Head of Sales Success

Life is too short to be the right person but in the wrong job… that’s the message we sell to our clients, as well as a motto we live by ourselves.

At Universum we are passionate about creating winning employer brand strategies for our clients across nearly all corners of the globe. We help our clients to figure out what people will love most about working for them, and then how to package and activate those messages to help make that love match with the perfect people for their company.

With more choices than ever before available to top talent, employers need to work harder than ever to stand out and win the hearts of their desired employees- building and fuelling desire through employer brands that talent will fall in love with.

The Head of Sales Success is the leader of the entire sales success department, overseeing all of its activities. Responsible for supporting and driving sales efforts in order to enhance our position with clients, your main focus will be to solidify our position in the market through robust end-to-end management of the entire Sales Process for all of the Regional and Global Sales Teams within Universum. This includes maintenance and development of sales information platforms (Salesforce), production steering, market intelligence, input into sales training and coaching and customer loyalty programs.

Objectives and Responsibilities:

• Leading the sales success department
• Responsible for overseeing the lead generation process and marketing funnel
• Monitoring the effectiveness of sales efforts and ensuring that they are aligned with the overall business objectives
• Monitoring and tracking sales and sales process performance of teams and individual account managers and provide management periodic reports and/or tools to access reports.
• Creation of processes that enable visible and transparent management of sales to bring about increased sales effectiveness
• Will have full ownership of Sales Process related parts of Salesforce and would create, maintain and enforce usage rules on Salesforce
• Working with the Director of People and Talent, you will also ensure the availability of proper sales training initiatives as well as overseeing the planning and management for roles, responsibilities, values, and rules of engagement in the sales department
• You will also align planning, forecasting and budgeting initiatives with business objectives in addition to developing departmental goals and objectives

This role also plays a leading strategic role in the sales success department. In this position, the Head of Sales Success assists the sales department in driving sales growth strategies and ensuring that these strategies are adopted in all levels of the department. The Head of Sales Success is charged with developing improvement plans that are based on sales performance reports and surveys.

You will also implement consumer segmentation, targeting, and positioning initiatives that assist senior sales management/executives in deciding resource allocation based on the internal requirements and the external market. In this capacity, you will assist in the identification of solutions and technologies that drive sales efficiency and, consequently, revenue growth.

Finally, you will also be responsible for sales analytics, sales tracking, sales effectiveness, and reporting of sales performance. In doing this you will focus on enhancing the manner in which data is collected and reported within the sales department and conduct market analyses in order to identify opportunities for growing the business’s sales and communicating key messages.

To deliver successfully against this agenda, your ability to collaborate effectively with colleagues will be vital. Your immediate network across Market Unit Managers, Marketing, HR and Finance will all need to be brought along with your work in a way that enables them to contribute to its success. Additionally, strong and cordial relationships with the Head of our Centres of Excellence will be vital to success.