Global Sales Director, B2B

We support peace and prosperity by building connections, understanding and trust between people in the UK and countries worldwide.

We work directly with individuals to help them gain the skills, confidence and connections to transform their lives and shape a better world in partnership with the UK. We support them to build networks and explore creative ideas, to learn English, to get a high-quality education and to gain internationally recognised qualifications.

Working with people in over 200 countries and territories, we are on the ground in more than 100 countries. In 202122 we reached 650 million people.

Purpose of the Role:

The Global Sales Director is accountable for establishing and leading a global B2B sales and account management capability within a matrix structure. They will work with leadership in English and Exams to develop the sales strategy and operating model, driving alignment across regions and business units and ensuring E&E achieves its targets. The post-holder will also be responsible for managing a global team covering Sales Operations and Enablement They will work within a Global Sales Leadership team that includes Director Strategic Partnerships and reporting to the Director Education, Corporate and Government Partnerships.

Key accountabilities include:

• Establishing and managing a global sales leadership team, including sales operations, sales enablement and sales administration functions to support the regional teams.

• Leading regional sales teams within a matrix structure, sharing accountability for delivering on regional KPIs and business targets.

• Working with regional leadership to develop coherent and efficient business development and account management teams

• Developing and implementing global sales strategy and methodology with business teams.

• Developing the B2B Go To Market approach in collaboration with Marketing teams and individual English Business Units (IELTS, Global Assessments, GES, CES).

Main Accountabilities :

Leadership & management

• Work with the Director of ECG Partnerships to develop a scalable, sustainable global operating model that will help achieve business targets and build greater alignment across teams.

• The global operating model will support development of an evolutionary organisation where we empower local teams and individuals to make decisions while employing systems, processes and technology where it makes sense, to save time and add to business efficiency where they are standardised.

• Develop a sales operations capability to define and embed processes and technologies to support global performance reporting, insight and planning.

• Develop a sales enablement capability to ensure sales teams have access to the right materials, training, data to achieve individual and business targets.

• Through a matrix approach, provide leadership within the organisation for B2B Sales and Account Management across English and Exams.

• Encourages role clarity and a culture of accountability to drive sales behaviour.

Strategy and planning

• Develop and implement the global B2B Go-To-Market strategy with Marketing and English and Exams leadership, to create clarity and alignment across teams and grow income from B2B activity.

• Establish and implement a clear sales strategy and methodology that aligns with and feeds into business planning, investment and target setting.

• Develop a data reporting and insights capability that helps the organisation manage performance and productivity, develop greater understanding of our customers and support better business planning and innovation, as these relate to B2B.

• Contribute to and help inform pricing and product development strategy as they relate to B2B sales.

Business development

• Provide matrix leadership to B2B business development and account management teams to ensure teams and business units are on track to achieve targets or are taking action where they are not.

• Create greater alignment and collaboration across different teams to ensure we are maximising value for and from our B2B partnerships, in line with the new English strategy.

• Develop and implement a global approach to key account management, driving consistency of approach to improve retention, grow income and encourage more collaboration across teams.

• Drive continuous improvement of B2B business performance through ensuring the organisation has access to regular, data-driven insight on business development, delivery, and account management.

Project management

• Help develop and implement a new global operating model for B2B sales with the Director of ECG Partnerships.

• Oversee development and implementation of a Sales Operations project plan to define and standardise processes and develop a global performance reporting and insight capability.

• Oversee development and implementation of a Sales Enablement project plan to maximise personal development and performance across the team.

Relationship and Stakeholder management

• Work with key stakeholders across regions and business units to ensure the global sales function supports business strategy and financial plans.

• Work with leadership in English and Exams to develop the global operating model.

• Work closely with leadership across Marketing, GIS, Finance, Compliance and other teams to ensure the B2B sales function aligns with strategy and policy in other areas, negotiating where appropriate.

Minimum Essential:

• Extensive experience of leadership in a global organization with accountability for sales

• Significant experience of senior stakeholder management Significant experience of delivering on business targets

• Experience of strategic and business plan development

• Demonstrable experience of project management of complex initiatives

• Experience of leading regional or global teams

• Proficiency in Microsoft office programs

Desirable

• Solution-sales experience in large sectors (e.g. financial services, media, pharmaceuticals tourism, government sector etc)

• Familiarity with Salesforce or similar CRM

• Experience of organisational design in a sales team context.

Further Information

Contract Type – Indefinite

Posting – Internal & External

Location UK Wide ( London , Manchester, Cardiff , Belfast & Edinburg) with a possibility for flexible working.

Pay Band 10

Salary upto 89,872 plus 3,300 london market allowance

Application closing date 17th Dec ,2023

Interviews to be held tentatively in the week starting 8th Jan,2024

A connected and trusted UK in a more connected and trusted world.

Equality , Diversity, and Inclusion(EDI) Statement

The British Council is committed to policies and practices of equality, diversity and inclusion across everything we do. We support all staff to make sure their behaviour is consistent with this commitment. We want to address under representation and encourage applicants from under-represented groups, in particular, but not exclusively, on grounds of ethnicity and disability. All disabled applicants who meet the essential criteria are guaranteed an interview and we have Disability Confident Employer Status. We welcome discussions about specific requirements or adjustments to enable participation and engagement in our work and activities.

The British Council iscommitted to safeguarding children, young people and adults who we work with.

We believe that all children and adults everywhere in the world deserve to live in safe environments and have the right to be protected from all forms of abuse, maltreatment and exploitation as set out in article 19, UNCRC (United Nations Convention on the Rights of the Child) 1989.

Appointment to positions where there is direct involvement with vulnerable groups will be dependent on thorough checks being completed; these will include qualification checks, reference checks, identity & criminal record checks in line with legal requirements and with the British Councils Safeguarding policies for Adults and Children.

If you have any problems with your application please email [email protected]

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