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Career Opportunity

Head of Sales & Marketing

Purpose

This role requires a leader with strong vertical market software as a service (SaaS) experience. Tasked with managing resources and individually participating to qualify and close sales that generate new business with companies operating in the construction and O&M phases of our markets.

Ultimately responsible for the overall SeaRoc brand, inbound & outbound marketing for each stage of the customer engagement process / buyer’s journey, and the sales cycle for all of SeaRoc’s products and services and the defined revenue targets. Must be disciplined, focused on results, able to prioritise to align with SeaRoc's strategy and objectives, an excellent communicator, have exceptional interpersonal skills and operate with a high level of business ethics.

Main Tasks & Activities/Responsibilities:

1. Primary Responsibilities – Sales & Marketing Leadership and Management

  • Accountable for the leadership and management of the Sales and Marketing team, to achieve the successful outcome of business objectives and growth opportunities.
  • Define and communicate the long-term and short-term goals and corresponding performance metrics for the sales and marketing organization.
  • Manage performance against goals, assessing bench strength of skills / competence and resource coverage required for success.
  • Implementation of CSI / Vela best practices or creation of new practice to enhance selling methodology and pricing strategies.
  • Instill the bullet above practices as part of coaching activities that develop skills that improve individual and team competence.
  • Ensure the lead-to-customer / lead management process is efficient, assessing conversion rates across product lines to reveal effectiveness. Adjust as required with use of KPIs.
  • In-depth understanding of consultative selling practices. Understand customer challenges and the value of movement from current state to a desired future state, coaching the team and the business as a whole to articulate the cost of inaction through lost opportunity if not implementing solutions that satisfy the business need.
  • Evolution of brand strategy, ensuring the brand DNA remains consistent across all communication channels.
  • Work with the Product team to develop marketing strategy and supporting campaigns / materials for new & ongoing product releases.
  • Drive lead generation campaigns that leverage a variety of tools, including content marketing, to generate net new contacts that meet defined top-of-funnel population targets.
  • Drive campaigns that prevent attrition, increase revenue from installed base and improves the capture rate of new named business.
  • Support creation and/or updating of marketing and sales enablement assets, including the company website, brochures, templates, etc.
  • Act as the focal point for commercial strategy ensuring that accepted contract agreement and business documentation processes and templates are adhered to.
  • Contribute to overall business strategy as key member of the management team, fostering communication across all teams and business lines.
  • Report on sales & marketing performance, including pipeline forecasting using HubSpot.

For key (top 10) accounts direct personal participation will be expected:

  • Oversee that Client is satisfied with solution including ongoing reviews of any issues (commercial or technical) related to the software and service in use.
  • Participate in internal meetings to review strategy or commercials for high profile accounts, act as key point of contact in escalation resolution.
  • Guide team with quality improvement suggestions relating to the articulation of presentations and any deliverables to be submitted in order to satisfy the client’s solution requirements.

2. Primary Responsibilities – Individual Contributor Selling

  • Initiate, develop, and close complex sales cycles.
  • Generate new sales leads, ensuring team effectively follow up and convert.
  • Support and drive RFI / RFP processes.
  • Contribute top of funnel content that can be implemented by digital marketing as part of campaign automation.
  • Strategically position software by understanding customers’ pain points and proposing solutions to fit client needs.
  • Identify Strategic Partnerships in emerging markets within target industries.

3. Primary Responsibilities – Intra department activity

Pre-Sales, Marketing, Professional Services and Support

  • Coordinate and assist the team to engage other departments to contribute as required to respond in RFIs, statement / scope of works (SOWs) and proposals for clients using agreed templates.
  • Ensure that resources are fully briefed to support sales team with effective solutions demonstrations or at discovery meetings / workshops.
  • Assist Services or Client relations on any escalations.
  • Coordinate campaign plan with marketing specialists.
  • Assist head of business and chief product officer in evolving business strategy for the respective brands.

PERSON PROFILE

Area

Essential Criteria

Desirable Criteria

Education & Qualifications

Degree or equivalent

Postgraduate qualification or equivalent

 

Specialist Knowledge and Skills

In-depth understanding of consultative selling practices and knowledge of current inbound and outbound marketing practices that nurture contacts through the Buyer’s Journey.

Good knowledge of relevant computer programs (e.g. CRM software) and digital marketing techniques

Knowledge of large scale industries

Awareness of health and safety requirements on large scale projects

Relevant experience

Ten years’ experience in software as a service (SaaS) sales

Building partner networks

Enterprise level e.g. General Electric (GE). More than 10 years’ experience

Interpersonal and Communication skills

Ability to learn about products and services and describe / explain them to prospects

Excellent telephone manner and written communication skills

Ability to confidently conduct product demonstrations

Any additional requirements

Outgoing and positive personality

Outstanding negotiation skills with the ability to resolve issues and address complaints

Ability to meet goals

Chichester / Brighton area based +/- 30 miles

Apply Now:

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