Head of Inside Sales

Compliance & Service contract BDE's -New & Existing business

About our business

JLA is a mission critical infrastructure solutions business offering services in Laundry, Catering, Heating, Fire Safety, Infection Control, and Air Conditioning.

The company provides an end-to-end, on-premise machine supply and breakdown service called Total Care, along with additional products and services. Driven by a world-class Sales & Marketing team, JLA owns and maintains all assets and has an efficient on-site operations team working daily with customers.

Benefits of joining JLA

We care about our people and offer a comprehensive benefits package, including health and wellbeing tools, financial guidance, legal advice, Employee Assistance Programme, 24/7 Wellness and Lifestyle App, mental health support, an onsite gym, and various discounts and schemes. We promote a healthy work-life balance with 25 days of annual leave plus bank holidays, flexible working, and family leave policies. We also support career development and offer recognition and referral schemes.

Role overview

The successful candidate will deliver the Inside sales strategy across multiple verticals and propositions, reporting to the Sales Director. The focus will be on driving growth through creating opportunities using data sources, expanding within existing accounts, and acquiring new customers across various sectors, including SME & Key National accounts, contributing to the business's success measured by orders won.

Key tasks

1. Deliver the sales strategy for the Inside sales teams to meet financial targets.
2. Manage and analyze team results across all verticals, identifying trends and challenges, and pushing data strategy initiatives.
3. Work closely with team leaders to ensure effective lead management, conversion, upselling, and upskilling.
4. Report on revenue performance regularly and lead sales team leaders.
5. Use data to drive performance and manage weekly/monthly results at individual and team levels.
6. Implement performance management through coaching, training, and delegation aligned with objectives.
7. Grow existing accounts and acquire new clients by exploring new verticals and data-driven decision-making.
8. Represent JLA's internal sales opportunities and ensure delivery of contracted revenue.
9. Lead strategic projects to improve team efficiency and productivity.
10. Provide commercial leadership to foster a holistic approach to business growth.
11. Develop and execute plans to enhance BDE effectiveness, processes, and customer relationships.
12. Deliver presentations on performance against budgets and expectations.
13. Ensure effective lead execution for inbound and outbound traffic across teams.

People Management

1. Foster a culture of effective people management.
2. Agree coaching and sales improvement plans with the Sales Director.
3. Set clear objectives for team leaders and provide regular feedback.
4. Support team members to achieve within their roles.
5. Manage employee relations issues per company policies.
6. Coach and develop team members, maintaining product and service knowledge.
7. Address training needs with the L&D and QA teams.

Service Delivery

1. Ensure understanding and delivery of service excellence.
2. Promote a culture of excellent customer service and maximize lead opportunities.
3. Collaborate with other departments to ensure successful order delivery and customer satisfaction.

Managing Risk

1. Be aware of operational and data risks impacting your role.
2. Report risks to the Sales Director.
3. Maintain industry knowledge to ensure compliant sales.
4. Make informed commercial decisions to minimize customer exposure risks.

Criteria Essential

Attributes required for consideration include knowledge and experience in verticals, strong communication skills, understanding of product and service offerings, planning abilities, and experience in managing sales teams and delivering growth.

Desirable

Attributes that can be developed include additional industry knowledge and advanced sales skills.

Experience

Proven success in growth, succession planning, working with new verticals, and leading sales teams with measurable performance improvements. Experience in strategic selling, leadership, and managing multiple departments is essential.

Behavioral Attributes

High performance orientation, resilience, proactive leadership, relationship-building skills, attention to detail, and the ability to operate in a fast-paced environment are key qualities.