As a Digital Sales Leader at SoftwareOne you will play a pivotal role in driving revenue growth by leading, managing and inspiring the Digital Sales team. You will be responsible for driving the execution of our digital sales strategy, setting ambitious targets, and ensuring the success of our sales efforts.

Responsibilities:

Team Management and Coaching

• Develop and implement strategies to foster a positive and high-performance culture within the digital sales team.
• Provide ongoing coaching and mentoring to senior digital sales representatives and managers, offering guidance on sales techniques, client engagement strategies, and product knowledge.
• Conduct regular team meetings and one-on-one sessions to discuss progress, address challenges, and provide support to team members.
• Foster collaboration and teamwork among team members to maximize effectiveness and achieve collective goals.

Strategy Execution and Target Setting

• Work closely with senior leadership to develop and refine the overall digital sales strategy, taking into account market trends, competitor analysis, and organizational objectives.
• Translate strategic objectives into actionable plans and initiatives, ensuring alignment with sales targets and revenue goals.
• Continuously monitor and evaluate the effectiveness of sales strategies, making adjustments as necessary to drive desired outcomes.

Sales Team Structure and Account Allocation

• Assess the strengths and weaknesses of individual team members to optimize the sales team structure and maximize productivity.
• Strategically allocate accounts and territories to sales representatives based on their skills, experience, and workload capacity.
• Regularly review and adjust account assignments to ensure equitable distribution and maximize revenue opportunities.

Escalation Point and Issue Resolution

• Serve as the primary point of contact for resolving escalated issues and addressing complex client concerns or challenges.
• Collaborate with cross-functional teams, including customer support, product development, and finance, to develop timely and effective solutions to client issues.
• Identify systemic issues or trends impacting client satisfaction and work with relevant stakeholders to implement corrective actions.

Team Building and Hiring

• Lead the recruitment and hiring process for new digital sales team members, including defining job requirements, sourcing candidates, conducting interviews, and making hiring decisions.
• Develop and implement onboarding programs to ensure seamless integration of new hires into the sales team and organization.
• Foster a culture of continuous learning and professional development, providing opportunities for skills enhancement and career growth for team members.

Performance Management

• Establish clear performance metrics and goals for individual team members, aligned with overall sales objectives and key performance indicators (KPIs).
• Conduct regular performance evaluations and provide constructive feedback to team members, recognizing achievements and addressing areas for improvement.
• Implement performance improvement plans as needed to support underperforming team members and drive accountability for results.

Quota Allocation and Monitoring

• Collaborate with senior leadership and finance teams to establish annual sales quotas and targets for digital sales team members.
• Monitor progress towards sales quotas on an ongoing basis, identifying trends, opportunities, and potential obstacles to achieving targets.
• Analyze sales performance data and trends to make data-driven decisions and adjustments to quota allocations as needed.

Cost Optimization and ROI Monitoring

• Manage the digital sales budget effectively, identifying opportunities to reduce costs and improve efficiency without compromising sales performance.
• Monitor and analyze key performance metrics related to sales expenses and return on investment (ROI), making recommendations for optimization and resource allocation.
• Implement cost-saving initiatives and negotiate favorable terms with vendors and suppliers to maximize ROI on sales-related expenditures.

Process Improvement and Tool Implementation

• Evaluate existing sales processes, tools, and technologies to identify areas for improvement and optimization.
• Propose and implement best practices, standardized workflows, and automation solutions to streamline sales operations and enhance productivity.
• Stay informed about emerging trends and technologies in digital sales, leveraging innovative tools and approaches to gain a competitive advantage.

Collaboration and Coordination

• Foster strong working relationships and collaboration with marketing, alliances, product management, and other cross-functional teams to align sales efforts with broader organizational objectives.
• Participate in strategic planning sessions and contribute insights and recommendations to inform marketing collateral development, product roadmaps, and go-to-market strategies.
• Lead regular meetings and reviews to assess pipeline health, identify sales opportunities, track progress towards sales targets, and coordinate follow-up actions with relevant stakeholders.