lead, coach & manage a team of driven sales executives selling a
complete Voice, Data and Security ICT & Managed Services portfolio.
The ideal candidate will have relevant market & portfolio expertise,
strong consultative selling skills and proven sales management
experience. He/she will relish the challenge of unlocking total team
performance and achieving new levels of organic growth.
About YouYou are team focused with a passion for helping salespeople
become the best version of themselves.
_YOU POSSESS_ a sense of urgency to make things happen with an ability
to persevere. Gravitas, conceptual thinking, curiosity, business
acumen, integrity and emotional intelligence are qualities you
demonstrate.
_YOU ARE_ driven to win; you do not make excuses for lack of results,
and you are a master of time and activity management.
_YOU POSSESS_ the ability to develop and maintain trust & respect
between yourself, your team, peer group and company leadership.
Business Area & Primary Office Locations Full Company Portfolio ?
Sales & Marketing Department
Ireland - Dublin office based (with Work from Home options)
Objective
? You will hold yourself and your team fully accountable for sales
process adherence, opportunity qualification, rigorous pipeline
management and ultimately accurate & linear sales forecasting
? Manage, Mentor, Motivate and Coach all sales team members to
establish and maintain a strong will to succeed
? Pro-actively work with Welltel Account Managers, Customers,
Vendors and other Welltel divisions and to ensure sales excellence is
delivered and maintained in all aspects of the business
? Maintain regular communications with all team members and key end
customers and suppliers
? Develop and Manage sales relationships with all key divisional
customers and key contacts (decision-makers and influencers)
? Develop and Manage strong relationships, trust and respect with
all employees and Directors within Welltel Ireland
? Ensure an appropriate level of product and service knowledge is
maintained at all times relating to the Welltel product and service
portfolio ? establish and maintain strong vendor relationships
within the product and service sets assigned to your business unito
NOTE:
Portfolio includes Voice, Data & Security with associated
Connectivity, Solutions and Services (Telephony & Unified
Communications, Multi-Channel Contact Centre, LAN / WiFi network
infrastructure, Voice connectivity (WLR & SIP), Data connectivity
(DIA, MPLS, SD-WAN), IT systems & services (PC / Server / OS), Private
Cloud IaaS and professional services relating to the full portfolio
(Training, Consultancy, Custom Development, Deployment & Support)
? Assist in the identification and recommendation on enhancements
and developments to Welltel Ireland product and service portfolio
? Support the sales team members in all facets of business
generation and retention including proposal creation and/or review,
quotation content and/or review, proposal presentation, opportunity
creation and closing to win and, if needed, dispute resolution
? Maintain strong, regular and focused pipeline review, management
and optimisation with each sales team member. Weekly, Monthly,
Quarterly and Annual reviews are expected with appropriate reporting
to peers and other Welltel managers.
? Set, Review & Manage each Sales team member assigned KPIs (sales,
functional and personal)
? Ensure a high level of system knowledge is attained and maintained
at all times relating to the Welltel company systems and applications
including, but not limited to, CRM, Account Package, Email & Storage,
File and Document sharing and storage, Document creation and
management (spreadsheets, word-processing, presentations etc)
? Maintain up to date and historical knowledge of key work in
progress, completed projects and invoice and payment details
? In association with the HR Manager, Establish and manage to
conclusion performance and/or personal improvement programs when and
if necessary
? Ensure sales team performance is optimised with a consistent focus
on the retention & hiring of sales winners
? Strive to develop and Maximise Gross Project & Recurring Revenue
contracts at all times Key Tasks
Pro-actively work with Sales team members (Business Development &
Account Management) Customers, Suppliers,Management and general staff
and create excellent working relationships, trust and value to and
between all parties
? Constantly Drive New Business Development and Strong Account
Management within the existing team to new and existing customers
across the full department base & full product and service solution
portfolio.
? Achieving and Exceeding assigned group sales targets on an ongoing
basis by ensuring individual team members constantly achieve or
overachieve.
? Liaise with Welltel admin, management, engineering, sales staff
and suppliers and co-ordinating the direct sales functions relating to
your own division and group or individual projects
? Liaise on a regular basis with Welltel internal and external
marketing ? assist with the development, delivery and success of
marketing activities designed to improve lead generation, brand
awareness and customer knowledge of Welltel.
? Proactively upload and maintain accurate customer and supplier
contact and activity details in the company CRM and Accounts systems
? Update and Maintain employee performance reports (achievement
level of assigned Sales targets and KPIs)
? Produce and deliver high-quality documentation where applicable to
your role that maximises Welltel Ireland chances of success and
business retention
? Assist Sales Team members in all facets of business generation and
retention including proposal creation and/or review, quotation content
and/or review, proposal presentation, opportunity closing to Win
and/or dispute resolution.
? Strive to grow your personal knowledge at all times relating to
your team, the company, the industry (trends and needs) and the
competition.
? NO
TE ? Flexible working hours and some travel between our offices
around Ireland and abroad and end customer offices around the country
and beyond is an absolute necessity. Occasional early morning, late
evening and/or Weekend work will be required as an integral part of
the role Sales Team Development and Management
? Review & Agree sales targets and KPIs with individuals on a
quarterly and annual basis.
? Drive all team members to maximise Gross Profit on all orders and
develop and maintain Recurring Revenue sales contracts at all times
(company focus is MRR / ARR vs One Time cap ex based customer orders)
? Minimise customer churn and Maximise customer retention and
contract renewals
? Motivate, Mentor, Coach & Drive sales team individuals to ensure
sales targets and KPIs are consistently being met and exceeded
? Regularly review individual sales team pipeline, sales activities,
win & loss ratio. Weekly, Monthly, Quarterly and Annual reviews are
expected.
? Ensure sales team proactively and accurately update and maintain
customer and opportunity details in the appropriate company systems
for review at any time needed.
? Drive Positive habits resulting in regular customer contact and
engagement and accuracy and detail relating to ongoing and completed
opportunities and projects
? Assist in the development and management of new and existing
customers with individual sales team members with a particular focus
on prompt response and customer service excellence.
? Plan and execute Personal Improvement Plans with individuals when
and if necessary (to include staff replacement program following HR
guidelines if needed).
? Contribute to the development of account plans, processes, systems
and support to help identify and convert all opportunities in
association with the department-specific Welltel staff
? Run effective, inclusive and focused sales meetings and forums
Opportunity Management
? Assist in the development and management of sales team members new
and existing customers with a particular focus on prompt response and
customer service excellence.
? Contribute to the development of account plans, processes, systems
and support to help identify and convert all opportunities in
association with the department-specific Welltel staff
? Maintain strong knowledge of the competitive landscape including
other resellers, vendors and market offerings. Assist the sales team
in defending, maintaining and renewing existing business
? Competent in addressing the unidentified, underlying and long term
client needs.
_ABILITY TO_ anticipate clients upcoming needs and concerns and work
with the sales team to efficiently and appropriately address them.
Relationship Management
? Maintain regular contact with members of the virtual team.
(includes BDMs, Finance, Engineering and Customer & Vendor
representatives)
? Support key management, sales, engineering and accounts staff in
building and managing customer relationships so as to achieve
increased customer satisfaction with Welltel Ireland
? Assemble and lead (or contribute to) multifunctional virtual teams
that propose integrated customer solutions.
? Ability to motivate and hold people accountable
Feedback & Idea Creation
? Identify requirements for other products/services and feed into
Product Development Forum.
? Provide customer feedback and market intelligence ? reasons for
win, loss or delay
? Provide internal company feedback and systems intelligence and
observations and recommendations with a view to increasing and
optimising productivity and efficiency
? Ability to identify and add value beyond clients immediate
requests
Personal Development
? Develop, Maintain and improve knowledge on all new and existing
products and services in the Welltel Ireland portfolio
? Support knowledge and information sharing amongst the entire team.
? Ensure open communication prevails between the PreSales & Sales
Team, Post Sales Team and Accounts, providing support where necessary
? Contribute effectively to the performance of all key departments
and overall Company success
? Strive to develop and maintain trust & respect between yourself,
your team, peer group and other company leadership with a view to
quickly becoming an invaluable member of the Welltel management &
leadership team.
? Manage your personal work/life balance & strive to regularly feel
rewarded and satisfied with your own performance and contributions.
Key Performance Indicators
? Achievement of assigned sales targets & KPIs (Division &
Individuals under your management)
? Reduced customer churn, Increased customer renewals
? Successful and Maintained General Business Development
? Welltel peer-group feedback (respect, trust & knowledge)
? Customer satisfaction rating
? Portfolio Knowledge (high level)
? Positive Vendor feedback
? Welltel systems & applications knowledge
Competency Profile (1 to 4)
Business Competencies
? Customer Focus (4)
? Results Focus (4)
? Accuracy & Attention to Detail (4)
? Problem Solving (3)
? Strategic Perspective (3)
? Coaching & Performance Improvement skills (4)
People Competencies
? Oral and Written Communication (4)
? Interpersonal Skills (4)
? Influence and Winning Commitment (4)
? Teamwork (3)
Qualification & Other Skills
? Educated to 3rd level with an appropriate business degree and/or
have relevant experience in a similar role
? Good knowledge of the ICT and/or Telecommunications industry is a
prerequisite
? Works on own initiative focused on continuous improvement.
? Strong analytical and judgement skills.
? Ability to learn and understand (at a high level) the Welltel
Ireland product & Service portfolio and competitive market landscape.
? Strong attention to detail and accuracy in all tasks
? Strong practical knowledge on all typical office software packages
is a necessity (Email, Web browsing, CRM, Accounts, Word-processing,
Presentation software & Spreadsheets etc)
? Specific operational knowledge on the following Welltel systems
and applications would be an advantage (Sage ? Accounts, Autotask
? CRM, Autotask ? Helpdesk ticketing, Sharepoint? Document
creation & sharing, Microsoft Office packages) About the RoleWe are seeking an experienced Senior Sales Manager to
lead, coach & manage a team of driven sales executives selling a
complete Voice, Data and Security ICT & Managed Services portfolio.
The ideal candidate will have relevant market & portfolio expertise,
strong consultative selling skills and proven sales management
experience. He/she will relish the challenge of unlocking total team
performance and achieving new levels of organic growth.
About YouYou are team focused with a passion for helping salespeople
become the best version of themselves.
_YOU POSSESS_ a sense of urgency to make things happen with an ability
to persevere. Gravitas, conceptual thinking, curiosity, business
acumen, integrity and emotional intelligence are qualities you
demonstrate.
_YOU ARE_ driven to win; you do not make excuses for lack of results,
and you are a master of time and activity management.
_YOU POSSESS_ the ability to develop and maintain trust & respect
between yourself, your team, peer group and company leadership.
Business Area & Primary Office Locations Full Company Portfolio ?
Sales & Marketing Department
Ireland - Dublin office based (with Work from Home options)
Objective
? You will hold yourself and your team fully accountable for sales
process adherence, opportunity qualification, rigorous pipeline
management and ultimately accurate & linear sales forecasting
? Manage, Mentor, Motivate and Coach all sales team members to
establish and maintain a strong will to succeed
? Pro-actively work with Welltel Account Managers, Customers,
Vendors and other Welltel divisions and to ensure sales excellence is
delivered and maintained in all aspects of the business
? Maintain regular communications with all team members and key end
customers and suppliers
? Develop and Manage sales relationships with all key divisional
customers and key contacts (decision-makers and influencers)
? Develop and Manage strong relationships, trust and respect with
all employees and Directors within Welltel Ireland
? Ensure an appropriate level of product and service knowledge is
maintained at all times relating to the Welltel product and service
portfolio ? establish and maintain strong vendor relationships
within the product and service sets assigned to your business unito
NOTE:
Portfolio includes Voice, Data & Security with associated
Connectivity, Solutions and Services (Telephony & Unified
Communications, Multi-Channel Contact Centre, LAN / WiFi network
infrastructure, Voice connectivity (WLR & SIP), Data connectivity
(DIA, MPLS, SD-WAN), IT systems & services (PC / Server / OS), Private
Cloud IaaS and professional services relating to the full portfolio
(Training, Consultancy, Custom Development, Deployment & Support)
? Assist in the identification and recommendation on enhancements
and developments to Welltel Ireland product and service portfolio
? Support the sales team members in all facets of business
generation and retention including proposal creation and/or review,
quotation content and/or review, proposal presentation, opportunity
creation and closing to win and, if needed, dispute resolution
? Maintain strong, regular and focused pipeline review, management
and optimisation with each sales team member. Weekly, Monthly,
Quarterly and Annual reviews are expected with appropriate reporting
to peers and other Welltel managers.
? Set, Review & Manage each Sales team member assigned KPIs (sales,
functional and personal)
? Ensure a high level of system knowledge is attained and maintained
at all times relating to the Welltel company systems and applications
including, but not limited to, CRM, Account Package, Email & Storage,
File and Document sharing and storage, Document creation and
management (spreadsheets, word-processing, presentations etc)
? Maintain up to date and historical knowledge of key work in
progress, completed projects and invoice and payment details
? In association with the HR Manager, Establish and manage to
conclusion performance and/or personal improvement programs when and
if necessary
? Ensure sales team performance is optimised with a consistent focus
on the retention & hiring of sales winners
? Strive to develop and Maximise Gross Project & Recurring Revenue
contracts at all times Key Tasks
Pro-actively work with Sales team members (Business Development &
Account Management) Customers, Suppliers,Management and general staff
and create excellent working relationships, trust and value to and
between all parties
? Constantly Drive New Business Development and Strong Account
Management within the existing team to new and existing customers
across the full department base & full product and service solution
portfolio.
? Achieving and Exceeding assigned group sales targets on an ongoing
basis by ensuring individual team members constantly achieve or
overachieve.
? Liaise with Welltel admin, management, engineering, sales staff
and suppliers and co-ordinating the direct sales functions relating to
your own division and group or individual projects
? Liaise on a regular basis with Welltel internal and external
marketing ? assist with the development, delivery and success of
marketing activities designed to improve lead generation, brand
awareness and customer knowledge of Welltel.
? Proactively upload and maintain accurate customer and supplier
contact and activity details in the company CRM and Accounts systems
? Update and Maintain employee performance reports (achievement
level of assigned Sales targets and KPIs)
? Produce and deliver high-quality documentation where applicable to
your role that maximises Welltel Ireland chances of success and
business retention
? Assist Sales Team members in all facets of business generation and
retention including proposal creation and/or review, quotation content
and/or review, proposal presentation, opportunity closing to Win
and/or dispute resolution.
? Strive to grow your personal knowledge at all times relating to
your team, the company, the industry (trends and needs) and the
competition.
? NO
TE ? Flexible working hours and some travel between our offices
around Ireland and abroad and end customer offices around the country
and beyond is an absolute necessity. Occasional early morning, late
evening and/or Weekend work will be required as an integral part of
the role Sales Team Development and Management
? Review & Agree sales targets and KPIs with individuals on a
quarterly and annual basis.
? Drive all team members to maximise Gross Profit on all orders and
develop and maintain Recurring Revenue sales contracts at all times
(company focus is MRR / ARR vs One Time cap ex based customer orders)
? Minimise customer churn and Maximise customer retention and
contract renewals
? Motivate, Mentor, Coach & Drive sales team individuals to ensure
sales targets and KPIs are consistently being met and exceeded
? Regularly review individual sales team pipeline, sales activities,
win & loss ratio. Weekly, Monthly, Quarterly and Annual reviews are
expected.
? Ensure sales team proactively and accurately update and maintain
customer and opportunity details in the appropriate company systems
for review at any time needed.
? Drive Positive habits resulting in regular customer contact and
engagement and accuracy and detail relating to ongoing and completed
opportunities and projects
? Assist in the development and management of new and existing
customers with individual sales team members with a particular focus
on prompt response and customer service excellence.
? Plan and execute Personal Improvement Plans with individuals when
and if necessary (to include staff replacement program following HR
guidelines if needed).
? Contribute to the development of account plans, processes, systems
and support to help identify and convert all opportunities in
association with the department-specific Welltel staff
? Run effective, inclusive and focused sales meetings and forums
Opportunity Management
? Assist in the development and management of sales team members new
and existing customers with a particular focus on prompt response and
customer service excellence.
? Contribute to the development of account plans, processes, systems
and support to help identify and convert all opportunities in
association with the department-specific Welltel staff
? Maintain strong knowledge of the competitive landscape including
other resellers, vendors and market offerings. Assist the sales team
in defending, maintaining and renewing existing business
? Competent in addressing the unidentified, underlying and long term
client needs.
_ABILITY TO_ anticipate clients upcoming needs and concerns and work
with the sales team to efficiently and appropriately address them.
Relationship Management
? Maintain regular contact with members of the virtual team.
(includes BDMs, Finance, Engineering and Customer & Vendor
representatives)
? Support key management, sales, engineering and accounts staff in
building and managing customer relationships so as to achieve
increased customer satisfaction with Welltel Ireland
? Assemble and lead (or contribute to) multifunctional virtual teams
that propose integrated customer solutions.
? Ability to motivate and hold people accountable
Feedback & Idea Creation
? Identify requirements for other products/services and feed into
Product Development Forum.
? Provide customer feedback and market intelligence ? reasons for
win, loss or delay
? Provide internal company feedback and systems intelligence and
observations and recommendations with a view to increasing and
optimising productivity and efficiency
? Ability to identify and add value beyond clients immediate
requests
Personal Development
? Develop, Maintain and improve knowledge on all new and existing
products and services in the Welltel Ireland portfolio
? Support knowledge and information sharing amongst the entire team.
? Ensure open communication prevails between the PreSales & Sales
Team, Post Sales Team and Accounts, providing support where necessary
? Contribute effectively to the performance of all key departments
and overall Company success
? Strive to develop and maintain trust & respect between yourself,
your team, peer group and other company leadership with a view to
quickly becoming an invaluable member of the Welltel management &
leadership team.
? Manage your personal work/life balance & strive to regularly feel
rewarded and satisfied with your own performance and contributions.
Key Performance Indicators
? Achievement of assigned sales targets & KPIs (Division &
Individuals under your management)
? Reduced customer churn, Increased customer renewals
? Successful and Maintained General Business Development
? Welltel peer-group feedback (respect, trust & knowledge)
? Customer satisfaction rating
? Portfolio Knowledge (high level)
? Positive Vendor feedback
? Welltel systems & applications knowledge
Competency Profile (1 to 4)
Business Competencies
? Customer Focus (4)
? Results Focus (4)
? Accuracy & Attention to Detail (4)
? Problem Solving (3)
? Strategic Perspective (3)
? Coaching & Performance Improvement skills (4)
People Competencies
? Oral and Written Communication (4)
? Interpersonal Skills (4)
? Influence and Winning Commitment (4)
? Teamwork (3)
Qualification & Other Skills
? Educated to 3rd level with an appropriate business degree and/or
have relevant experience in a similar role
? Good knowledge of the ICT and/or Telecommunications industry is a
prerequisite
? Works on own initiative focused on continuous improvement.
? Strong analytical and judgement skills.
? Ability to learn and understand (at a high level) the Welltel
Ireland product & Service portfolio and competitive market landscape.
? Strong attention to detail and accuracy in all tasks
? Strong practical knowledge on all typical office software packages
is a necessity (Email, Web browsing, CRM, Accounts, Word-processing,
Presentation software & Spreadsheets etc)
? Specific operational knowledge on the following Welltel systems
and applications would be an advantage (Sage ? Accounts, Autotask
? CRM, Autotask ? Helpdesk ticketing, Sharepoint? Document
creation & sharing, Microsoft Office packages)
We need : English (Good)
Type: Permanent
Payment:
Category: Others
