Manager/Director of Sales - France

Reporting Line: Sr Director of Sales - EMEA Bulk Air Cargo

Job Purpose

CSafe is currently looking for a dynamic "sales hunter" individual to join the established European Sales team. The Sales Director – France will secure new clients across a variety of different life science and logistics verticals. The right candidate will have extensive knowledge of helping solve businesses' pain points, providing a total solution for large Global clients and be able to demonstrate innovative business solutions relevant to landing big ticket deals.

Main Tasks and Responsibilities

• Establish relationships with new customers and secure contracts with new customers that achieve assigned sales quotas and targets (this should be quantified against a calendar schedule)
• Works with sales teams across regions to produce effective solutions for customers in line with CSafe global strategy.
• Drive the entire sales cycle from initial customer engagement to closed sales
• Prospect for potential customers using various direct methods such as calling and face-to-face meetings, and indirect methods such as networking and Linkedin.
• The Sales Director must liaise global customer managers in growing those global accounts within their regions.
• Qualify prospects against company criteria for ideal customers and sales, assisting with RFQ’s, QBR’s etc.
• Consult with prospect about business challenges and requirements, as well as the range of options and cost benefits of each.
• Maintain a high level of relevant domain knowledge in order to have meaningful conversations with prospects.
• Make presentations to senior managers and decision makers
• Draft and deliver proposals
• Work with technical staff and product specialists where required to address customer requirements
• Develop and maintain territory plans which outline how sales targets will be met on an on-going basis
• Develop and maintain key account plans that identify opportunities for company to deliver value, strategic motivators, main stakeholders, buying processes and forecasted sales
• Report on sales activity (include desired frequency – daily is ideal for accuracy)
• Keep detailed notes on prospect and customer interactions (include frequency – daily is ideal for accuracy)
• Provide forecasts on best case and most likely sales volumes over relevant time periods
• Cultivate strong relationships with third party and partner companies that may be required to deliver full solutions to customers
• Work with marketing to plan and execute lead generation campaigns
• Provide feedback to sales management on ways to decrease the sales cycle, enhance sales, and improve company brand and reputation
• Provide feedback to company management on market trends, competitive threats, unmet needs, and opportunities to deliver greater value to customers by extending company offerings
• Identify sales support requirements and work with marketing to develop improve sales tools
• Be a positive representative of the company and its brand in the marketplace
• Conduct all sales activities with the highest degree of professionalism and integrity

Key Performance Indicators

• Performance against monthly, quarterly and annual sales targets
• Volume of quality proposals, client meetings and call reports
• Size and quality of sales pipeline
• Accuracy of sales forecasting and budgeting
• Growth of contact database
• Completion of company CRM on a daily basis
• Relationships with clients and key account management
• Relationships with operations and other business units

Requirements

Experience and qualifications

Graduate Qualified in Business, Life Sciences, Supply Chain Logistics or related fields

At least 10+ years experience working in a B2B Sales Role in Life Sciences, Thermal Packaging, Specialist Logistics or related fields.

Strong prospecting, qualifying, influencing, negotiation and sales closing skills.

Proven sales hunter experience achieving set targets

Working within an international capacity.

Strong IT and analytical skills. Competent is MS Word, Excel and PowerPoint. .

Can work alone and manage day to day tasks

Happy to work from home, the office or client/potential client premises.

Positive approach to correcting errors and ensuring reduction of future errors

Ability to research and analyse new business opportunities.

Ability to cope with challenging demands and prioritise tasks

Very good verbal and written communication skills both to convey messages clearly, but also challenge and support teams in equal measure.

Good attention to detail and mental dexterity

Strong team orientation - able to work effectively in multiple teams simultaneously

Resilience the ability to work under pressure

Behaviour and attitude competencies

Someone who is hungry to make sales, self-motivated, with energy and drive to go the extra mile, who anticipates the needs of all stakeholders and delivers results.

Confident negotiator and ability to "close the deal".

Can be flexible and adaptable to any opportunity.

Has a can-do attitude, inspires others through own positive attitude, energy and passion.

Great positive communicator (both written and oral)

Shares and works to best practice principles

Identifies problems and obstacles before they occur and acts to minimise or avoid the affect

Is proficient in change and change management

Strives to fulfil commitments to others

Tackles problem solving in a logical way to arrive at the root cause.

Conducts self in courteous manner at all times

Planning and organizing and time management skills

Other Requirements

Full Driving licence

Fluent French and English Speaking

Full Passport

Must be able to Travel a Minimum of 60% Domestic and International