Head of Desk - Sales (Corp)

Head of Desk - Sales (Corp)

Department: Revenue

Employment Type: Permanent - Full Time

Location: London

Reporting To: Ciaran Pennington

Description

Overview of the role

We are seeking a dynamic and results-driven Head of Desk (Sales) to lead and manage a team of Business Development Executives focused on selling payments, FX and cross-border services to corporates and financial institutions. The ideal candidate will have a proven track record in sales management, a deep understanding of the FX and payments market, and the ability to drive team performance to achieve ambitious sales objectives.

Key Responsibilities

Management

• Set the context for your team members to perform by setting targets and KPIs that are effectively measurable and ensure the necessary support framework to perform is in place (tools, training, process documentation, structure etc).
• Create clarity by regularly feeding forward the expectations to your team members (responsibilities, KPIs, priorities etc) and feeding back on their performance through regular conversations (1:1, monthly reviews, etc).
• Drive results by distributing workload, hiring team members, resolving/escalating issues.
• Generate energy and engagement, reward high performance and promote a safe work environment for people to thrive.
• Actively support and encourage your team members personal development and career growth to make it count.

Sales Strategy and Planning

• Strategy Development: Develop and implement sales strategies tailored to the SME market, considering the unique needs of these businesses in the UK.
• Market Analysis: Conduct regular analysis of market trends, competitor activities, and customer needs to adjust strategies accordingly.
• Sales Forecasting: Accurately forecast sales revenue and manage the sales pipeline to ensure consistent achievement of targets.

Customer Relationship Management / Sales Execution

• Client Acquisition: Oversee efforts to acquire new SME clients by identifying opportunities and developing tailored propositions.
• Solution Selling: Guide the team in adopting a consultative sales approach, helping SMEs understand the benefits of the FX and payments solutions offered.

Sales Operations

• CRM Management: Ensure that the team effectively uses CRM systems to manage leads, opportunities, and client interactions.
• Reporting: Regularly report sales performance to senior management, providing insights and recommendations for continuous improvement.

Collaboration and Communication

• Cross-functional Collaboration: Work closely with other departments, such as marketing, product development, and customer support, to align sales efforts with overall company objectives.
• Communication: Keep the team informed of company updates, product developments, and market changes that could impact sales activities.

Compliance and Risk Management

• Regulatory Compliance: Ensure that all sales activities comply with relevant regulations and company policies, particularly in the financial services sector.

Product Knowledge

• Expertise: Maintain a deep understanding of the FX and payments products offered, including features, benefits, and differentiators.
• Training: Ensure the sales team is well-versed in the products and services they are selling, able to address customer inquiries effectively.

Business Development

• Partnerships: Help team identify and pursue strategic partnerships that could expand the company’s reach within the SME sector.
• New Markets: Assist team explore opportunities for market expansion within the UK, leveraging the company’s FX and payment solutions to tap into new customer segments.

Budget Management

• Sales Budgeting: Manage the sales budget effectively, allocating resources to the most promising opportunities and ensuring a good return on investment.
• Cost Control: Monitor and control sales-related expenses to maintain profitability while achieving growth targets.

Innovation and Continuous Improvement

• Feedback Loop: Gather feedback from the sales team and clients to identify areas for improvement in products, services, and sales processes.
• Innovation: Encourage the team to propose and implement innovative approaches to selling, keeping the company competitive in a rapidly changing market.

Skills, Knowledge and Expertise

• Experience in leading and developing high performance teams with the ability to inspire, motivate, and energise teams to achieve high performance within the foreign exchange (FX) or financial services industry.
• Ability to create context and clarity for team members and handle difficult conversations.
• Ability to create a results-orientated environment where success is celebrated and rewarded appropriately.
• Strong understanding of the FX market, including products, services, and regulatory environment in the UK and Canada.
• Excellent communication, negotiation, and interpersonal skills.
• Strong analytical skills with the ability to interpret sales data and market trends.
• A true team player with a winning mentality and strong work ethic committed to continuous improvement and high performance.
• Adaptable, tenacious and flexible who is able to perform under pressure.
• Proficient in CRM systems and other sales management tools.
• Bachelor's degree in Business, Finance, or a related field; a relevant postgraduate qualification is a plus.
• Excellent verbal and written communication skills.
• A true team player with a winning mentality and strong work ethic committed to continuous improvement and high performance.
• Adaptable, tenacious and flexible who can perform under pressure.

Benefits

• 25 days’ annual leave, plus bank holidays and an extra day off for your birthday!
• Holiday loyalty scheme.
• Life Insurance.
• Work abroad scheme.
• Enrolment into our pension scheme, which we offer via a salary exchange scheme.
• Access to a financial education, planning and coaching platform.
• Membership with Healthcare platform, which offers cash back on healthcare focused on dental, optical & physio, plus access to stress helplines, a virtual GP and more.
• Salary exchange nursery fees.
• Enhanced parental leave.
• Cycle to work.
• Benefit from IFX’s Season Ticket Loan scheme, offering and interest free loan for travelling into and within London.
• Participation in the IFX annual discretionary bonus scheme (eligible after probation).
• Career development and progression tools.
• Company events – Sporting events, pub nights, seasonal parties, socials.

Diversity & Inclusion

We believe that diversity and inclusion are essential to our success. We are committed to fostering a culture where everyone feels valued and respected, regardless of their background, identity or experiences. By embracing diverse perspectives and promoting equity, we aim to create an environment where all employees can perform and reach their full potential.

What’s next?

• We will review your application and come back to you as soon as possible.
• You must be eligible to work in the UK to be considered for this position.
• Full background checks will be carried out.

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