Midlands / South

Head of SME

Circa £65,000 basic ote £95,000

Ref: VR 01315 - Midlands / South - Circa £65,000 basic ote £95,000

Job Title:  Head of SME


Reports to: Commercial Director


Main Purpose of the role:


  • This role is responsible for the management of the SME portfolio and coordination of all the relevant products, services and resources to achieve the agreed targets and profitability of the SME segment.
  • In addition to managing the UK requirements, there will also be a requirement to ensure that the UK remains aligned to the Group strategy.
  • This role has responsibility for 4 teams within SME. This is across new business acquisition for both cars and specialist commercial vehicles, account management and telesales.
  • A highly motivated individual is required to ensure that the team sales targets and productivity measures are met and the business increases its market share within this profitable sector.


Business Performance:


  • Provide leadership in the overall growth and profitability of the SME sector within the Commercial Division. With a keen focus on new business acquisition, deepening existing customer relationships and cross-selling new products and services to improve the market and customer share.


  • Collaborate and coordinate with the development and implementation of sales initiatives in conjunction with the Commercial Director. Review & closely monitor sales pipelines for direct reports to ensure the achievement of all targets and objectives. Oversee the station sales programme and ensure all individuals are engaged with the station network in support of this.


  • Working conjunction with Group Marketing to develop new strategies to market in support of revenue generation


Team Management:


  • Preparing and supporting the team in achieving their individual KPI’s, sales targets and annual objectives is the bedrock of this role.


  • Regular 121 meetings and 6 monthly team appraisals to support the coaching of all team members to ensure the maximum revenue and profit targets are achieved. When necessary you will be required to accompany team members on client visits to aid customer relationships.





Budget Management  & Responsibilities:


  • Pipeline activity management with accurate recording of all opportunities in order for the weekly and monthly forecasting activities to be accurate to exceed the SME sales targets.


  • Ensure the pipeline in Salesforce supports the new & existing business targets set to deliver the annual sales budget and RPD targets, this needs to be 100% accurate at all times.  Ensure that all pricing presented by the team is accurate and updated in line with agreed governance


Reporting Responsibilities: 


  • To analyse the teams' activity and productivity weekly, and highlight issues to the Commercial Director. Monitor and ensure all opportunities are recorded accurately in Salesforce. Support the completion of the weekly and monthly management reports highlighting the performance of the team and the SME sector.


  • Attend monthly marketing reviews and support the D2B lead generation strategy by working with the agreed market verticals. Work alongside our Group colleagues and present the UK's performance at the monthly meetings


Key skills and attributes required:


  • Ability to demonstrate the ability to manage relationships with key clients.
  • Excellent people and team management skills and leadership skills.
  • In-depth understanding of market research methods and analysis.
  • Ability to manage performance reporting and financial/budgeting processes.
  • Commercial awareness partnered with a strategic mind set.
  • Excellent organisational and planning skills.
  • Outstanding communication and interpersonal abilities.






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