The Outside Sales Manager (Europe) is an integral part of the Business Development and Sales team. The position is responsible for driving new opportunities/prospects through to closure, and for supporting the achievement of stated annual revenue targets for the region. The Outside Sales Manager will work in concert with various internal stakeholders to respond to the demand created through both direct and indirect marketing and sales methods. The Outside Sales Manager must be an effective networker and be comfortable working with all levels of a client organisation, including:
Continuous improvement and production systems implementation for efficiency improvement in the Chemical, Food, Beverage, CPG, Pharmaceutical, and Mining and Minerals industries in the region and opportunistic in other industries if there is strong sales potential
Supply chain optimisation transformation and improvement system implementation to increase competitiveness and efficiency gains in the Chemical, Food, Beverage, CPG, Pharmaceutical, and Mining and Minerals industries in the region
This role has the option to be filled full time (37.5 hour week) or part-time (30 hours per week, which can be worked over 4 or 5 days). We are keen to work around the successful applicant’s life commitments ‒ work-life balance is important to us at CCi, over half of the team in Europe is already working part time. This is a permanent and remote/home-based position that requires travel in the UK and Europe on an ad hoc basis based on business development needs. Location can be based anywhere in the UK; we currently have 10 employees and 45 independent contractors working remotely in the UK and Europe.
Develop product knowledge of TRACC Platform and remain abreast of product updates
Leverage, facilitate and drive CCi’s ERA3 sales methodology to ensure a systematic approach to opportunity development (discover, diagnose, design and deliver) through to opportunity closure and implementation success in coordination with the broader team
Own the diagnose, design and close stages of the sales process and have the knowledge and contacts to bring in the right experts at the right time to support the closing of that sale
Identify the decision-makers and influencers, understand the symptoms and causes underlying the prospect’s problems and challenges (pain points), mapping CCi value proposition to provide solutions to the prospect’s needs, and making CCi relevant to prospects
Develop a value hypothesis (including client return on investment) that will establish relationship/s with the C-suite and core decision-makers, and create deep, meaningful and relevant engagements with qualified prospects
Coordinate face-to-face meetings with prospect clients to conduct demo presentations and to continue to drive the sales process through client prospect relationship management
Manage the facilitation of proposals and negotiations while identifying and influencing key decision-makers both externally and internally
Manage the facilitation of closing activities
Execute commercial and legal contracts (NDAs, MSAs, license agreements and SOWs) in coordination with the Company Secretary and external corporate attorney
Document and regularly update communication and sales activities in Salesforce
Develop accurate budget and forecasts
Prepare weekly progress, pipeline and forecast reports to review with the regional team
MINIMUM JOB REQUIREMENTS
BA/BS in Business Administration (with an emphasis on Finance, Accounting, Operations Management), Economics, Engineering, or related field required. MBA preferred
Lean Six Sigma or equivalent experience in continuous improvement methodologies
Minimum of 7-10 years of consultative sales experience with a proven track record of driving a complex sales process to closure, preferably in a technical sales capacity
Proven track record of meeting and exceeding revenue targets
Lead generation and pipeline management experience required
Possess strong negotiation skills and experience executing commercial and legal contracts
Situational leadership leaning to espouse critical thinking, problem-solving and data-driven decision-making capability
Exceptional communication and presentation skills, and ability to express technical concepts clearly and concisely
Previous experience using Salesforce or other CRM required
Business acumen, financial analysis and reporting experience required
Possess excellent understanding of world-class manufacturing principles, methodologies and practices
Possess an excellent understanding of supply chain optimisation processes and practices to create an aligned and efficient value chain preferred
Possess the ability to collaborate with product SMEs and specialist consultants to design and customise solutions
Must be a self-starter that acts with a sense of urgency and has the fortitude to overcome rejection
The work environment is target driven with a heavy emphasis on teamwork and multiskilling. Shared learning is encouraged. People are expected to be personally accountable for the quality and delivery of their own work. Initiative and continuous improvement ideas are encouraged within a growth mindset culture.
At CCi, we welcome diversity. In your role as Outside Sales Manager you will support Europe across a number of countries, languages and cultures. We are proud of our global offering and continue to evolve our diverse team allowing for continued inclusion. We value each individual voice, encouraging curiosity and collaboration. We welcome all applications and will consider any reasonable adjustments in order to support candidates to perform as well as possible during the recruitment process.
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