The role:
The Head of Sales plays a key strategic role in leading our success in the data storage market, in conjunction with sales and marketing teams across the UK and Europe to develop, formulate and execute a sales strategy to grow the Memory business.

You will be responsible for the management and development of the Memory Sales Team in our efforts to develop business withing the Value-Added Reseller (VAR), e-tail, PC assembly / gaming, components and data centre channels.

Working closely with the Marketing and Product teams you will ensure close alignment of Sales and Marketing activities across the Memory business. You will actively promote a culture of proactivity and strong customer engagement, as well as ensuring that new technologies and tools are effectively used. In addition, you will take responsibility for CRM utilization and digital communications activity, to ensure alignment of marketing with our sales efforts.

Main Job Responsibilities: 

• Manage, guide, develop, recruit and direct the Memory sales team in their activities aimed at the Value-Added Reseller (VAR), e-tail, PC assembly / gaming, components and data centre channels
• Build relationships at strategic level with key members of VARs, ensuring high level business development activity, negotiations and agreements are successfully concluded
• Support business development activity and ensure positive business relationships with national accounts, regional customers and potential end users of our products, ensuring that effective call cycles are maintained in all regions
• Develop relationships with all customer groups on annual agreements and tenders and to ensure achievement of supplier agreements
• Work with technical teams to ensure proper data feeds and APIs are in place to automate sales processes and capture customer information
• As part of the management team, provide input and feedback on product strategy, market trends and pricing to Product Managers
• Set performance objectives and key deliverables for the sales team, ensuring that all opportunities are maximised, and managing individuals to ensure achievement of these objectives
• Strategise and organise sales opportunities like promotions, product training, trade shows and other activities to enhance customer engagement and build closer relationships with clients
• Contribute to developing and evolving the CRM system fully through a consolidated communications plan to customers, in conjunction with the Marketing team, with the aim of being best-in-class
• Define a marketing communications plan, utilising the CRM system, for campaigns targeting all potential markets
• Work with the Marketing team to ensure delivery and execution of campaigns
• Track, analyse and report to the business, sales team and customers on utilisation of the product mix, trends, rebate performance, efficiency of marketing campaigns, sales performance, etc
• Ensure that all reporting and business intelligence tools are utilised efficiently to continually add data to the evolving and rapidly changing business dynamic

Skills Required: 

• Minimum 5 years’ experience of managing a high-performing sales team
• Demonstrable experience of the IT peripheral or computer memory industry – specifically from the distribution channel
• An appreciation of digital sales and marketing techniques
• Driven and passionate, with strong commercial acumen and entrepreneurial flair
• Strong leadership and communication skills, with a strong drive to build, develop, manage and lead a successful high performing sales team
• Sound commercial mindset and ability to negotiate
• Sound analytical skills and a demonstrable ability to use data effectively to lead a Sales Team
• Experience using CRM (ideally SugarCRM) and BI tools to manage high-performing Sales Teams
• Experience of being part of transformation projects, and ensuring high levels of training and adoption of new systems and processes