Commercial Director (Exeter, UK)

Unity5 is the UK market leader in parking enforcement and permitting software and currently on track for its ambitious growth trajectory. Reporting to the Chief Commercial Officer, this role is pivotal for the future growth of the company, with strategic and managerial responsibility for key commercial teams: Local Authority Account Management, New Sales (Local Authority and Private), and Sales Operations.

These teams focus on client retention and client ARR growth, new sales ARR growth, and the efficient operational support of sales as an integral part of all sales pursuits. This role requires excellent leadership, strategic thinking, organisational and communication skills,

particularly in the context of recent company acquisitions. As part of the commercial leadership team this role will work alongside the Director of Marketing, Private Account Management, and Strategy/Partnerships.

Key Responsibilities

Sales Team

• Strategy: Work with CCO to develop the sales strategy for new business across both public and private sectors, including competitive analysis, understanding market dynamics and underlying trends, and identification of the relevant value proposition for market segments/stakeholders
• Leadership: Manage sales team to own and drive the end-to-end sales process to achieve agreed sales targets, including effective qualification methodologies, engagement frameworks, relationship mapping, effective proposal/RFP responses, and negotiation. This also involves broader team development to ensure each individual reaches their potential in terms of capabilities, skills, and performance
• Lead Generation: Develop the sales team to effectively segment the market landscape, identify and maintain list of targets, consistently prospect, and establish in-roads to target accounts.
  
  

Local Authority Account Management

Through The Acquisition Of Chipside, We Have a Significant Market Share Of The Local Authority Sector In The UK. Key Areas Include

• Strategy: Work with CCO to establish strategy for the LA Account Management team in this sector, ensuring effective coverage, including an alignment/assimilation of the Unity5 and Chipside teams
• Leadership: Develop the team to ensure each individual reaches their potential in terms of capabilities, skills, and performance. Ownership of the portfolio of local authority clients, ensuring the account management team establish broad and deep relationships from operational teams to senior leadership
• Responsibility for the business development and financial performance of Unity5’s client base through a focus on retention, cross-sell, and providing thought-leadership; helping clients to leverage our solutions to optimise their success.
• Contract Renewals: Ensure the Account Management team proactively manage contract renewals in a timely way, reviewing current pricing and indexation as well as incorporating opportunities to up-sell/cross-sell as part of the process.
  
  

Sales Operations Team

• Leadership: Develop the team to ensure each individual reaches their potential in terms of capabilities, skills, and performance.
• RFP/ Sales Pursuit Coordination - Manage bid team to assist in co-ordinating the plan to ensure timely and quality submissions of materials/positions as part of a sales pursuit.
• Sales Collateral Management – Liaise with Marketing, Product Owners, on management of sales collateral.
• Marketing Input Management – Liaise with the Marketing Team to ensure most up-to-date marketing inputs are available and used in all RFP responses, for example customer data points, case studies, and latest marketing positioning.
• Database Management - Liaise with Marketing/Sales/Finance in managing Hubspot across Sales/Account Management.
• Demonstrations – Manage solution consultant activity in the planning and execution of demo’s to support sales/account management, in addition to wider solutioning activity to establish Unity5 as thought-leaders in the industry.
  
  

Key Skills And Qualifications

• Educated to degree level
• Experienced in the end-to-end driving of commercial activity for complex B2B sales
• Experienced in the organisation of Account Management teams, including best practice on CRM activity to leverage account planning and effectiveness
• Deep understanding of Sales Operations as a key underlying driver of commercial
• performance
• Highly customer-focused
• Excellent organisation and communication skills
• Experience in the integration of acquisitions both strategically and operationally in relation to commercial teams a significant advantage
  
  

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