VP Global Clients Sales

VP Global Clients Sales

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 is key to driving the Securitas strategy by ensuring that Securitas sells and delivers high margin Protective Services business consistently to achieve the company targets. The VP Global Clients Sales leads this part of the business, working with the new potential prospective Global Clients Europe (GCE) and to coordinate Global Clients Sales activities at group level (GCG). The VP Global Clients Sales reports to the CCO, Commercial & Solutions Europe with a dotted line to the Head of GCE and to the President Global Clients and is responsible for accelerating the European/Global high margin and Solution 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 is part of the leadership team of Commercial & Solutions Europe and managing a team of Sales Directors (specialized in Security Services and Solutions), as well as the Proposal Operations function. The VP Global Clients Sales will also be a part of the Global Clients senior leadership team at group level.

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 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 including a Proposal Operations team.
• Deliver updates on trends on client needs, the competitors, the potential gaps for new services or solutions.
• Analyse the 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 also countries.
• Personally leading major strategic global clients RFP's and projects.
• Be a knowledge leader and work collaboratively with other Global Clients teams, regions and countries and the whole Commercial and Solutions team to be an ambassador for the solutions and commercial team.
• Working 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.
• Promotion of Solutions, technological and innovative products and services
• Take charge of recruiting and hiring sales employees
• Develop sales training programs.
• Create sales reports.

Leadership

• Provides strategic direction and leadership, directs development and updating of sales plans and establishes performance objectives.
• Translates 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 feels 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.
• Building strong and trusted relationships and network with senior stakeholders and leaders in the business
• Leading and motivating all of our people to identify new opportunities and drive sales across both new and existing clients.
• Leading and motivating the sales team to meet and exceed sales goals.
• Leading and motivating 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 need their needs and have full commercial and quality reviews.

Defining Success

• Success in this role will result in:
• Meeting the sales targets outlined both 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.
• Defining a clear strategy on:
• how to target new sales opportunities, which segments to focus on,
• resources to use, coordinated with other functions on Global, European, and country level.
• Assessment of the sales opportunities with the largest European/Global companies and focus on prospects with significant potential
• Building a strong long-term sales pipeline with concrete actions and follow-up.
• Contribute to the continued development of Client Value Proposition for Global Clients
• Building a strong relationship with key decision makers (Chief Security Officer, Chief Procurement Officer, etc) at the defined prospects, together with Technology and Solutions sales as well as the country sales & key account managers.
• Budgeted deliverables are met.
• Position Securitas as the leading

Accountabilities and Performance Measures

• Monitor key metrics to ensure that budgeted deliverables are met.
• Monitor new sales on Global clients financial & strategic metrics.
• Reviewing pipeline, reviewing any obstacles, and identifying 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

• 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.
• Skill in highly persuasive oral and written communications, including effective executive-level presentation skills with ability to respond to challenging questions from all type of stakeholders.
• Experience of 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 of 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