UKI Sales Director

The Role

The UKI Sales Director is responsible for delivering growth from new and existing clients in the UK and Ireland, through the Business Development and Account Management teams. Leading a team of Business Development professionals and Account Managers, you will support, coach and mentor our sales colleagues to target the right organisations with the OASIS offering, uncover opportunities and convert the opportunities as quickly as possible into closed deals and invoiced revenue.

Key Performance Indicators

• Achievement of UK&I total contract value sales target.
• Achievement of UK&I total contract value new logo sales target.
• Achievement of UK&I total contract value existing client sales target.
• In-year revenue and in-year margin growth target.
• Sales pipeline sufficiency target.
• Deal win rate.
• Client NPS score.
• Colleague NPS.
• Evidence of OASIS Values and Leadership Behaviours.

Key Responsibilities

• Manage Business Development Managers and Account Managers’ performance and activities through defined KPIs.
• Manage the output of the UK&I Sales team through effective delegation.
• Assign leads/opportunities to team members, ensuring that we have a fair distribution of opportunity and maximise the conversion rate.
• Develop geographic, sector or product/service focus for team members as appropriate.
• Set and communicate fair, realistic but stretching sales targets and other metrics.
• Manage both the business development sales pipeline and the account management pipeline. Ensure they are accurate and monitor the pipeline with respect to sufficiency to deliver forecast and expected growth.
• Monitor individual team member performance across all dimensions. Provide feedback, coaches, mentors and develops individuals. Where required, develops and implements performance improvements plans.
• Ensure the appropriate risk profile for all qualified deals by coaching the team to use the Deal Acceleration Framework and manage risks such as commercial terms, timescales, suitability of projects and ensure projects are scoped out, proposed and finish on time.
• Ensure that we follow a robust bid/no-bid process and that all internal approval and authorisations are obtained before client commitments are entered into.
• Foster a culture of commercial innovation and disruption in our bidding and sales activity which delivers an exceptional win-rate, by disrupting established industry practice.
• Remain aware of regulatory changes or other requirements that impact our clients and target segments – especially health, local government, financial services, energy and legal.

Framework and Boundaries

• Reports directly to the Chief Revenue Officer as part of the Group Commercial team.
• Works closely with colleagues in the Group Commercial team and recognises co-dependency on which team success is based.
• Foster a client-centric Commercial Team culture and evangelise within OASIS UK&I.

Skills & Qualifications

• Previous experience of leading and managing sales and account management teams.
• Ability to coach, develop and mentor colleagues in all the skills required for them to achieve sales excellence.
• Strategic thinker and able to translate strategic plans into operational execution.
• Strong in-depth knowledge and experience of a B2B Business Services environment, within strategic business development and sales.
• Excellent sales and negotiation skills. Likely to be trained in several sales methodologies/techniques.
• Can partner effectively on all levels with OASIS Leaders and colleagues.
• Proficiency in MS Office, SalesForce and database applications.
• Excellent task management skills, results orientated with a strong work ethic and demonstrated attention to detail.
• Must be flexible and remain professional whilst under pressure.
• Excellent problem-solving, presentation, communication and report writing skills.
• Ability to travel when required in the UK and ROI.
• A good awareness and understanding of the Records and Information Management industry is desirable, including the trends and digitisation which is impacting clients and service delivery.

The Company is required by law (Immigration Act 2016) to have proof of right to work in the UK, prior to commencement of employment.

The Company is required to conduct a background screening check as set out by the British Standards Institution BS7858 prior to commencement of employment.

OASIS is an equal opportunities employer.

The Company confirms that our legitimate interests comply with GDPR and data protection.

Agencies: When we require external assistance with our vacancies, we will reach out to our PSL supply chain. Please be aware that we operate a very strict PSL policy with close relationships with our suppliers and cannot respond to agencies outside of the PSL. Please do not contact individual hiring managers.