8117 - Sales Director- EMEA

ENG, United Kingdom    |     Sales/Business Development   |   Full-time
Job Reference: 8117 - Posted 01-Aug-2022
Job Purpose

Develop and execute business development plan for a given target market within EMEA OCG.  Expand KellyOCG’s footprint by winning new logo MSP business, targeting new customers to contribute to sales growth, profitability, customer satisfaction and market share.  Maximize sales and profit through effective negotiations. 

Key Responsibilities  

•Qualify and sell contingent workforce solutions at enterprise-wide level, specifically MSP / TTM solutions to prospective clients

•Develop sales pipeline of opportunities, identifying prospects for short, medium and long term sales pursuits

•Make contact with potential buyers and decision-makers by making “cold calls,” “warm calls” and/or follow-up calls to identify, prospect and develop opportunities

•Network and position KellyOCG as a thought leader at relevant industry events

•Exceed sales targets, through execution of a localised business development plan

•Lead tender response process, from RFI / RFP submission through to final sales presentation and contract negotiation

To be effective in this role you will need to:

•Map key pursuits, and create / execute relevant sales win strategy

•Nurture pursuits through regular insight sharing, thought leadership and consultation

•Clearly articulate the value proposition of the OCG product suite to create viable prospects.

•Research additional information about prospective clients, i.e. growth trends, workforce changes, workforce needs, contact names, etc., using relevant third party resources.  Ensure that this information is utilised to develop an appropriate sales win strategy.

•Understand workforce solutions that differentiate KellyOCG’s value in the marketplace and increase our likelihood of winning new business.

•Maintain accurate records of all prospecting activities, including pre-call research, sales calls, e-mail and planned next step activities.

•Develop relationships with 3rd party providers to enhance sales process  

Competencies

Embrace and practice COLLABORATION           Has the ability to proactively build and maintain both internal Kelly and external business relationships

•Works with all types of people, regardless of the work they’re performing or the level of their position

•Remains open to the ideas of others

•Effectively navigates within a matrix environment to accomplish goals

COMMUNICATE with clarity and impact, effectively communicates in all forms (written, spoken, listening)

•Organizes ideas clearly and logically when speaking

•Crafts concise, clear messages in written formal and informal documents

•Develops and presents content to audiences that is impactful

•When listening, considers the other person most important and concentrates on the speaker’s message and needs

EXECUTE our strategy, translates the business strategy into daily working goals.

•Regularly discusses progress toward larger strategy and removes barriers

•Works together as a team to achieve outcomes

•Seeks out information needed to make decisions, takes action, and acts with urgency

•Maintains operational effectiveness and delivers the highest quality services to meet customer needs

•Conveys a sense of urgency and drives issues to closure.  Ensures business goals are met or executed

•Intervenes to address obstacles to achieving results

Requirements

Type of Experience:   

Strategic sales, solution selling, knowledge of MSP, RPO & TTM solutions

Skills:

•Extensive experience identifying, qualifying and selling substantial talent solutions, preferably enterprise-wide MSP / TTM solutions to prospective clients

•A track record in securing large scale, complex managed service deals

•Seasoned staffing industry professional, with proven networks in HR, TA & Procurement community

•Evidence of implementing a Strategic Business Development Plan and execute strategy towards success

•Excellent verbal, written communication, and presentation skills

•Strong relationship building and problem-solving skills

•Proven understanding of the consultative sales process

•Solid knowledge of outsourced solution service offerings

Location: Remote with travel as required