Mid-Market Sales Manager

Job Purpose We are seeking a dynamic and results-driven Sales Manager to lead our EMEA & NASA based mid-market sales team, focusing on outbound sales activity with potential clients who are starting out on their localization journey. The ideal candidate will have a proven track record of achieving sales targets, be adept at using sales tools and be passionate about driving team performance and growth. Exceptional leadership skills, and the ability to build trust and strong relationships both within the team and with clients are also essential skills. The mid-market is predicted to be the most significant growth area within the localization space in the next 5 years, with Slator estimating the addressable market at over u00a313bn. This is an exciting time for the market as a whole, and for RWS and GoGlobal specifically. The Mid-Market Sales Manager will be the driving force of GoGlobal sales strategy and will only deliver on targets in this fast-paced / localization immature space by working collaboratively with both Marketing and Customer Success teams. Understanding the unique requirements and challenges in this market will be the key to success. About The Strategic Content Solutions (SCS) The Strategic Content Solutions (SCS), part of RWSu2019s Language Services division, works closely with major accounts and clients of all sizes who are going global with specialized localization services. These services cover the entire localization spectrum, from translating content, media, and audio to creating engaging eLearning programs and transcribing highly impactful marketing campaigns. The SCS works closely with RWSu2019s Language eXperience Delivery (LXD) platform, which includes 2,000 in-house linguists, and a network of more than 29,000 translators, who use RWSu2019s proprietary machine translation, AI, and translation productivity tools, to deliver a 24/7 service to clients. About Go-Global In a world that demands weu2019re more connected than ever before, the prospect of communicating globally can be daunting. GoGlobal is a fast-paced, cutting-edge business unit within SCS, providing a broad range of tech-enabled services tailored specifically to meet the content needs of ambitious businesses, who are going global for the first time. Powered by our 24/7 on-demand self-service portal, we offer a range of language services and a u2018best in classu2019 online experience that get clients started and scales with them as their needs mature over time. With powerful data insight combined with a human consultative approach, we are a profitable revenue growth engine for RWS servicing the mid-market space and nurturing the strategic accounts of the future. Key Responsibilities Lead & manage an EMEA & NASA based team of sales professionals working on outbound sales activity. Continually motivate, develop, grow, and retain the talent base on the team through effective performance and development strategies. Maintain a clear succession plan and address any under-performance quickly and effectively. Overall responsibility and ownership of GoGlobal new sales targets. Work collaboratively with counterparts in marketing, product management, inside sales and customer success teams to develop and implement sales plans, strategies, and tactics for GoGlobal offerings. Manage key sales processes including account strategy, one on one reviews, key deal reviews, pricing proposals, sales presentations, and in-person sales meetings. Ensure best practice is followed across the whole team. Work closely with Finance and Management to generate sales forecasts and ensure compliance of sales data in Saleforce.com and other data tools. Frequently engage with executive leadership to formulate strategies and garner support. Lead efforts to conduct comprehensive and complex analysis across a variety of areas that result in a deep understanding of the market, industry and/or customer. Build trust and confidence across the GoGlobal and wider support teams by collaborating with others, consistently working to deliver outstanding results, and continuously developing expertise within the function. Instill confidence with internal and external stakeholders by providing thought leadership, strategies and plans in strategic and/or complex areas. Skills & Experience Demonstrable 3 year+ experience (at management level) leading a sales organization. Demonstrate a clear understanding of the mid-market and the unique challenges within this space. Proven experience of not only leading a successful sales team, but also working collaboratively with other teams to achieve results. Consistent track record of leading a team to meet and exceed sales quotas, including demonstrable success in closing new business and retaining existing accounts; prospecting, outbound lead generation activities. Examination of data to grasp issues and draw conclusions. Proficient in using systems and software including Salesforce and Microsoft Office etc. Ability to clearly convey information and ideas through a variety of media and in a manner that engages others, helping them understand and retain the message without using industry jargon. Show concern and act on meeting and exceeding customer expectations and requirements. Can develop and apply appropriate strategies to gain the support of others. Can demonstrate an understanding of the industry and its competitive dynamics, using knowledge of business trends to identify business implications, strategies, plans, goals and/or actions. Must be adaptable and flexible to a changing work environment with a growth mindset.

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