The Sales Director, UK/Ireland Accounts, leads a team of new business executives and account managers, supported through team leaders, and ensures that each team member's activity, development, and bookings goals are planned and met on a monthly and quarterly basis. The Sales Director ultimately drives sales by focusing the team on $1 billion-plus consumer-facing accounts and by developing the strategic selling skills of the team. This individual drives the sales activity for Forrester's products into target client companies by partnering with technology vendors and business technology and marketing professionals.
Job Responsibilities:
• Achieve overall team sales goals, including new business and account management targets.
• Coach and motivate individual team members.
• Develop team members for current and future opportunities.
• Hire and develop new team members for future growth.
• Analyze sales forecasts and pipelines.
• Collaborate with other Forrester departments and sales teams to attain business.
• Maintain the proper product mix ratio.
• Use Forrester systems (Siebel/ Salesforce) and sales methodologies (IMPAX and Basho).
• Act as a role model and leader within the sales organization. Promote a "can do" culture and positive environment, advise reps on accounts, answer questions, and provide assistance when necessary.
• Present to clients and prospective clients on Forrester’s products and services. Assist with presentations when necessary.
• Manage the function as a business, with appropriate expense and budget controls.
Desired Skills and Experience
Here’s What You’ll Bring To The Table:
Job Requirements:
Forrester is looking for people who are inspired and inspiring. Our product is our intellectual capital, so we welcome and reward intellectual excellence, curiosity, and sophisticated thinking and look for:
• A bachelor’s degree or equivalent qualification or experience.
• Substantial sales experience, with mostly first-line sales management experience.
• Proven experience managing large accounts (including new business), achieving revenue goals, and managing sales strategies.
• A strong track record of sales management in both sales target attainment and people/team development.
• Strong, high-level relationship skills.
• Demonstrated success in designing and implementing tactical sales initiatives through data and empirical analysis.
• The ability to thrive in a team selling environment.
• Coaching and mentoring skills.
• The ability to absorb and grasp new concepts quickly (such as rapid advancements in the business technology industry).
• Strong prospecting needs analysis, negotiating, and closing skills.
Here’s What You’ll Get:
• Exposure to industry experts and to top business leaders within Fortune 1000 companies.
• Access to research that influences global leaders every day.
• World-class learning and development opportunities.
• Global reach: Forrester has research centers and sales offices in more than 25 cities internationally, spanning six continents. Part of your remit will be international travel.
• Colleagues who are intellectually curious, hard-working, and collaborative.
Nice extras:
• Financial contribution and discount incentive for gym membership.
• Additional funding for you to take external courses.
• On-site café with TV, table tennis, and foosball.
• Private health insurance.
• A competitive benefits package.
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