Head of Sales Benelux & Nordics RPA Software (all genders)

Job content

Our client is a manufacturer of RPA and workload automation software.

Reporting directly to the CEO, you will be tasked with accelerating pipeline growth As the person responsible for the open-to-close sales process, you will play a key role in growing and scaling the business in these regions. You will drive and develop the customer acquisition strategy and sales growth in the Netherlands, but also in Denmark/Sweden/Norway and Finland.

Tasks

Reporting directly to the CEO, you will be tasked with accelerating pipeline growth As the person responsible for the open-to-close sales process, you will play a key role in growing and scaling the business in these regions. You will drive and develop the customer acquisition strategy and sales growth in the Netherlands, but also in Denmark/Sweden/Norway and Finland.

You have the vision to build and scale the software sales teams. You will lead and manage these teams by further developing sales models and strategies that support and drive business objectives. You will ensure that revenue growth and profitability targets are met. You will also leverage current marketing opportunities to realise Redwood Software’s potential in these locations and share this success globally to support senior management initiatives.

Responsibilities

• Develop a clear business plan and execute the sales strategy for the EMEA & Northern Europe region, ensure revenue and profitability targets are achieved.
• Responsible for performance management and sales team development.
• Create a structured sales flow and process that supports the sales and professional services teams in achieving business objectives:
• Create and drive action plans for the sales and support teams.
• Prepare and formulate individual account plans, including account and territory allocation.
• Create and implement a process that effectively manages account management and planning.
• Continuously review status of key business and pipeline.
• Manage client and prospect data in SalesForce to set realistic expectations for the Executive Management Team, i.e. provide accurate pipeline and forecast reports.
• Effectively utilise and manage sales automation tools and technologies (including SalesForce and Outreach).
• Ongoing monitoring and evaluation of sales activities to ensure acquisition, generation of an active pipeline of new business opportunities, appointments, presentations, proposals and negotiations are aligned to the business plan.
• Update other Sales Managers in the EU region on progress, key learnings and achievements in monthly management meetings.
• Use your networking skills to build relationships with internal stakeholders and with our customers/prospects.
• Demonstrate leadership skills, meet with our clients, understand their business model and competitive challenges.
• Support the Sales and Professional Services teams in preparing compelling and value-added presentations, proposals and RFP responses, ensuring they are delivered accurately and in a timely manner.
• Management of resources; this includes Sales Executives and associated Sales Managers.
• Assist in the development and implementation of localised and relevant marketing planning and campaign management.
• Working with Marketing to build and execute appropriate activities and follow up on leads within company standards.
• Adhere to company policies, procedures and business ethics and ensure these are communicated and implemented within the team.
  

Skills

Requirements

• Proven track record of building and scaling software sales teams in the EMEA and Northern Europe region.
• Experience in selling enterprise software solutions to large and complex organisations.
• Proven effective use of sales tools and technologies, including SalesForce and Outreach.
• Structured, organised and methodical approach to management, with the ability to create and implement structured and workable sales procedures/processes.
• Understands the art of listening, able to process complex customer environments and create value based solutions.
• A confident negotiator, able to see the big picture and delve into the necessary details, i.e. negotiate and present win-win contracts.
• Highly proactive, results-oriented self-starter who will thrive in an entrepreneurial environment that fosters creativity and leadership.
• Excellent communication skills are a must, fluency in Dutch is an advantage but not essential for this role.