PayPoint - Careers
Head of Retail Sales
Welwyn Garden City
24/1/2017

MAIN PURPOSE OF ROLE

 
Reporting to the UK Commercial Director, this role is responsible for the relationship management and sale of PayPoint’s products and services into existing and new independent and symbol affiliated retailers, in order to deliver agreed sales and revenue targets.
 
In particular, the Head of Retail Sales will lead the development and implementation of a multi-channel sales strategy to introduce new channels, including phone and web, to complement PayPoint’s existing face to face field sales channel.
 
A highly engaging and motivational leader with ultimate responsibility for a team of over 70 people, the Head of Retail Sales is accountable for the successful delivery of the end to end sales cycle from lead generation through to contract completion.
 
 

MAIN RESPONSIBILITIES

 
Develop and own the delivery of a multi-channel sales strategy, beyond today’s face-to-face model, in order to achieve agreed revenue targets from new and existing independent retailers
Lead and develop a high performing team, ensuring an appropriate mix of capability and experience and that individuals are motivated to drive both short-term sales and long-term value for the business, hitting and exceeding business targets
Develop the team structure to provide an appropriate balance of field and office based resources and ensure the delivery of an optimal end to end sales cycle including contract checking and sales support
Identify and proactively act on key areas for improvement in the sales process Ensure the implementation of best practise sales and account management capabilities and processes in order to maximise performance
Set and implement stretching activity and revenue targets
Create and implement incentive schemes to drive performance
Provide monthly reporting of sales performance against agreed measures
Use data to analyse and continuously refine the sales model, ensuring that each type of opportunity  is routed and executed via the most appropriate channel
Collaborate and engage closely across the business and in particular with colleagues in Marketing, Product and Customer Service
Embed and maximise the use of Salesforce CRM
Represent and be accountable for performance updates with other senior members of the business
 
 
 
QUALIFICATIONS AND EXPERIENCE REQUIREMENTS
 
Experience of leading and developing large scale multi-dimensional sales teams
Deep understanding of sales channels and approaches with prior experience of developing and implementing a successful multi-channel sales strategy
Proven track record of achieving targets and driving sales growth in a business
A natural leader and coach with excellent interpersonal and influencing skills and the ability to challenge, inspire and grow a high performing team
Strong execution focus, willing to get hands dirty and get stuck in to ensure successful delivery
Excellent stakeholder management skills, able to build relationships and communicate effectively at all levels
Highly analytical with the ability to analyse and question data in order to provide critical insight
Excellent presentation and communication (written and verbal) skills
Excellent attention to detail, good organisational and facilitation skills
Computer literate
 
 
DESIREABLE
 
Professional sales training
A working knowledge of the UK convenience retail sector
Educated to degree level
Experience implementing and embedding Salesforce CRM
 
 

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