant / Delivery Director / Client Partner within a commercial organisation
Good understanding of user centred design, service design, GDS
Ability to set own and team’s work programme with limited direct supervision
Ability to meet tight timescales and multi-task
Ability to assimilate sales strategies and offerings to market
Proactive, highly motivated with an enthusiasm to meet client requirements
Experience of the end-to-end sales process in a commercial organisation
Experience of participating in the qualification of sales opportunities in a commercial organisation
Excellent attention to detail
Good organisational skills
Understanding of Public Services procurement in the UK
Excellent written and verbal communications skills
Experience of managing multi-million pound bids
Experience of shaping bids, identifying win themes, SWOT analysis reviewing bids
Experience in using a market leading CRM system
Experience in running a Plan to Win process or other sales methodologies such as Blue Sheet or TAS
Commercially aware and cost-conscious
Data driven decision making
UK Driving License

DESIRABLE:

Experience in a similar role
Line management experience
Sound commercial and contractual experience
Understanding of UK Government Framework Agreements.
Experience in Sales Management

TECHNICAL:

Experience of ITIL procedures and Processes
Good Microsoft Word skills
Good Powerpoint Skills
Good Microsoft Excel skills

Additional Information

We pride ourselves in offering an excellent benefits package, including an above average pension scheme. When you join the team at NEC Software Solutions, you are provided with the following:

Private Medical Cover funded by NEC for Employees (with the option to add family members at an additional cost)
25 days paid holiday with the option to buy/sell (FTE)
4 x basic salary life assurance cover funded by NEC (with the option to increase cover at an additional cost)
A Group Pension Plan with fantastic employer contributions up to a maximum of 8.5%
A selection of flexible benefits to suit your individual needs
All colleagues get free access to LinkedIn Learning. Over 15000 courses covering a huge breadth of subjects. Learn about what you like, when you like, how you like.

OTHER INFORMATION

Candidates must be able to demonstrate a pre-existing right to work and travel within the UK. Documentary evidence will be required.
All offers are subject to satisfactory vetting, references and occupational health checks.
Depending on the nature of the role a Disclosure Barring Service (DBS) check may also be required.

NEC Software Solutions is an equal opportunities employer, welcoming applications from all communities. If you require any reasonable adjustments or have specific accessibility needs during the recruitment or interview process, please feel free to share these with us. We are committed to ensuring an inclusive and accommodating experience for all candidates.

Who We Are:

We’re NEC Software Solutions (part of global tech giant NEC Corporation). While you read this ad, our software is helping to dispatch ambulances, support families, keep trains on the move, locate missing people and even test the hearing of newborn babies.

Working with us, you’ll be helping our 3,000+ employees push the boundaries of what’s possible and support amazing public services.

We work with governments, hospitals, police forces, housing providers, local authorities and more. We help them pay financial support faster, speed up treatments for patients and respond to emergencies in the right way. The more we do, the more our customers can do for others. And together, we make a world of difference.

We’d love your help. And we’ll support you all the way.

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