To manage and achieve business targets for Company within the Russian & CIS Market. To develop and implement the sales strategy for new and existing clients and identify and develop strategic partners across Russia & CIS. To develop the business development function into a first class sales operation providing a continuous sales pipeline to deliver sales and EBIT growth for Russia & CIS in future years.
Key responsibilities
LEADERSHIP & People Management
●
Organise, manage, coach and motivate the sales team ensuring optimal performance by increasing individual and team sales effectiveness, leading growth and recruitment plans.
●
Create and maintain a successful and positive business environment that supports and drives the team work and sales effort.
●
Plan for training, recruitment and performance management within divisional guidelines.
●
Help co-workers to achieve their goals.
●
Motivate and develop employees.
●
Manage people issues within company policy ensuring the business is at all times seen as an equitable employer.
Client Management
●
Identify and clarify all current issues in respect of the client through stakeholders and create a single client profile.
●
Co-ordinate all issues with client and propose solutions to resolve outstanding issues. Report back on progress to client on regular basis to ensure client relationship is maintained and needs are met.
●
Identify short term client targets and ways in which these targets can be achieved.
●
Ensure delivery of solution and service to meet client needs, performing quality reviews on delivery of services with client and internal teams.
●
Act as the face of Experian Russia & CIS to the clients in terms of Sales.
Strategic Planning
●
Communicate the business strategy and long-term goals of the company to the sales-force and clients.
●
Contribute to the development of the strategic plan for the business and drive the implementation of the agreed budgets.
●
Provide strategic direction to the business development teams.
●
Plan to optimise the market penetration of given products and opportunity to co-ordinate activity across markets.
Sales & Business Planning
●
Develop and maintain an annual rolling sales plan to deliver the goals and objectives of Russia as well.
●
Allocate targets and sales people in support of the business plan.
●
Develop relationships with key partners and third party organisations.
●
Identify key markets (vertical and geographical) and drive the development of these to maximise growth opportunities.
●
Ensure appropriately skilled resources are in place and that activity levels and results support the business plan and sales forecasts accurate.
●
Achieve the business goals of Russia & CIS defined as revenue growth, ebit growth, new sales closed and Key Performance Ratios.
New Business & Relationship Management
●
Create a focussed sales driven environment with demanding targets, constant communication and high levels of activity.
●
Motivate and drive the sales functions to pursue highly profitable template solution sales.
●
Ensure the consistent presentation of proposals/solutions and timely closing of new sales.
●
Ensure account plans are in place and implemented to retain/grow existing client portfolio.
●
Ensure the building of quality relationships to ensure the introduction of new products and services.
●
Continuous development of knowledge of Experian products in order to support sales in all areas of the business.
●
Support Delivery resources and others to ensure consistency and standard of client service.
Matrix Management
●
Working with Global and Regional Management.
●
Define the process for interaction through team to ensure successful achievement of targets.
●
Ensure regular reviews of service delivery and key accountabilities to track management of the relationship.
●
Ensure that at all time all necessary people concerned are consulted.
Personal Specification
Language ability: English – fluent (written and oral)
Education: Higher education (technical, economy)
Experience, Skills, Knowledges
●
Higher education (technical, economy)
●
Significant experience of relationship management
●
Strong conflict management and decision making skills
●
Extensive Business Development experience including client planning
●
Significant experience in sales and sales management
●
Solution, product and client knowledge
●
Advanced Relationship Management
●
Expertise in Business Analysis & Planning
●
Excellent Commercial Acumen
●
Very good Financial Knowledge
●
Very good experience of matrix management
●
Proven track record of empowerment of employees
●
Significant coaching experience
●
Very good experience in matrix and cross-country management
●
Excellent communication skills
