New Business Sales Director

A New Business Sales Director working in the Cloud Accounting & ERP (Enterprise Resource Planning) sector plays a pivotal role in driving the growth and success of the business by leading the sales team, strategizing, and executing plans to sell ERP solutions to customers.

ERP systems are typically complex software solutions that integrate various business processes, such as finance, supply chain, HR, and customer relationship management, so the role requires a deep understanding of both the technology and business processes.

We plan to significantly grow our performance in the cloud customer acquisition space, the New Business Sales Director will be entirely responsible for all new business acquisition, and the team behind this.

Key Responsibilities

Sales Strategy and Planning

• Develop Sales Plans: Create and implement a comprehensive sales strategy for promoting ERP solutions, identifying target markets, and setting sales goals.
• Market Analysis: Analyse market trends, competition, and customer needs to position the company’s ERP offerings effectively.
• Forecasting: Build accurate sales forecasts and projections based on market trends and historical performance.
  
  

Leadership and Team Management

• Lead Sales Team: Manage and mentor a sales team, ensuring that they have the necessary resources, training, and support to succeed.
• Set Targets and KPIs: Define sales targets and performance indicators for the team, and track progress.
• Recruitment and Onboarding: Hire and onboard new sales talent with a focus on building a high-performance sales team.
• Equip the team with the right tools, resources, and knowledge to effectively sell ERP solutions, including product knowledge, competitor insights, and sales methodologies.

Customer Relationship Management

• Develop Key Client Relationships: Build and maintain strong relationships with key decision-makers at potential client organisations.
• Consultative Selling: Understand the business pain points of potential clients and provide tailored ERP solutions that meet their specific needs, with the support of your pre-sales resources.
• Presentations and Demos: Lead sales presentations and product demos, effectively communicating the value proposition of the ERP system.
• Negotiation and Closing: Negotiate pricing, contract terms, and other aspects of the deal while ensuring profitability and customer satisfaction

Collaboration

• Work with Pre-Sales Teams: Collaborate with technical and pre-sales teams to understand product capabilities and ensure that solutions are aligned with customer requirements.
• Coordinate with Product Development: Provide feedback to the product development team on customer needs, potential new features, and improvements based on market demands.
• Marketing Alignment: Work closely with marketing to align messaging, campaigns, and promotional activities with sales goals.

Performance Monitoring and Reporting

• Track Sales Metrics: Monitor key performance indicators (KPIs) such as sales revenue, win rate, sales cycle length, and customer retention to gauge the effectiveness of sales efforts.
• Report to the Managing Director: Provide regular reports to executive leadership on sales performance, challenges, and opportunities.
• CRM Utilisation: Use customer relationship management (CRM) tools to track leads, opportunities, and sales pipeline.

Market and Product Knowledge

• Stay Updated on ERP Trends: Continuously stay informed about the latest ERP trends, technological advancements, and new features in the software to communicate value to prospects.
• Competitor Analysis: Keep track of competitors’ offerings and pricing, and adapt sales strategies accordingly to maintain a competitive edge.
• Product Customization: Understand the flexibility and customization options of the ERP system and work with clients to tailor solutions to their specific needs, leveraging the power of Pinnacle’s own Digital Transformation Team.

Financial and Budget Management

• Budget Planning: Help establish and manage the sales department’s budget to ensure cost-effective sales operations.
• Profitability Management: Ensure that sales deals are structured in a way that maximises profit margins, while still meeting customer expectations.

Key Skills

• Sales Leadership: Proven ability to lead and manage a high-performing sales team.
• People Management: Track record of effective people management, maximising motivated resources to execute against their objectives.
• ERP Expertise: Deep knowledge of ERP systems and how they benefit businesses (e.g., Sage, Acumatica, SAP, Oracle, Microsoft Dynamics, NetSuite).
• Industry Knowledge: Understanding of specific industries (e.g., manufacturing, retail, finance) that can benefit from ERP solutions.
• Negotiation Skills: Ability to negotiate complex deals and navigate contract discussions.
• Communication Skills: Strong presentation, negotiation, and interpersonal communication skills.
• Analytical Skills: Ability to analyse sales data, trends, and client needs to inform strategic decisions.
• Relationship Management: Ability to build long-term relationships with both clients and internal teams.
• Project Management: Ability to manage multiple client projects simultaneously.

Leadership

• Supporting the functional objective, strategies and tactics, repeating the message consistently
• Positive and encouraging, presenting a professional ‘on page’ persona around the business
• Discretion

Prioritisation

• Be available to your team/be responsive
• Carry out the actions you commit to from meetings in the time agreed
• Be visible and responsive
• Be close to your customers

Process

• Be accountable when things go wrong, have a clear log
• Support performance both in terms of revenue and quality
• Be open to improvement, bring solutions
• Promote visibility
• Eliminate inefficiency

People

• Demonstrate the behaviour of a leader
• Listen, understand, support and coach, don’t do it for them
• Be approachable, develop strong self-awareness
• Be prepared to manage performance
• Conflict management skills
• Negotiating skills