General Manager, Business Development, Carbon Trust Certification
Location: London SE1
Main Duties and Responsibilities
Deliver targeted contracted and accounted sales revenue
Maintain customer retention at the targeted level
Manage and develop the Business Development team
Act as an ambassador and spokesperson for the Carbon Trust and CTC,
continually reinforcing its position as the only credible carbon certification
organisation
continually reinforcing its position as the only credible carbon certification
organisation
Work with CTC Head of Operations & Delivery Partners to ensure
the appropriate international partnerships and sales activity
the appropriate international partnerships and sales activity
Deliver a flow of prospects and opportunities to provide the contracted and accounted revenue, working closely with colleagues in Marketing on the appropriate marketing support
Provide appropriate customer and market feedback to ensure development of appropriate new products and services to grow the business
Work with the General Manager Certification to ensure sales can be delivered, through smooth handover of services post-contract and post-service delivery
Work with CTC Marketing Manager to ensure appropriate integrate Sales, Marketing & PR
activities (e.g. events, releases and campaigns), including identifying and prioritising sectors to be targeted for lead generation
activities (e.g. events, releases and campaigns), including identifying and prioritising sectors to be targeted for lead generation
Work within CTC management team to help develop and grow the organisation including the development of the business strategy, plans, future propositions and delivery capability.
Key Performance Indicators
Sales revenue (contracted and accounted)
Customer retention
Customer satisfaction
Sales mix (aligned to business plan, product mix and operational capacity)
Cross-sales to other CT businesses/services
Key Skills
Mastery of driving sales to agreed target through responsiveness, resourcefulness, innovation, process improvement and excellent client and team relationships
Exceptional interpersonal, influencing and presentation skills
Credibility to represent the role of expert on all aspects of carbon emissions footprinting and certification
Credibility managing senior relationships to Board level
Skill in both strategic and tactical proposal development and presentation
Ability to grasp and apply salient information across a broad spectrum of markets/ industries/ organisations
Mastery of multi-tasking and working with a number of customers at different stages of commitment concurrently
Self-sufficient and capable of working with minimal administrative back up
Ability to manage, motivate, develop and retain a sales team, and to manage appropriate delegation
Ability to work within a multiple-business team
Qualifications/Experience
Demonstrable track record of sales delivery and growth in medium-complexity, discretionary spend, business-to-business services
Experience selling at key global and national account level
Experience of technical and professional services selling
Demonstrable track record in new business and new proposition development
Experience with Salesforce or MD Dynamics is desirable
Familiarity with CRM system development and management
The successful candidate will be:
A highly capable, successful and fluent sales person
Extrovert, and very comfortable energising and leading clients and teams
Highly comfortable meeting customers, engaging both face-to-face and on the phone, and taking responsibility for leading large customers
Highly adept at identifying the selling points in a service, articulating these, and persuading a reticent customer to be engaged
Engaging and credible at both high and low levels in client organisations
Motivational and inspiring for the sales team
Entrepreneurial, tenacious, and keen to grasp new opportunity
The successful candidate probably will not be:
Introvert and most comfortable behind a computer
Comfortable with the status quo
Undemanding of colleagues and related functions
A seller of either an off-the-shelf (e.g. FMCG) product, or a long-lead-time (e.g. computer software development) proposition.
If you would like to apply please send a CV of no more than 2 pages tohuman.resources@carbontrust.com
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