Purpose of the role
The Head of Production sales USA will be the heart-beat of driving growth in the production division’s of the agency. Generating, nurturing and closing down leads through the entire sales funnel by owning the delivering an exceptional sales experience across all touch-points is of critical importance to realise our exciting growth ambitions.
The Head of Production sales will be expected to gain respect and trust both internally and externally by leveraging their many years of industry experience, sector expertise and through strong interpersonal and leadership skills.
Skills, knowledge, experience and exposure
Focusing on the agency’s print / pos management, premium’s and creative production proposition’s which are all underpinned by our data & technology capabilities, the Head of Production sales will likely have over 10 years of experience in a similar role, be adept and confident engaging with USA wide & often global senior procurement and marketing teams around our core production business.
The Head of Production sales will have :
Proposition activation
The ability to activate production proposition’s in a new business, prospect environment by bringing together teams of subject matter experts and showcasing the strategic application of data and technology differentiators in order to solve qualified business problems.
Consistent team delivery
The experience of working in and helping to shape a regional sales community (within a global function) with a consistent approach to new client experience, enabling the wider business to deliver the proposition through subject matter expertise.
Driving Growth
A growth first mindset. Shaping strategic growth plans in order to drive relevant new business leads, all by design in order to meet our APAC regional growth targets.
Navigating the proposition bank
The ability to understand and interpret the existing production proposition bank tailoring to prospect needs and strategy by getting closer’ to client problems to proactively drive the strategic agenda in the conversion of new business.
Building the reputation of the global (and regional) growth team
A track record of building high performing sales teams. To be seen as the individual that defines tomorrow and sets new standards in prospect engagement a brilliant leader, inspiring the wider teams to deliver outstanding work.
Mindset to navigate the role
Developing growth strategies, nurturing relationships with prospects and establishing high-performing teams requires a real skill in processing and navigating business and people situations.
The following examples will apply to the Head of Production sales role :
An ability to interpret how situations and thinking might evolve. In the context of prospect engagement. Proactively seeking out and anticipating potential opportunities for the business and developing corresponding thinking to deliver excellent pitch experiences.
Applied in the development of growth strategy.
Resilience as a growth leader with competency in building capability within teams to ensure that multiple requirements can be simultaneously managed without an impact on business performance (e.
g. lead generation, marketing content & planning, ABM strategy, pitch / presentation content etc .)
- The ability to understand business positions from a number of perspectives. Appreciating the needs of multiple parties to better determine positions in negotiations and business decisions.
- The skill to interpret, define and articulate (written and verbal) complex business solutions in a clear and simple way, that respond to propsect’s briefs and challenges.
- Able to make decisions and set direction according to the time and growth ambitions of the business in order to meet P&L needs.
Temperament for the role
Whilst there is no specific definition of behaviours required to successfully deliver the Head of Production sales role, the following are characteristics we’d expect to see :
- To be energised by people. In all their forms. The extravert, the introvert. Building diverse relationships with all sorts of people will be a constant source of motivation.
- Curiosity is fuel. Wanting to know all about a prospect’s business. Listening to their challenges. What keeps them awake at night.
The fuel that unlocks our proposition in response to qualified and relevant opportunities.
- The ultimate facilitator. Bringing together and motivating teams from diverse disciplines to unlock potential; always recognising the sum of the parts in the pursuit of excellent pitch and presentation experiences.
- Loving and living communication in all of its forms. To write it, to vocalise it. To champion the best forms of communication internally and externally.
- Relentless disposition. Skilled in creating an environment that’s self-motivating and motivates others to be their best.
As within all growth environments, relentless pursuit of opportunities is a must in order to remain close to a prospect.
Role Requirements
- This is a senior role with a direct impact on the revenue and with an impact on key departments
- Some travel along with out of hours and flexible working will be required
- The role is expected to provide input into and fully support the objectives of the management team
- The role is hands on’ and expected to identify and win New Business
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