This job ad has expired, it was posted over 60 days ago and the position is likely to have been filled.
| Posted on | 30th June 2009 |
|---|---|
| Job Title | Head of Sales (UK) |
| Employer | Marin Software |
| Contract type | Permanent |
| Country | United Kingdom |
| Location Details | London |
| Application Deadline | None |
Job Description
Marin Software provides an enterprise-class paid search management application for advertisers and agencies. Marin Search Marketer® addresses the workflow, analysis and optimization needs of professional search marketers, saving time and improving financial performance. Marin is designed for those who are spending at least £50,000 monthly on paid search. Marin is funded by Benchmark Capital and Amicus Capital. Customers include Razorfish, a division of Microsoft (Nasdaq: MSFT), Trouvé and ZipRealty (Nasdaq: ZIPR).
Following the recent successful launch of Marin into Europe with the opening of our London office in Q2 2009, the Sales Director (Europe) is looking to hire a Head of Sales who will have complete new-business ownership of the sales of Marin Search Marketer to media agencies and customer-direct verticals in the UK.
A highly professional and customer centric approach, a sharp business and commercial acumen and an ability to develop high level relationships with large domestic and multinational agencies and companies are essential.
Reports
The Head of Sales (UK) reports to the Sales Director (Europe).
Key Responsibilities
- Execute and deliver the UK sales plan and revenue target.
- Arrange and attend commercial meetings with prospective customers and undertake demonstrations.
- Negotiate customer commercials and terms of agreement.
- Drive profitable commercials to include additional value such as PR stories.
- Ensure the sales function is adequately resourced to deliver sales targets; including the hiring and management of sales staff.
- Lead, manage and motivate personnel within the sales operation.
- Manage the updating and communication of the sales pipeline with conversion metrics through Marin’s internal sales management system to allow the Sales Director, the Managing Director and other key stakeholders to forecast and resource accurately.
- Liaise with marketing and product teams to draw on their resources to help with client research and prospecting activities.
- Continually find better, faster, smarter cheaper ways of doing things (e.g. capturing and reusing learning’s/materials from earlier pitches).
- Develop positive relationships with prospective customers.
Key Interdependent Relationships
- Manage the expectations of key stakeholders with regard to the delivery of the UK sales plan.
- Work proactively with client services to make sure that the transition from new business into implementation is smooth, acceptance criteria are met and all hand over procedures are followed.
- Manage and coordinate prospecting activities with research and lead generation teams.
- Provide feedback to central product teams regarding local prospect feature requirements.
- Work with counterparts in other European countries where Marin has sales operations to coordinate sales efforts for multinational prospects with pan European requirements.
Personal Development
- Take responsibility for staying informed and up to date with industry knowledge and skills.
- Undertake regular reviews of own performance and building a self development plan.
Success Indicators and Measures
- Revenue and profit targets delivered or exceeded.
- High conversion rates confirming targeted and effective sales and marketing efforts.
- Quality of relationships internally and externally – measured through 360 degree feedback.
Essential Skills, Strengths and Experience
- 5-7 years proven technology and/or solution sales experience and experience of managing small sales teams.
- Specific search (PPC) knowledge and broad digital marketing knowledge.
- Sound understanding of legalese.
- True ability to qualify needs and requirements.
- To be commercially aware and to understand profitability.
- To understand opportunity cost and to prioritise accordingly.
- To see and identify potential in new customers.
- Confidence in selling and pitching.
- To be presentable.
- To be able to listen.
- Good presentation and power point skills.
- Ability to ‘manage upwards’.
Essential Behaviours
- Tenacity.
- Self organisation.
- Deliver and execute promises.
- To be positive, self driven and motivated.
- To be attentive to detail.
- Shares knowledge.
Contact / Application Details
To apply or for further information please contact Matt Tucker on +44 (0) 845 262 0404 / ukjobs@marinsoftware.com
Link: www.marinsoftware.co.uk
