About the role
The Regional Sales Director is principally responsible for identifying and developing new business opportunities within the large contract space. They work with the support network across the business development function and alongside the enabling functions to build and utilize stakeholder relations with a view to maximizing revenue gains.
The role proactively identifies new opportunities within a new client portfolio that have a requirement for resourcing solutions utilizing the Adecco Group Eco-system of brands and then go on to develop a sales strategy to convert these opportunities into Pontoon wins. The Regional Sales Director must be able to demonstrate added value to these executive relationships by helping them to shape the optimum staffing solution, and ultimately create a situation to direct award or support the bidding process that follows.
The role is responsible for creating a comprehensive sales strategy for the large sector whilst creating solutions and opportunities to execute these. The Director Regional Sales ensures pipelines are managed and targets are being delivered, with accurate pipeline management activity in place.
The Regional Sales Director is responsible for facilitating the knowledge base across the Group by sharing customer data and profiling information. This individual needs to build strong internal relationships across the Group and demonstrate sound influencing and diplomacy skills.
What you'll be doing
* Manages the delivery of up-to-date data with industry trends and be able to contribute and lead discussions while understanding how these shape new growth opportunities.
* Drives new large, contract client sales.
* Networks with high-level clients.
* Delivers sales that contribute to the overall budget for Pontoon and TAG.
* Manages progress towards sales targets that contribute towards "Gain" within Adecco Workforce Solutions.
* Remains fully up to speed with the business ecosystem so that you and your team are equipped to present the Adecco Group's full service offering to any prospective clients.
* Ensures that team achieves the pre-agreed sales targets of client visits per week.
* Manages, develops, and nurtures a sales pipeline that delivers 100% of the large businesses budgeted pipeline.
* Creates great place to work thorough a high performing sales culture.
* Designs and undertakes client workshops to further client engagement and advance solutioning process.
* Manages relationships of named client prospects as well as generating greater client networks.
* Utilizes Salesforce to manage the end-to-end sales process.
* Prioritizes and focus the work effort to maximize the market opportunity and revenue potential of new opportunities.
* Articulates and credibly sells the full Adecco Group 'tool kit' of products and solutions.
* Captures client opportunities and shepherd these through the bid and solutioning process.
* Works with Commercial Finance to ensure all bids are subject to the appropriate financial modelling and legal signoffs.
* Builds senior client relationships to ensure account development and growth.
* Raises the profile of Adecco Group companies within the client community and ensuring that the number and level of client contacts is appropriate to support delivery of the annual sales plan.
* Delivers annual personal financial target performance expectations.
* Develops strong relationships with Global Business Development to produce target lists of large clients within the same sector.
* Build strong relationships across the business and drive collaboration.
* Participates in special projects and performs other duties as assigned.
About you
EDUCATION & JOB REQUIREMENTS:
* Bachelor's degree in Sales and Marketing or the equivalent preferred but not required.
* Experience in recruitment-based sales
(ideally MSP)
at senior level.
* First-hand experience and understanding of the target industry sectors operational delivery requirements.
* Experience with planning, strategizing, and opportunity qualification to ensure that subsequent targets are met.
* Experience working within a team environment, the ability to self-motivate, generate proactive business activity, and ideally have management experience.
* Experience winning business and developing and nurturing client relationships at an Executive level.
* Experience networking at a senior level.
* Proven track record of demonstrating topline growth YoY.
* Experience communicating with C-suite level contacts.
* Experience in stakeholder management experience is essential.
KNOWLEDGE, SKILLS & ABILITIES:
* Strong executive presence with excellent oral and written presentation skills and ability to communicate and influence at all levels.
* Ability to establish and maintain effective working relationships.
* Ability to influence and negotiate with senior leaders leading to large client sales.
* Ability to be self-motivated and take ownership of work.
* Financial business acumen, strong analytical skills, and critical thinking
* Ability to build and maintain strong trusting relationships within the Adecco Group network, across all brands and business areas.
* Ability to develop and implement sales strategies, procedures, goals, and objectives.
* Proven track record in selling complex, global, solutions with a consultative sales approach.
* Ability to strategically plan and serve as an incentive for sales growth.
* Ability to travel both domestically and internationally at times on short notice and as required for the role.
* Excellent organizational, prioritization, and multi-tasking skills.
* Proficient with Microsoft Office products such as Word, Excel, PowerPoint, and Outlook.