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Commercial Director
Job Posted: 7 hours ago
Salary: £ Competitive
Job Type: Permanent
Location: EX5, Clyst St Mary, Devon
Expire in: a month
Job Description
Unity5 is the UK market leader in parking enforcement and permitting software and currently on track for its ambitious growth trajectory. Reporting to the Chief Commercial Officer, this role is pivotal for the future growth of the company, with strategic and managerial responsibility for key commercial teams: Local Authority Account Management, New Sales (Local Authority and Private), and Sales Operations.
These teams focus on client retention and client ARR growth, new sales ARR growth, and the efficient operational support of sales as an integral part of all sales pursuits. This role requires excellent leadership, strategic thinking, organisational and communication skills,
particularly in the context of recent company acquisitions. As part of the commercial leadership team this role will work alongside the Director of Marketing, Private Account Management, and Strategy/Partnerships.
Key Responsibilities:
Sales Team
Strategy: Work with CCO to develop the sales strategy for new business across both public and private sectors, including competitive analysis, understanding market dynamics and underlying trends, and identification of the relevant value proposition for market
segments/stakeholders
Leadership: Manage sales team to own and drive the end-to-end sales process to achieve
agreed sales targets, including effective qualification methodologies, engagement
frameworks, relationship mapping, effective proposal/RFP responses, and negotiation. This also involves broader team development to ensure each individual reaches their potential in terms of capabilities, skills, and performance
Lead Generation: Develop the sales team to effectively segment the market landscape,
identify and maintain list of targets, consistently prospect, and establish in-roads to target
accounts.
Local Authority Account Management
Through the acquisition of Chipside, we have a significant market share of the local authority sector in the UK. Key areas include:
Strategy: Work with CCO to establish strategy for the LA Account Management team in this sector, ensuring effective coverage, including an alignment/assimilation of the Unity5 and Chipside teams
Leadership: Develop the team to ensure each individual reaches their potential in terms of
capabilities, skills, and performance. Ownership of the portfolio of local authority clients, ensuring the account management team establish broad and deep relationships from operational teams to senior leadership
Responsibility for the business development and financial performance of Unity5’s client
base through a focus on retention, cross-sell, and providing thought-leadership; helping
clients to leverage our solutions to optimise their success.
Contract Renewals: Ensure the Account Management team proactively manage contract
renewals in a timely way, reviewing current pricing and indexation as well as incorporating
opportunities to up-sell/cross-sell as part of the process.
Sales Operations Team
Leadership: Develop the team to ensure each individual reaches their potential in terms of
capabilities, skills, and performance.
RFP/ Sales Pursuit Coordination - Manage bid team to assist in co-ordinating the plan to
ensure timely and quality submissions of materials/positions as part of a sales pursuit.
Sales Collateral Management – Liaise with Marketing, Product Owners, on management of sales collateral.
Marketing Input Management – Liaise with the Marketing Team to ensure most up-to-date
marketing inputs are available and used in all RFP responses, for example customer data
points, case studies, and latest marketing positioning.
Database Management - Liaise with Marketing/Sales/Finance in managing Hubspot across Sales/Account Management.
Demonstrations – Manage solution consultant activity in the planning and execution of
demo’s to support sales/account management, in addition to wider solutioning activity to
establish Unity5 as thought-leaders in the industry.
Key skills and qualifications:
• Educated to degree level
• Experienced in the end-to-end driving of commercial activity for complex B2B sales
• Experienced in the organisation of Account Management teams, including best practice on CRM activity to leverage account planning and effectiveness
• Deep understanding of Sales Operations as a key underlying driver of commercial
performance
• Highly customer-focused
• Excellent organisation and communication skills
• Experience in the integration of acquisitions both strategically and operationally in relation to commercial teams a significant advantageBefore You Apply
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