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Sales Manager

Fordway is recruiting for a Sales Manager, responsible for the day-to-day line management, activity management, staff development and achievement of Fordway’s Sales Team’s targets. The team comprises New Business, Account Managers and Pre-Sales.

Hours of work

7.5 hour working day/37.5 hours per week excluding breaks, flexible within Fordway core hours (8.00am to 6.00pm weekdays). Requirement to be a member of Fordway’s Management escalation rota.

Responsibilities

  • Accountability for Fordway’s Sales Team’s results, ensuring sales targets are achieved
  • Responsible for managing staff and activities within the Sales Team, providing coaching, mentoring, guidance and assistance as needed
  • Ensuring that the ales Team follow and strive to improve Fordway’s defined sales and operational processes
  • Working with Fordway’s Marketing Team to provide input into marketing activities and ensuring timely and effective follow-up of marketing qualified leads
  • Using Fordway’s staff development processes to ensure Sales Team are continually improving their performance
  • Ensuring that the Sales Team understand and are aligned with Fordway’s business objectives and understand their role in helping to achieve them.
  • Ensuring that the Sales Team understand and uphold Fordway’s Values and behaviours; be a role model to them by adhering to them at all times.
  • Providing up to date and accurate information and clear reports on sales activities to Fordway’s Leadership Team
  • Providing up-to-date and accurate opportunity, revenue and profit forecasts to assist with business planning
  • Liaising with Fordway’s Project Delivery and Service Delivery teams to ensure the effective fulfilment of customer orders
  • Assisting team members to identify sales prospects and qualify them
  • Managing and co-ordinating major bids and tender responses
  • Managing relationships with vendors and other partners to identify and develop commercial opportunities
  • Identifying new vendor and partner relationships and helping to qualify and where approved, on-board them

Direct Reports

Currently 7, planned to increase to 9 or 10. Comprises 4 New Business Sales Execs (planned increase to 5), 1 (planned 2) Customer Account Managers, 2 (planned 3) Pre-Sales Consultants.

Experience

Essential

  • At least 5 years’ new business sales experience selling solutions and managed services to mid-market, enterprise and public sector clients
  • Minimum 2 years sales management experience managing a vendor/VAR/MSP/Cloud services provider sales team selling to mid-market, enterprise and public sector clients
  • Proven experience of selling and managing sales of the following:
    • Managed IT Services
    • Infrastructure and Cloud strategy consulting
    • Technical consultancy
    • Server and desktop virtualisation
    • Hyper-Converged infrastructure
    • Server, data storage, management and backup technologies
    • Data networking (LAN, WAN, WLAN)
    • Information security tools and technologies
    • Network, systems and security monitoring and management
    • MS Azure IaaS and PaaS subscriptions, environment design, service migration and management/added services
    • Core Microsoft on premise and cloud products including Microsoft 365 E3/E5 suite
  • Proven track record of winning business through RFI/RFP processes and tender responses
  • Vendor co-selling and vendor relationship management experience
  • Highly motivated, confident and ambitious individual with a meticulous approach to work and attention to detail
  • Hands-on, pro-active approach to defining and addressing customer and prospect requirements
  • Excellent interpersonal, communication, documentation and presentation skills
  • Ability to thrive in a dynamic and busy environment

Desirable

  • Sales experience selling some or all of the following:
    • Environment design, configuration, service migration and management for other public cloud providers such as Amazon Web Services, Google Cloud or similar
    • Unified communications technologies (notably Skype for Business)
    • Microsoft SQL, Exchange and Systems Centre products
    • Security best practice awareness and investigation
    • Software Defined Networking
    • Information Governance, Risk and Compliance
  • Bidding for and winning places on Public Sector Frameworks

Skills & Abilities

Essential

  • Bid management experience and selling to the UK Public sector
  • Clear, concise, good quality written English
  • High quality communication and interpersonal skills
  • Emotional intelligence

 

To apply for this job email your details to kathi.churchill@fordway.com.