Purpose
The VP Global Clients Sales is responsible for identifying new opportunities to promote and sell Securitas Protective Services to new and existing international/Global clients.
The role has a key responsibility to drive the Securitas strategy by ensuring that Securitas sells and deliver high margin Protective Services business consistently in order to achieve the company targets.
The VP Global Clients Sales leads the Global Clients Sales team, working with the new potential prospective Global Clients Europe (GCE).
The VP Global Clients Sales reports to the President of Global Clients Europe, and is responsible for accelerating the European/Global high margin business in close cooperation with Global Sales and Delivery functions, Securitas Technology, Risk and Intelligence, Pinkerton, as well as local Operations (Areas/Branches) and the national commercial organizations.
The VP Global Clients Sales manages a team of Sales Directors (specialized in Security Services and Solutions) and collaborates closely with the Proposal Operations team.
Responsibilities
Business Management
* Responsible for identifying industry trends and analyzing the market potential for future opportunities across both client sectors and countries. Monitor external market and competitor activity.
* Develop and execute a sales strategy for Global Clients Sales with clear targets, including definition of governance process and sales follow up and analytics of Sales and marketing data. Translate this sales strategy so that it is clear to all members of the Securitas Global Clients Europe organization.
* Positioning Securitas as the leading Security Solutions partner to international/Global clients.
* Maintain and develop positive business and client relationships, networking as needed to promote and educate potential clients on security solutions and new innovative services.
* Establish and lead a strong Global Clients Sales team.
* Deliver updates on trends on client needs, competitors, potential gaps for new services or solutions.
* Analyze NPS for different Global client sectors to understand the important areas for those sectors and where Securitas can position themselves to have the best outcome.
* Act as inspiring leader to direct teams, colleagues in Global Clients and in countries.
* Personally lead major strategic global clients RFP’s and projects.
* Work as a key collaborator in a matrix environment. Building strong networks internally and working well with senior leaders across the organization.
* Develop and drive client value propositions for selected client segments.
* Promote Solutions, technological and innovative products and services
* Take charge of recruiting and hiring sales employees
* Develop sales training programs.
* Create sales reports.
Leadership Management
* Provide strategic direction and leadership, directs development and updating of sales plans and establishes performance objectives.
* Translate the Securitas strategy into actionable goals across the business, leading the communication so that all team members understand their role in the delivery of the strategy and feel a part of the future success of Global Clients.
* Empower and coach all staff to be successful. Ensure that all direct reports have undertaken the full training required and understand their role in the organization. Undertake regular performance reviews and ensure that all staff have clear measurable objectives. Manage underperformance consistently and encourage the sharing of best practice.
* Provide inspiring leadership for the team giving clear direction and objectives measuring the performance of these objectives in a consistent manner.
* Build strong and trusted relationships and network with senior stakeholders and leaders in the business
* Lead and motivate the team to identify new opportunities and drive sales across both new and existing clients.
* Lead and motivate the sales team to meet and exceed sales goals.
* Cooperate closely with the proposal and bid team to deliver outstanding responses to tenders and provide innovative solutions for client needs. Ensure that the bids which are presented to clients meet their needs and have full commercial and quality reviews.
Defining Success
Success in this role will result in:
* Meet the sales targets outlined in terms of new clients and margin expectations.
* Improved level of high margin Security Services and solutions sales.
* Year on year profitable growth through increased sales of all new business and the upsell, cross-sell and transformation of current business to Solutions.
* Define a clear strategy on:
o how to target new sales opportunities, which segments to focus on, resources to use, coordinated with other functions on Global, European, and country level.
o Assessment of the sales opportunities with the largest European/Global companies and focus on prospects with significant potential.
o Build a strong long‑term sales pipeline with concrete actions and follow‑up.
o Contribute to the continued development of Client Value Propositions for Global Clients
Accountabilities and Performance Measures
* Monitor key metrics to ensure that budgeted deliverables are met.
* Monitor new sales on Global clients financial & strategic metrics.
* Review pipeline, analyse any obstacles, and identify opportunities
* Understand key internal and external stakeholders, and the changing business environment and key market drivers.
Experience and Traits
The ideal VP Global Clients Sales will possess the following experience and traits: Common traits include:
* A strong team player and influencer who can contribute positively to a dynamic team environment. Is a good communicator and at ease with presenting in front of a wide range of internal and external key stakeholders.
* One team – Relationship building and social networking.
* Capable of working in a matrix environment with multiple stakeholders.
* Hands on mindset and high work capacity - if it needs to get done you get it done.
Specific experience and traits (includes practical experience in):
* Experience in senior level managerial sales of service solutions in IS/IT, Electronic Security, or related industries.
* Experience in working in an international environment with clients, partners, suppliers with documented success within Commercial roles and organizations.
* Significant executive experience in the Security/Safety/Technology Industry
* Business Acumen & Commercial experience in managing P&L budgets, end to end from Sales to Delivery including forecasting and pipeline management.
* Skilled in strategic thinking, synthesizing complex business and financial data, and developing innovative solutions to challenging business issues.
* Skilled in highly persuasive oral and written communications, including effective executive-level presentation skills with ability to respond to challenging questions from a variety of stakeholders.
* Experience in working efficiently in a demanding, multitasking environment with changing priorities and challenging deadlines.
* Self-confident, empathetic approach and open to building new relationships.
* Team player, used to working in a collaborative way to deliver high quality services.
* Ability to manage multiple projects and work to tight deadlines.
* Proven track records in sales of complex solutions (mix of service and products).
* Experience with Value pricing, leading high performing teams and change management.
* Experience in driving innovation
* A solid grasp of data analysis, financial analysis, performance metrics and pricing of services
Dominant traits include
* Leading and Delivering results & Client Excellence
* Excellent communicator and at ease with presenting to a wide range of international key stakeholders.
* Business Acumen & Commercial Awareness
* Relationship building & Social Networking
* Analytical mindset open to change and constant improvement driving innovation.
* Persuading and influencing
* Fluent in oral and written English
Area of Responsibility: New Sales for Global Clients Europe
Reporting to: President Global Clients Europe
Location: Europe/UK
Travel: Europe/UK/Global
Language: Professional level of English
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