JLA Group
Senior Team Leader Sales
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Job title
Senior Team Leader Commercial Sales
Function
Sales Contact Centre
Location
Manchester & Ripponden
Reports to
Head of Commercial Sales
Responsible for staff
Contact Centre:
- Compliance
- Consumables
- Fast Response BDEs - New & Existing business
About our business
JLA is a mission critical infrastructure solutions business offering services in Laundry, Catering, Heating, Fire Safety, Infection Control and Air Conditioning.
The company offers an end-to-end, on premise, machine supply and breakdown service proposition under the name Total Care, and additional products and services. JLA is driven by a world class Sales & Marketing engine, owns and maintains all assets, and has an efficient on-site operations team working daily with customers.
When you join the JLA family, you'll also gain access to an extensive benefits package.
We care about our people and take your well-being seriously, which is why we offer a range of supportive tools for health and wellbeing, financial guidance, and legal advice. Our Employee Assistance Programme, 24/7 Wellness and Lifestyle App plus a dedicated team of Mental Health First Aiders are there to support you through life's challenges. We also offer up to 8 counselling sessions, which can be in-person or remote, providing you with the support and flexibility to suit your own personal needs.
You can reach any fitness goals with our free onsite gym at head office along with a range of other gym membership discounts available.
To offer financial support, we not only provide life assurance coverage, company sick pay, and a company pension scheme, we offer a range of added benefits such as free office parking, eye care vouchers, a cycle-to-work scheme, and exclusive discounts through our staff benefits hub.
We really pride ourselves in offering a healthy work-life balance and believe it is important to have time away to recharge which is why we provide 25 days of annual leave plus bank holidays, flexible working options, and enhanced family leave policies.
We are a company that appreciates you and invests in your success and even have a Colleague Recognition Scheme to celebrate your achievements. We're dedicated to your growth, offering support in career development and training. We value your referrals, and through our Refer a Friend scheme, you can earn up to £1,000 in bonus rewards!
Role overview
You will be responsible for the delivery of the Commercial sales strategy for budgets set by the business across multiple Verticals and propositions. You will report to the Head of Commercial sales and be responsible for driving commercial growth within our spot and recurring revenue lines through creation of opportunities & strategies using generated data sources. By expanding JLA's footprint within existing accounts and to focus on new customers across a range of industry sectors with SME & Key Nat, you will be a key contributor to the success of the business measured by orders won.
Key tasks
- Key stakeholder responsible for delivery against the sales strategy set for the Commercial sales teams to achieve the financial budgets
- Manage and own the holistic results for the teams across all verticals applicable identifying trends, successes & challenges to push data strategy initiatives to the Head of Commercial
- Work closely with the TLs to ensure effective lead management, conversion & upselling/upskilling
- Report on the daily, weekly, monthly and yearly revenue together with managing and leading the sales team leaders
- Use data to drive performance and to manage weekly/monthly performance by team and individuals
- Measure performance management through effective coaching, 121s, training, development and effective delegation to work in unison with aligned objectives from BDE up to Exec
- Increase the growth potential in existing accounts and new clients/ re engaged through our new verticals and white space as well as using data to make informed dialling decisions
- Be a commercial figurehead for JLA's internal sales opportunities with an equal focus on ensuring the delivery of contracted revenue across all verticals applicable
- Lead strategic projects and initiatives as required, focusing on increasing the efficiency and productivity of the business development teams
- Provide commercial leadership to your teams to encourage a holistic approach to capturing business through divisional alchemy and new business ventures across the wider business
- Develop and implement action plans to improve BDE effectiveness, processes, company-client relationships and retention of renewal accounts
- Developing and delivering presentations to update on quarter & half yearly performances vs. budget and expectations
- Following lead execution to ensure all inbound and outbound traffic across all teams are being worked effectively
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People Management
- Set a culture of effective people management
- Work with the Head of Commercial sales to agree coaching and sales improvement plans with accountability to ensure consistency and execution is met
- Set clear objectives and targets for your team leaders providing regular feedback on performance vs deliverables
- Be the support you would need to achieve within your own role
- Manage any employee relations issues in line with the policies set out by the business
- Coach and develop the existing and any new starting employees within the contact centre to ensure they perform at a high level, ensuring colleagues maintain appropriate knowledge of the business products and services as we grow and develop
- Address any training and development needs working with the L&D team and QA team to ensure teams have a personal development plan to identify and capture any skill gaps/ growth requisites
Service Delivery
- Demonstrate an understanding of what service delivery excellence is for your role i.e. Deliveries of sales within regions, job type & timing etc. helping the teams understand quality output
- Ensuring you set a culture of excellent customer service whilst ensuring the basics are right maximising all lead opportunities
- Work collaboratively with teams outside of your direct reports i.e. Planning & Dispatch, operations, CMT, Sales ops, QA, L&D, customer success etc.
Managing Risk
- Awareness of your operational & data risks which may impact on your role
- Responsibility for reporting to the Head of Commercial sales for any risk which may impact the business
- Maintain up to date industry knowledge to give insights through data analysis to ensure orders are sold compliantly with customers
- Making commercial decisions when required to ensure risk of customer exposure to internal cross selling is mitigated/ minimised when appropriate
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Criteria
Essential (attributes required for candidate to be considered)
- Knowledge and Skills (what you know and what you can do)
We are looking for the candidate to have knowledge and experience in dealing with most if not all verticals within JLA to make considered commercial decisions where focus would be required and can identify opportunity shortfall & Growth
You will be a strong communicator capable of handling varied TLs and colleagues at different learning levels with the ability to develop individuals and relationships.
You will need to demonstrate an understanding of the product and service offerings within the verticals to create compliant sales for the business
You will be required to work with various functions to ensure delivery/attendance of successfully sold orders whilst maintaining a customer centric and quality view
You will be required to plan your own week accordingly in line with the business requisites whilst responsibly communicating with the Head of Commercial sales working across Manchester & Ripponden sites. (You may occasionally be required to work within our divisional hubs given due notice)
Possess an understanding of our products and services across all verticals
Presentation on business case to lead and execute own vision to aid new business within the division(s) & growth
Experience (what you have done)
Successful track record in delivering ambitious growth plans in line with business requisites & Budgets
Successful track record of succession planning and delegation
Exposure of working with and growing new verticals/ customer demographics
You will have experience in dealing with various decision makers with the ability to help others identify the buying cycle and opportunity generation
You will have a successful track record in selling/ leading a team to sell using commercial justification to demonstrate value to your customers and the business
You will have gained experience of leading sales teams effectively with evidenced performance gains
You will have demonstrated effective; 360 leadership
Personal qualities (the way you think and act)
You will be highly Performance driven, be able to focus where the primary goals are to drive revenue growth within the teams with a desire to hit the numbers with ability to drive business results
You will be highly tenacious, resilient and able to operate successfully in a fast-paced environment
Action orientated, Down-to-earth, energetic, pragmatic, collaborative and willing to roll up your sleeves displaying a show them how to do it leadership style when required
A visible leader who can make significant impacts and always remain approachable
You will be able to manage and build relationships effectively across multiple departments whilst maintaining a commercial sales focus and become a key stakeholder for business deliverables
You will have a keen eye for detail demonstrating the ability to work closely with the budget numbers delivered in a linear and phased manner from BDE to board level overviews
Qualifications
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