Regional Solutions Lead - Facility Management (Multiple Location)

The Cluster Sales Lead will develop and implement sales strategies at the City level in our Integrated Facility Management Vertical.

The person will ensure that relevant market analysis data are in place for different segments in the Market. Will support the development of internal processes to ensure that the sales department has the right priorities and focus and can work effectively.

The Cluster Sales Lead will develop a sales organization with strong performers who are located in the relevant geographical markets. The team will actively pursue new business opportunities. He will advocate the use of Compass agreed sales methodology (Sales Funnel).

The Cluster Sales Lead will have strong relationship skills, a strong negotiator who actively participates in bid processes and consistently challenge the rest of the organization if market offer is not at the right level to win / retain business in our facility management vertical.

Sales Strategy - Working in partnership with the Chief Growth Officer, develop business strategy and influence operating performance. Challenge existing business models to deliver enhanced shareholder returns. Identify and gather intelligence on key opportunities for rolling three-year plan. Ensure SWOT analysis is commercially viable.

Growth - Focus on planned profitable growth and achievement of ITY-ARO Targets. Lead bid processes and ensure efficient and relevant participation from organization. Secure work processes comply with Compass Group sales methodology. Negotiate and close key contracts.

Market Development - Developing business in new markets and growing existing market share by building strategies towards expansion and continued sustainable growth in the existing market. Agree strategic plan for market development.

Forecasting and Planning - Lead sales forecasting, planning, and budgeting processes used within the sales organization. Support the provision and continued development of a supply chain solution in our tender bid submissions that meets our compliance principles. Bid management Process adherence.

Client Relationship - Build relationship with key clients and potential clients. Develop client relationship and retention programs.

Team leadership - Lead a team with focus on processes and training. Develop competencies and processes required to create an effective and efficient sales force.

Quality - Proactively monitors and strives to maintain high levels of quality, accuracy, and process consistency in the sales organizations ‘planning efforts. As needed, coordinates planning activities with other functions and stakeholders within the firm.

Process Improvement - Works to ensure all sales organization objectives are assigned in a timely fashion. Proactively identifies opportunities for sales process improvement. Works closely with sales management to inspect sales process quality and prioritize opportunities for improvement. Assists sales management in understanding process bottlenecks and inconsistencies. Facilitates an organization of continuous process improvement.

MIS / Reporting - Monitors the accuracy and efficient distribution of sales reports and other intelligence essential to the sales organization. Recommends revisions to existing reports or assists in the development of new reporting tools as needed.

Performance Management - Implementing a culture of strong sales performance in compliance with Compass Group Sales methodology. Reporting the performance of the Sales Team submissions and the provision of management recommendations to meet KPI targets.

Team Leadership & Coaching - Creates a clear sense of team identity. Focuses on aligning and building effective teams across functions and geographic areas. Delegates decision making to the correct level within the organization. Provides feedback and coaching to team members for development.

Ensure the retention of top talent in Sales.

Person Specification

COMPETENCIES :

Able to interact effectively at all levels and across all functions both within Compass and externally.

Sets demanding annual goals that exploit commercial opportunities and maximize profitability.

Promotes a Performance / Achievement Culture.

Articulates priorities for the business and translates Group strategies into business or functional strategies for own area of responsibility.

Always thinks from the client and customer perspective to deliver solutions that provide a win / win impact and make sound commercial sense.

Challenges the status quo and clearly articulates the case for change.

Aligns and transforms the organization through people and the successful implementation of core processes to achieve sustainable business improvement.

Creates local partnerships.

Business and results focused.

Strong negotiation skills

Strong English written and verbal skills

QUALIFICATION / EXPERIENCE :

10 plus years of Sales experience out of which last 4-5 years exposure in similar industry of Facility Management

Proven track record of exceeding sales targets

Experience of managing the end-to-end sales process

Handle P&L independently

Target focused

Knowledge of selling contracted services within foodservice, retail and facilities management industries

Competent in all Microsoft packages

A seasoned business leader with a proven track record of commercial success leading a department or business

Experience is leading strong performing teams

Experience selling services in B2B model is essential.