Sales

Head of Sales, Americas

Location: 
Norwalk, CT USA
Hours: 
40 hours / week
Contract Type: 
Regular
Schedule Type: 
Full Time
Job ID: 
R23732

We are looking for an experienced senior sales leader to join our US and LATAM business.  Reporting to the President Americas, you will provide the vision, leadership and direction our sales organization needs to drive increased customer value, sales performance and revenue. You are ultimately responsible for ensuring the sales organization delivers its targets.

As the most senior sales leader in the region, you will have a proven ability to cut through to the core of the issues and focus others on the fundamental principles that underpin revenue growth, building a performance culture and establishing clear lines of responsibility. 

Your purposeful leadership style and strong coaching skills will provide clarity, autonomy, authority and accountability for direct reports whilst creating the space for them to focus on getting things done.

Key responsibilities

  • Set the regional sales strategy and communicate it unambiguously so that direct reports and their teams have a clear understanding of the vision, goals and expectations

  • Adjust the sales org design and optimize the use of different sales channels to ensure all US and LATAM customers are assigned to the right profile of sales talent in the business

  • Ensure there are high standards, leadership and support in place to provide every salesperson with the opportunity to grow, perform and excel and that we actively retain only the best and brightest

  • Guide sales leaders to implement the global sales transformation program and upgrade the sales talent on their teams to be able to conduct true value-based sales and increased yield per customer, particularly in Tier 1 & 2

  • Work with your senior peer group to remove barriers and identify opportunities for improved operating processes, productivity and performance

  • Play a leading role in improving cross functional efficiencies by creating clear objectives and lines of accountability in how sales, marketing and product fulfilment deliver exceptional customer value and profitability

  • Lead a team of 7 sales directors (5 based in the US and 2 based in LATAM)

  • Engage proactively and effectively with local and international leaders from across the business to collaborate, usher in and embrace sales best practice

Skills, knowledge and experience

  • Minimum 15 years sales leadership experience with at least 8 spent at a senior level

  • Have previously managed successfully a value based and transactional selling organization

  • Experience of leading change programs that have delivered compelling results

  • Experience of line managing, developing and mentoring other sales leaders

  • Experience of leading and implementing sales enablement programs that have significantly increased performance, staff engagement and ‘raised the bar’

  • Knowledge of leveraging sales systems and processes to optimize performance and efficiency

  • International experience is highly advantageous, particularly in the Americas

  • Experience of working with partners in Europe and Asia desirable

  • Adaptive to different cultures essential

  • Spanish and/or Brazilian Portuguese language skills are desirable but not essential

Ideal candidate profile

  • Career sales professional with an advanced understanding of the trade show business

  • High Ownership/accountability – solution-oriented approach

  • Strong leadership skills and highly capable of energizing the sales group

  • Independent thinker who has the courage to ask tough questions and constructively challenge the status quo

  • Passion for continuous learning and ability to assimilate new ideas, information and developments

  • Straightforward on decision making process, able to make decisions balancing analysis with the need to make progress

  • Authentic communicator who is highly effective at providing clarity and gaining buy-in

  • Inclusive leader who understands and respects diversity and equality

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