Sales Manager Bene

**The Role**

The Sales Manager BeNe (Belgium & Netherlands) is responsible for delivering profitable revenue growth from new and existing clients in the BeNe region; you will be responsible for driving sales of existing products and services to clients and contributing to the development of new industry value propositions and client solutions.

Leading a small team of Business Development professionals and Account Managers, you will build an opportunity pipeline of the appropriate size, shape and velocity to deliver our in-year sales targets and OASIS BeNe’s growth targets. 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.

You will be comfortable using your knowledge of the market and commercial best practice to qualify in and out of deals at all stages of the sales cycle and in so doing, drive consistently high win-rates while taking account of sales targets. You will be comfortable providing accurate in-year delivered revenue forecasts as well as TCV forecasts, including a medium
- and long-term view of sales pipeline sufficiency. You will be working with other stakeholders in the Group Commercial function such as Marketing, Bid Management, Solution Architecture and Pricing to ensure that we are targeting those sectors and markets which have been identified during the strategic review as those where OASIS is most relevant and ensuring that the team is focused on these markets.

This is a “player/coach” role, and you will be expected to lead from the front by taking responsibility for a small number of high-value clients and high-profile strategic deal pursuits.

OASIS is undergoing a significant transformation and your authentic leadership and visibility in our offices in the BENE region working to deliver requirements of the role will be a critical aspect of how you work with the team.

**Accountabilities and Key Performance Indicators**
- Achievement of BeNe total contract value sales target.
- Achievement of BeNe total contract value new logo sales target.
- Achievement of BeNe 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 performance of Business Development Managers and Account Managers and activities through defined KPIs.
- Manage the output of the BeNe Commercial team through effective delegation and empowerment
- Ensure that BeNe Sales team is resourced with high-performers and proactively manage under-performance
- Lead a small number of high-value client relationships and small number of high value pursuits.
- Assign leads/opportunities to team members, ensuring that there is a fair distribution of opportunities, hence maximising 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.
- Leads from the front on must-win deals, working alongside the pursuit lead and with the client to ensure win chances are maximised.
- Utilising the sales pipeline, is able, after expressing risk levels, to forecast the timing and volume of new sales.
- Engage with the DAF (Deal Acceleration Framework) to ensure a robust qualification of all deals according to OASIS Sales governance. Re-qualify all deals regularly to ensure that we maximise resource utilisation and win chances.
- 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.
- Maintain a good awareness and understanding of the Records and Information Management industry, including the trends and digitisation which are impacting clients and service delivery.
- Work collaboratively alongside the BeNe Client Experience team to ensure that our current client experien