GLS Recruitment
GLS Recruitment

Head of SME

REF: 1951

Purpose of Job Role

Identify prospects, develop solutions, sell, negotiate, close and implement growth opportunities within your assigned customer accounts. Develop and implement solutions based on the company and other partners’ product and services. Retain current business and in doing so improve yield, maintain relevance and ensure it is not at risk. Grow business with existing clients seeking new business opportunities by taking a consultative approach to selling. Win new clients and business by exploiting the vast logistical and infrastructure resources available to the company. Achieve an assigned quarterly and annual sales target as defined by the Head of Business Development.

Key Responsibilities:
  • New Business Development:
    • Develop and maintain a robust pipeline of prospects
    • Manage the sales process from finding a client all the way through to closing the opportunity
    • Develop and sell solutions based on the company and partners’ products and services
    • Manage new customer’s implementation by directing company resources and by managing your customer’s expectations and satisfaction with the implementation process, working collaboratively with other parts of the business
    • Be responsible and accountable for any product or solution you sell
    • Ensure a seamless transition of a prospect from new business to regular account management
  • Account Management:
    • Manage a portfolio of allocated customers to ensure ongoing growth and profitability
    • Work with Customer Services, Customer Operations and other parts of the company to ensure the customer is retained and completely satisfied with the service being delivered
    • Work with Customer Services to deliver agreed customer satisfaction ratings
  • General:
  • Document all sales intelligence in the company’s Customer Relationship Management (CRM) system, including but not limited to leads, opportunities, accounts, customer interactions (email, calls, meetings), stakeholders, decision criteria, closure tactics
  • Prepare and provide regular written reports, business reviews and presentations to the wider Business Development team
  • Attend and participate in regular working groups, training sessions and creative-thinking sessions
  • Share regular online (at least weekly) updates on sales activity, wins, losses and other sales intelligence with the wider sales team and senior management

Skills, Knowledge and Expertise:

  • Achieves assigned sales targets (e.g. revenue, retention, acquisition, margin, etc) as agreed with the Head of Business Development
  • Completes required training and development objectives within the assigned time frame
  • Outlook - believes in self, company, marketplace and their customers. Is passionate about learning and growing. Takes responsibility for own success, doesn’t externalize, accepts challenges, does not take “no” as failure, but as an opportunity to succeed
  • Communication - creates and sustains two-way communication with opportunities; demonstrates and promotes positive prospect, client, and work relationships; proactively addresses and manages conflict and disputes and works to achieve constructive resolution. Speaks clearly and persuasively in positive or negative situations; listens and gets clarification; responds well to questions; demonstrates group presentation skills; participates in meetings. Writes clearly and informatively; edits work for spelling and grammar; varies writing style to meet needs; presents numerical data effectively; able to read and interpret written information
  • Character - demonstrates integrity in every aspect of work and dealing with others; consistently models desired behaviours and values established by the company; respects diversity of perspective in discussions and demonstrates an inclusive style; demonstrates concerns for job safety for self and others
  • Sales acumen - doesn’t take things personally, knows what to say or do at the appropriate time; is cool under pressure and is prepared for whatever the prospect or client does or says; doesn’t strategise "on the fly", doesn't over analyse, and stays in the moment; asks thoughtful questions, displays effective listening, demonstrates solution value; is tenacious, maintains continuous contact with prospects and clients to establish need(s); demonstrates effectiveness in linking solutions to prospect or client needs
  • Results Orientation – makes fact based decisions and follows through to completion, analyses and uses data to achieve sales goals and value for their customer, drives execution, initiates action and follow-ups to successful completion, effectively demonstrates how solutions will solve prospects or client’s problem(s), continuously conducts post call debriefs and performs pre-call strategies
  • Collaboration - effectively builds and maintains partnerships with clients, prospects and people at all levels across the company. Contributes to team and company success. Maintains flexibility and reacts to change appropriately. Communicates and shares information with candor that builds trust and enhances relationships
  • Administrative Management - continuously manages administrative functions to ensure quality and timeliness, manages accurate and timely sales activity and performance reports, analyses report data to project trends and build forecasts, maintains accurate and complete prospect and client database
  • Minimum of 3 years in a customer-facing/relationship management/business development environment
  • Demonstrated understanding and sales process and a proven track record creating, negotiating and closing deals
  • Proven ability to manage customer accounts to achieve value for their customers
  • Proven ability to develop long term relationships with key decision makers
  • Demonstrated effectiveness in prospecting and developing new business
  • Demonstrated ability to define and operationalize sales
  • Excellent analytical, written and verbal communication skills
  • Good organizational skills including prioritising, scheduling, time management, and meeting deadlines; detail and process-oriented

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Vacancy Key Contacts

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Nick Browning

Senior Consultant

+44 1534 852111

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Jessica Wilton

Office Administrator

+44 1534 852111

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GLS Recruitment

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These Website Terms and Conditions cover your use of our website (the ‘Website’). By accessing, using or contributing to the Website you agree that you have read and accept these Website Terms and Conditions and that they apply to your use of the Website. If you do not wish to be bound by these Website Terms and Conditions, please leave the Website.

1. Contact details

The Website is run by the Green Lizard Solutions Ltd. (“GLS”).

Through the Website you may gain access to products, services and training courses of Green Lizard Solutions Ltd. and/or Green Lizard Solutions Ltd. t/a GLS HR & Training (GLS) and/or Green Lizard Solutions Ltd. t/a GLS Recruitment. In addition to these Website Terms and Conditions the provision of such products, services and training courses will be governed by such additional terms and conditions as you may be made aware of at the time of booking.

If you have any queries relating to your use of the Website, please email us

2. Data protection and privacy

For your security and peace of mind, GLS and its subsidiaries will not supply your details to any third party business or organisation for marketing purposes.

3. Intellectual Property

All intellectual property rights throughout the design and layout of the Website and in the material and information published on the pages of the Website, including, but not limited to, copyright and rights in registered and unregistered trademarks, are owned by or licensed to GLS.

Save as may be incidental to you obtaining access to the content on the Website, you must not reproduce, download, transmit or retransmit, manipulate or store on paper, electronic (including, but not limited to any database or any part of the Internet), CD Rom or other offline product on any other format in whole or in part, the design and layout of the Website or the information or material published on the pages of it, nor hypertext or otherwise link to it, without the prior written consent of GLS, such permission to be given or withheld at GLS’s absolute discretion.

4. Disclaimer

The material and information contained on the Website is for general information only and does not constitute any form of advice or recommendation by GLS. You should not rely on the material or information on the Website as a basis for making any business, legal or other decisions. You should seek advise from GLS or other appropriate independent advice before making any such decisions.

GLS does not warrant or represent and excludes all warranties or representations that the material and information, including advertising material, on the Website is accurate, true or complete or that it is free of viruses or that it does not contain any material which is defamatory, obscene or illegal in any way.

In no circumstances will GLS be liable to you or any other third parties for any loss or damage (whether direct or indirect, including loss of profits, loss of opportunity or any consequential loss) resulting from or in any way connected with your use of the Website or its content, whether caused by negligence, misrepresentation, breach of any statutory duty, breach of contract or otherwise. GLS does not limit or exclude its liability for death or personal injury resulting from its negligence.

You may access other websites via hypertext links from the Website. You use such links and other websites entirely at your own risk. Such websites are provided by third parties and neither GLS nor its subsidiaries accept any responsibility for the availability, content or use of such websites or information contained on them. Any links to third party websites do not amount to any endorsement of that site by GLS.

GLS endeavours to ensure that the information it provides through the Website is accurate and accepts no liability for any errors and omissions, misuse of copyright or personal information in breach of the above rules.

5. Indemnity

You agree to indemnify and to keep the GLS indemnified from and against any costs, claims, demands, expenses and liabilities suffered or incurred by GLS arising from or which are directly or indirectly related to your access to and/or use of the Website and/or any other person or entity’s use of the Website.

6. General

GLS reserves the right to assign or transfer all or any of its rights and obligations under these Website Terms and Conditions to any of its group companies or to any other third party. In the event of assignment or transfer to any other third party, notification will either be given to you by email or posted on the Website.

Failure by GLS to exercise or enforce any right conferred upon it shall not be deemed to be a waiver of any such right nor operate so as to bar the exercise or enforcement of that or any other right on any later occasion.

GLS reserves the right to vary these Website Terms and Conditions from time to time. Such changes will be posted on the Website. Changes in this manner shall be deemed to have been accepted if you continue to use the Website after a period of 2 (two) weeks from the date of posting on the Website.

These Website Terms and Conditions are governed by and will be interpreted in accordance with Jersey law. The Jersey courts shall have exclusive jurisdiction to settle any claim or dispute which may arise out of or in connection with these Website Terms and Conditions.

Last update: January 2016 – Green Lizard Solutions Ltd.

GLS Recruitment

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Jersey is the largest of the British Channel Islands at 45 square miles and is one of the World’s leading International Finance Centres. Located 85 miles to the south of Mainland Britain and 14 miles from the coast of France, Jersey’s reputation for being one of the best regulated international finance centres combining with strong economic stability offers the perfect setting for International Finance.

Over 12,000 of the islands c.100,000 population are professionally trained and enjoy careers in the Islands Financial Services companies, many of the head-offices based in offshore Jersey.

Offering a competitive Tax jurisdiction with a cap of 20% on Personal tax and no VAT, Jersey is in the unique position to offer a much sought after work-life balance. Surrounded by beautiful beaches give summer a greater meaning. Commuting is not a word that needs to be used in Jersey and Crime rates remain at a low whilst both public and private schools consistently perform better than their UK counterparts providing a perfect setting for families.

GLS Recruitment

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