Test - Sales Manager
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The Sales Manager is responsible for driving revenue growth, leading high-performing sales teams, developing client relationships, and delivering commercial objectives across CPM's portfolio of clients and services. The role combines strategic sales leadership with hands-on business development, ensuring the achievement of sales targets, client satisfaction, and team performance standards.
Key Responsibilities
Sales Leadership
- Develop and execute sales strategies aligned with business objectives.
- Lead, coach, and motivate sales teams to achieve and exceed revenue targets.
- Monitor team performance through KPIs, sales reporting, and regular performance reviews.
- Foster a high-performance culture focused on results, accountability, and development.
Business Development
- Identify and secure new business opportunities within target sectors.
- Build and maintain strong relationships with key decision-makers and stakeholders.
- Manage the sales pipeline from prospecting through to contract negotiation and closing.
- Collaborate with marketing and operational teams to develop compelling client solutions.
Client Management
- Maintain and grow existing client accounts.
- Ensure high levels of client satisfaction and retention.
- Conduct regular business reviews with key clients.
- Act as an escalation point for commercial or service-related issues.
Commercial Performance
- Deliver against revenue, profitability, and growth targets.
- Forecast sales performance and manage budgets effectively.
- Analyse market trends, competitor activity, and customer insights to identify opportunities.
- Prepare business cases, proposals, and commercial presentations.
Team Development
- Recruit, onboard, and develop sales talent.
- Provide ongoing coaching and professional development opportunities.
- Conduct regular performance management and succession planning activities.
Key Performance Indicators (KPIs)
- Revenue growth.
- New business acquisition.
- Client retention and account growth.
- Sales pipeline value and conversion rates.
- Achievement of individual and team sales targets.
- Gross margin and profitability performance.
- Employee engagement and team retention.
Skills & Experience
Essential
- 5+ years' experience in sales leadership, business development, or commercial management.
- Proven track record of delivering and exceeding sales targets.
- Strong people management and coaching experience.
- Excellent negotiation, presentation, and stakeholder management skills.
- Experience managing complex sales cycles and commercial contracts.
- Strong analytical and forecasting capabilities.
Desirable
- Experience within outsourced sales, field sales, retail, brand activation, or agency environments.
- Understanding of FMCG, technology, telecommunications, or consumer sectors.
- Experience working with CRM systems such as Salesforce or HubSpot.
Competencies
- Strategic Thinking
- Leadership & Coaching
- Commercial Acumen
- Client Focus
- Results Orientation
- Relationship Building
- Problem Solving
- Communication & Influencing
Qualifications
- Bachelor's degree in Business, Marketing, Sales, or related discipline (preferred).
- Professional sales or leadership qualifications are advantageous.
Success Measures in the First 12 Months
- Achieve or exceed agreed revenue targets.
- Increase new business wins and pipeline value.
- Improve team performance and sales productivity.
- Strengthen client relationships and retention rates.
- Establish robust forecasting and performance reporting processes.
This specification can be adapted for either an internal CPM Sales Manager, Client Services Sales Manager, or Business Development Manager role depending on the intended remit.
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