What Does A Head of Sales Do?

WHAT DOES A HEAD OF SALES DO?

Overview Job Description Resume Cover Letter Skills Roles

Updated: Oct 17, 2025 - The Head of Sales leads the development and execution of revenue growth strategies, overseeing enterprise, mid-market, and SMB sales, client success, and merchant services to achieve ambitious OKRs and P&L targets. This role involves shaping and implementing a robust go-to-market plan, fostering cross-functional cohesion, and driving customer value through targeted acquisition, retention, and expansion initiatives. The position also champions market engagement, leverages customer insights to influence the product roadmap, and ensures the business operates with clear KPIs, effective leadership, and a high-performance sales organization.

A Review of Professional Skills and Functions for Head of Sales

1. Head of Sales Role Purpose

Customer Relationship Management: Build and maintain strong relationships with existing and new customers.
Performance Management: Ensure that the team’s outputs and performance are in line with the region and business unit strategy.
Sales Management: Manage and own all aspects of the sales process within the region.
Budgeting and Forecasting: Provide full periodic budgeting and forecasting.
Business Development: Plan and lead sales development and new business for the region.
Market Intelligence: Provide accurate and informed regional intelligence.
Reporting: Maintain internal reporting.
Campaign Review: Review and advise on all promotional campaigns for the country in line with the ad sales policy.

2. Head of Sales Essential Functions

Sales Management: Manage and grow a high-performing sales organization.
Network Expansion: Expand the network of real estate agents.
Marketing Leadership: Contribute to and lead new marketing initiatives.
Process Improvement: Improve processes and training programs.
Executive Reporting: Report to the executive team.
Regional Leadership: Become the leading figure of the company in the new region.
Leadership by Example: Lead by example by actively participating in the work.
Sales Targets Achievement: Ensure all sales targets are met and exceeded in line with company expectations.
Sales Strategy Implementation: Play an active role in defining and implementing the sales strategy.

3. Head of Sales Additional Details

Reporting: Direct report to the general manager and functional report to the Chief Revenue Officer.
Team Management: Responsible for the sales team, including recruitment, training, and management.
Commercial Growth: Lead commercial growth by establishing long-term commercial partnerships with key customers.
Client Acquisition: Increase sales growth rates by acquiring new clients in the market.
Team Coordination: Coordinate and lead the team to achieve the company’s objectives with flawless execution.
Value Proposition Improvement: Improve the quality of the offer by continuously adapting the value proposition to the market.
Forecasting: Conduct weekly forecast meetings.
Sales Monitoring: Consistently monitor the sales activity of the team.

4. Head of Sales Roles

Customer Acquisition: Acquire new customers for the edge cloud computing IoT platform.
Client Retention: Nurture the existing client base.
Lead Generation: Research and generate prospective accounts in targeted markets, pursue leads, and follow through to successful agreements.
Product Collaboration: Work closely with the product development team.
Sales Optimization: Optimize the existing sales structure.
Sales Reporting: Develop structured sales reports.
Quotation Management: Take responsibility for generating quotes.
Sales Planning: Be responsible for sales planning, reporting, and project controlling.
Industry Awareness: Follow the latest industry developments and stay up to date on corporate competitors.
Team Leadership: Manage and mentor a team of young professionals.

5. Head of Sales Tasks

Sales Achievement: Drive sales objectives and achieve commercial budgets and targets.
Opportunity Identification: Identify new sales opportunities and build client relationships across multiple sectors, including F&B and financial services.
Business Generation: Generate new business by meeting potential clients, understanding their needs, and providing relevant solutions.
Sales Process Management: Manage the sales process to close new business opportunities.
Sales Reviews: Conduct weekly, monthly, and quarterly sales reviews with country sales representatives.
Team Development: Build a high-performing sales team by providing strong mentorship, coaching, and guidance.
Stakeholder Collaboration: Build strong and collaborative relationships with other internal stakeholders.
Performance Oversight: Oversee the development and performance of sales account managers against key performance indicators.

6. Head of Sales Details and Accountabilities

Team Leadership: Manage and lead the team to ensure the achievement of targets.
Sales Strategy: Identify sales opportunities and create effective sales strategies.
Deal Negotiation: Negotiate complex deals with C-level stakeholders.
Customer Relationships: Establish and foster partnerships and relationships with key customers in the region.
Stakeholder Collaboration: Collaborate with internal stakeholders to ensure the team has the necessary resources for success.
Activity Reporting: Keep management informed by submitting relevant activity updates and reporting results in HubSpot.
Sales Excellence: Lead by example on sales excellence, including proper use of Salesforce.
Business Development: Drive new business wins while also managing the company’s long-standing key accounts.

7. Head of Sales Overview

Sales Strategy Development: Formulate and propose various sales strategies following the business plan.
Team Guidance: Guide and drive the team of executives to generate business.
Activity Execution: Ensure the execution of activities such as CMEs, workshop camps, patient education programs, and lifestyle management programs as per phase-wise marketing plans.
Market Expansion: Explore new geographical areas, markets, and catchment areas.
Market Intelligence: Gather market intelligence to capitalize on opportunities and maintain a competitive market position.
Health Promotion: Conduct in-house camps and promote health awareness days.
Brand Promotion: Promote the brand effectively.
Sales Strategy Execution: Execute the sales strategy.
Customer Relationship Management: Serve as a customer liaison and manage relationships, including understanding customer culture.

8. Head of Sales Job Description

Pipeline Development: Establish a strong pipeline for the enterprise tech solution.
Go-to-Market Strategy: Create and execute a go-to-market strategy and drive revenue.
Client Relationship Management: Build, manage, and develop relationships with potential clients.
Market Awareness: Work closely with marketing to drive market awareness of innovative technology solutions through public seminars, workshops, conferences, and other measures.
Sales Goals Achievement: Meet monthly and quarterly sales goals.
Deal Negotiation: Negotiate sales prices to close deals.
Product Feedback: Share client needs and demands that would feed into the product development process.
Customer Retention: Maintain contact with customers to develop further business.
Market Research: Conduct market research and analysis to create detailed business plans on commercial opportunities, including expansion and business development.

9. Head of Sales Functions

Revenue and Profit Growth: Exceed the company’s ambitious growth plans in terms of both revenue growth and profitability of sales.
Opportunity Management: Drive large-scale opportunities in manufacturing and digitalization.
Sales Plan Implementation: Manage the implementation of the sales plan by collaborating with a highly professional, polished, and results-oriented team.
Business Development: Develop and initiate strategies that create new business and build key accounts.
Account Management: Lead account management and joint business planning with the service line.
Team Coaching: Drive the daily work of the sales team to ensure they have the right coaching and support to develop the right sales actions to achieve their goals.
Activity Reporting: Produce weekly and monthly activity reports.
Sales Forecasting Discipline: Drive accurate and disciplined sales hygiene, holding the sales team accountable for accurate and reliable monthly and quarterly bookings forecasts.

10. Head of Sales Accountabilities

Training Program Management: Plan, develop, and coordinate product training and sales programs.
Instructional Design: Prepare training materials, develop instructional content, and determine methodology.
Training Delivery: Conduct training and sales sessions and develop criteria for evaluating the effectiveness of training activities, increasing the proficiency of instructors.
Training Plan Revision: Revise training plans to meet new training requirements and keep information up to date.
Training Coordination: Coordinate training schedules, dates, and logistics, and maintain all training systems and databases related to product training.
Training Evaluation: Track, report, and evaluate the effectiveness of training solutions and make changes to programs based on feedback.
Knowledge Assessment: Evaluate the knowledge of class participants to determine training and sales needs and effectiveness.
Cross-Functional Collaboration: Collaborate with marketing and product teams to further drive sales, product adoption, and development of the product roadmap.

11. Head of Sales Job Summary

Sales Team Management: Build and manage the local sales team.
Lead Targeting: Map strategically and target leads in key verticals.
Pipeline Development: Create and grow a sales pipeline for all business lines.
Performance Reporting: Present returns per business account to management and ensure reporting on implemented actions, established contacts, and signed deals.
Key Account Management: Ensure that key accounts are satisfied by communicating their needs effectively to account management and operations.
Cross-Team Collaboration: Collaborate across teams, including product and operations, to better focus client-facing efforts, taking the initiative to identify issues and find solutions.
Sales Presentation: Build and deliver compelling demonstrations, pitches, and sales materials with the support of the marketing team.
Project Leadership: Create and lead cross-team projects and contribute to the global commercial strategy.
Brand Representation: Represent the brand at various events such as fairs and conferences relevant to the market.

12. Head of Sales Responsibilities

Regional Sales Management: Manage a sales team across the region.
Network Building: Build an extensive network in the restaurant, pub, and takeaway sector, ensuring the company remains the go-to platform for digital ordering in this market.
Team Building: Build a talented sales team.
Sales Forecasting: Produce accurate, ambitious, and achievable sales forecasts for the region and territories based on activity, pipeline position, and market conditions.
Deal Negotiation: Negotiate terms and manage deals with top customers through innovative pitches and proposals.
Value Proposition Communication: Understand and effectively communicate the company’s value proposition, technology offering, processes, and current partnerships.
Data Analysis: Analyze data and identify trends that will increase revenue.
Product Collaboration: Communicate with the product and engineering departments to find solutions for any customer bugs raised by the teams.

13. Head of Sales Details

Team Management: Manage a team of salespeople.
P&L Responsibility: Be responsible for P&L for the retail channel, eCommerce, and business.
Sales Forecasting: Secure monthly forecasting.
Client Support: Provide ongoing support to high-value clients, implement business strategies to achieve profitable business relationships, and identify new revenue opportunities.
Account Management: Develop and maintain strategic business relationships with major accounts to promote brand awareness and profitable business relationships.
Direct Sales Oversight: Oversee the direct sales process for both retail channel and e-commerce, aiming to meet and/or exceed sales targets.
Product and Pricing Agreements: Engage in headquarters dialogue to set product and price agreements, including listings and promotions.
Sales Performance Improvement: Identify new ways to improve sales performance in both retail and eCommerce.
Market Awareness: Ensure market awareness of industry and competitors.

14. Head of Sales Duties

Revenue Responsibility: Full revenue responsibility for B2B Sales Activities.
Team Leadership: Hire, lead, coach, and motivate a team of experienced Sales Managers and Account Managers.
Business Development: Identify and create new opportunities, increase operational efficiencies, and implement new business strategies.
Market Monitoring: Constantly observe the market and the competitive situation.
Customer Engagement: Work closely with Enterprise Customers to understand their needs and find the best solutions for them.
Stakeholder Collaboration: Work closely with Management and other Stakeholders representing the Sales Department to optimise product portfolio, value propositions, and processes.
Sales Forecasting: Deliver an accurate sales forecast by utilising the relevant company procedures.
Market Analysis: Conduct market analysis to develop new business opportunities by identifying new market channels as well as increasing market share with existing customers.

15. Reginal Head of Sales General Responsibilities

Leadership: Lead, coach, and motivate a team of district managers to achieve sales and profit targets by location.
Customer Experience: Execute initiatives to deliver an outstanding customer experience, in line with brand and experience guidelines, to achieve exceptional customer satisfaction.
Strategic Alignment: Align each district with annual company and sales objectives by driving the company’s mission, vision, and values.
Talent Development: Recruit, train, and create succession plans for top talent within the region, ensuring optimal staffing at all times.
Operational Compliance: Ensure operational objectives and compliance are met as per company standards, and identify areas of improvement to create process and system efficiencies.
Issue Resolution: Address customer issues, ensuring all escalations are resolved on time with positive outcomes.
Health & Safety: Lead by example by being a health and safety champion for the region.
Relationship Building: Encourage and foster a positive working relationship between staff and store managers.

16. Head of Sales Key Accountabilities

Team Management: Manage, hire, and develop a team of international regional sales leaders across multiple regions.
Data-Driven Sales: Use a data-driven approach to seize high business value opportunities and optimize lead-to-sale conversion.
Sales Coaching: Coach sales teams to deliver outstanding customer experiences that foster sustainable repeat business.
Sales Culture: Promote the right sales spirit and define operational standards that scale for a team growing from 20 to 50 advisors within a year.
Performance Assessment: Assess performance towards business goals and work with the head of operations and founders to share updates and progress of initiatives.
Client Insights: Generate and leverage client insights across departments, including supply/artist liaison, marketing, product, customer service, and logistics.
Market Operations: Operate in a fast-paced luxury goods and digital environment in the global contemporary art market.
Culture Building: Bring an authentic culture unique to the market while ensuring it is one of performance, accountability, inclusion, and fun.

17. Head of Channel Sales Roles and Details

Team Leadership: Lead, mentor, and empower a team of two channel sales experts.
Channel Sales: Champion all channel sales initiatives, activities, and opportunities, ensuring measurement and performance in channels.
Product Alignment: Work closely with technology teams to ensure products align with the channel sales strategy.
Market Positioning: Present, pitch, and position the company as a market leader in channel sales.
Opportunity Development: Identify and strategically capitalize on high-value commercial opportunities.
Partnership Building: Foster long-term partnerships with key industry centers of influence.
Sustainability KPIs: Cascade the sustainability key performance indicators of the sales function to drive departmental performance.
Talent Development: Contribute to identifying high-potential employees and potential successors in the sales team, and work with HR to implement development actions.

18. Head of Sales Responsibilities and Key Tasks

Team Leadership: Lead and manage a team of account managers.
Business Planning: Develop and execute short, medium, and long-term enterprise business plans.
Target Achievement: Meet and exceed individual and team targets.
Customer Adoption: Accelerate customer adoption by identifying specific enterprise customer segments and industry verticals to approach with a value proposition for using cloud services.
Strategic Relationships: Develop long-term strategic relationships with key accounts at the C-level.
Forecast Management: Maintain an accurate forecast and various business reports.
Value Proposition: Create and articulate compelling value propositions around cloud services.
Strategy Presentation: Prepare and deliver business strategies and reviews to the senior management team.
Customer Satisfaction: Ensure customer satisfaction.

19. Head of Sales Duties and Roles

Revenue Growth: Accelerate revenue growth and sales productivity for print and digital products, as well as sales for other potential offerings that may benefit clients.
Advertising Support: Work with the marketing and production teams to ensure each printed publication is optimally supported by advertising placements.
Digital Sales: Work with the sales and marketing teams to ensure each digital service’s revenue targets are achieved each month.
Account Retention: Work with the sales teams to reduce account churn through the creation and optimization of new and relevant digital offerings and print or digital advertising retention campaigns.
Partner Collaboration: Collaborate with key strategic partners to maximize the sales and exposure of products and services in the target market area.
Business Development: Work internally across finance, legal, product, and executive leadership to develop new business cases and make suggestions on new market initiatives.
Team Leadership: Recruit, onboard, train, and lead a team of marketing consultants capable of consistently meeting or exceeding sales targets for all offerings.
Customer Satisfaction: Ensure customer satisfaction and retention.
Business Planning: Contribute to planning and improve business performance as an active member of the Leadership Team.
Policy Compliance: Maintain compliance with all company policies and regulations.

20. Head of Sales Roles and Responsibilities

Sales Accountability: Be accountable for achieving assigned order intake, targeted margin, and related objectives for the business.
Team Leadership: Manage and lead local sales personnel, ensuring the development of team members and building a strong local sales and marketing team.
Global Collaboration: Collaborate with the global sales and marketing team to coordinate and support resources globally and locally, providing a structured approach to key customers in the country.
Regional Sales: Manage and lead new sales and marketing activities in the region together with the global sales team in alignment with the business line and division strategy.
Key Account Management: Handle key accounts in the country alongside the service sales and marketing team, coaching, motivating, and developing direct and indirect subordinates according to best practices.
Marketing Support: Support and coordinate with business development and marketing communication activities in the region.
Quotation Management: Work with the local sales team to prepare and submit quotations to customers with business line support.
Contract and Forecasting: Assist in contract negotiations, project handovers, budgeting, forecasting, and actions needed to achieve targets locally and regionally.

21. Head of Sales Role Purpose

Lead Conversion: Improve and scale lead conversion to grow near-term revenue, focusing initially on inbound sales.
Team Leadership: Lead and expand the account executive team to meet ambitious revenue growth goals.
Sales Process: Scale programs, processes, and playbooks to efficiently move prospects through the decision-making process to close.
Sales Funnel Management: Capture ideas, organize, and define priorities and projects related to the sales funnel, collaborating with marketing to implement and measure results.
Sales Experimentation: Run experiments to test new sales language, deal structures, materials, and lead conversion tactics, leveraging new feature releases to spark and capture new business.
Enterprise Sales: Assume direct responsibility for converting larger companies and brands, using these experiences to guide enterprise offering strategies.
Cross-Functional Collaboration: Collaborate closely with marketing, product, and executive teams to advocate for necessary marketing initiatives, product features, and professional services to sell effectively to larger prospects.
Outbound Strategy: Design and implement outbound approaches to build relationships with successful creators and brands, positioning the company as the obvious choice when they are ready to launch communities.
Competitive Research: Run competitive research efforts to analyze customer alternatives.

22. Head of Sales Essential Functions

Sales Leadership: Drive sales results through sales managers and account executives.
Pipeline Management: Ensure correct pipeline contribution levels through the outbound SDR team.
Sales Training: Develop, drive, and lead internal sales training and foster a continuous improvement culture.
Process Adherence: Drive adherence to processes and best practices.
Sales Meetings: Facilitate regular sales meetings, including won/loss reviews, customer feedback sessions, and monthly retrospectives.
Go-to-Market Strategy: Work with the CRO to create and execute the sales department’s go-to-market and operational strategies to grow revenue.
Sales Forecasting: Develop and deliver accurate sales forecasts in line with business objectives, managing and controlling sales pipelines, funnels, processes, and reporting.
Deal Support: Support the sales team in day-to-day operations, including executive support on deals, creating close/win strategies, client negotiations, and leveraging internal resources to support team outcomes.

23. Head of Sales Additional Details

Team Management: Manage the team through recruiting, hiring, training, and daily oversight.
Process Optimization: Improve operational efficiency and develop processes to optimize performance.
Sales Growth: Drive the growth of the direct sales business unit by preparing the team to effectively qualify opportunities, conduct product demonstrations and presentations, and close sales.
New Hire Training: Accelerate the ramp time of new hires by providing training in sales, industry knowledge, software, and processes.
Coaching: Develop team members through call-shadowing with immediate feedback and ongoing one-on-one coaching.
Pipeline Management: Manage the team’s pipeline closely to ensure accurate revenue forecasting.
Deal Leadership: Actively participate in the sales cycle to provide leadership and strategic support for large deals.
CRM Management: Oversee leads and pipeline management in the CRM system.
Sales Reporting: Track and report sales metrics using Tableau.
Sales Leadership: Lead and manage the sales team, including resource allocation, hiring, mentorship, and performance management.
Market Understanding: Understand the assigned sales market and develop the skills of sales representatives and managers to work effectively within these accounts.

24. Head of Sales Roles

Sales Supervision: Manage the front line and oversee sales transactions.
Policy Compliance: Ensure all company policies and procedures are met.
Team Motivation: Lead and motivate agents to improve customer service with clients, supporting and helping them achieve success.
Strategic Planning: Set up sales projections and budgets, and design and implement strategic plans to reach sales targets.
Sales Objectives: Develop and promote weekly, monthly, and quarterly sales objectives, and submit detailed and accurate sales reports.
Prospecting: Find prospects and leads, investigate them before making contact, and qualify opportunities.
Client Needs Analysis: Work with agents to understand client business needs and goals, identify client persona profiles, and resolve any client issues.
Customer Relationships: Cultivate strong, long-lasting relationships with customers to grow loyalty.
CRM Management: Monitor the company’s CRM system to ensure all data is entered accurately.
Recruitment and Training: Recruit, hire, and train new sales representatives, and establish a sales training program for onboarding.
Sales Reporting: Track, collect, and interpret sales figures, and prepare reports.
Budget Control: Control expenses and monitor budgets.

25. Head of Sales Tasks

Sales Leadership: Lead the salesforce and other supporting functions to drive sales and store expansion nationwide.
Sales Strategy: Plan and implement sales strategies to achieve geographic expansion, revenue generation, increased market share, and overall business growth.
Business Negotiation: Engage in day-to-day strategic business direction, sales initiatives, and terms negotiation with key decision-makers.
Market Analysis: Monitor and analyze market trends and competitor activities to provide necessary support to the sales team for achieving the business plan.
Marketing Collaboration: Work closely with marketing and category teams to implement customer-driven strategies, promotion campaigns, and other relevant activities.
Team Management: Manage the sales team by communicating clear job expectations, addressing arising issues, and monitoring weekly, quarterly, and yearly performance.
Sales Training: Provide sufficient training to sales teams through both intensive and on-the-job training modules.
Channel Programming: Provide input on programming for each channel to maximize ad sales opportunities.
Channel Performance: Maintain knowledge of channel performance, including ratings, shares, and current and future programs and projects.

26. Head of Sales Details and Accountabilities

Team Building: Build a sales team for the target market from scratch.
Performance Management: Lead the team in a performance-driven way, guided by KPIs such as revenue growth, customer retention, customer growth, and revenue per customer growth.
Customer Acquisition: Identify and close new B2B customers with a focus on medium- to large-sized D2C companies and retailers.
Relationship Management: Build and maintain close relationships with existing customers, develop and manage relationships with eCommerce industry leaders, and build a network of experts.
Sales Campaigns: Plan and set up sales campaigns in close collaboration with the marketing team and conduct sales analyses.
Growth Initiatives: Strive for continuous improvement and explore new ways to increase customer acquisition through strategic growth initiatives such as partnerships with logistics or SaaS companies.
Sales Documentation: Document all sales activities in Microsoft Dynamics or Salesforce.
Market Awareness: Stay up to date with the latest real sales trends and best practices.

27. Head of Sales Overview

Sales Culture: Create a culture of success and ongoing business and goal achievement.
Talent Attraction: Become known as an employer of choice and build a sales force that top salespeople want to join.
Sales Growth: Deliver sales growth through the utilization of all available sales channels.
Sales Management: Independently manage the sales team and process from strategy through lead generation, opportunity, closing sales, monitoring customer satisfaction during project execution, and after-sales experience.
Sales Strategy: Build sales strategy and operations plans by exploring existing and new sales channels and co-create a lead generation strategy.
Client Relationships: Manage and build relationships with potential and existing clients and partners.
Process Improvement: Continuously improve the sales process and adjust the approach to meet client needs and sales budget.
Career Coaching: Career coach members of the sales capability.
Go-to-Market: Contribute to the implementation of Sales and Marketing go-to-market priorities.

28. Head of Sales Job Description

Team Leadership: Lead, direct, and motivate the business development team and manage talent across the company’s operational areas.
Partnership Strategy: Build a holistic cross-market and cross-product strategic partnership plan.
Sales Strategy: Develop and execute a sales strategy with the CRO and CEO through effective media planning, pitch deck creation, and relationship management to achieve sales objectives and set targets.
Team Management: Build and manage a high-performing team covering multiple regions, regularly assessing the team’s maturity, health, and composition, and striving for cohesion gains across the board.
Revenue Generation: Head the process of generating revenue through sponsorships and endorsement deals, from sourcing, structuring, and closing to campaign implementation and partner retention.
Pipeline Management: Develop and manage sales pipelines for multiple company verticals.
Business Development: Explore, craft, and initiate new business opportunities.
Brand Leverage: Leverage partners to continually strengthen the company’s brand.
Partner Relationships: Develop and maintain relationships with prospective and current partners across gaming and non-gaming verticals.
Business Insights: Learn the product, analyze user behavior, and build a business strategy based on insights.
Revenue Targets: Achieve revenue margins and sales productivity efficiency targets within assigned tasks.

29. Head of Sales Functions

B2B Growth: Own, develop, and implement strategies for the significant growth of the B2B segments (corporate, government, hospitality, private) in the market.
Sales Planning: Develop strategic sales plans to identify, approach, and secure key accounts.
Enterprise Sales: Personally lead and attend key sales meetings and leverage a professional network to unlock targeted strategic enterprise accounts.
Performance Management: Utilise sales reporting and KPI dashboards to ensure best-in-class sales performance management.
Team Coaching: Train, coach, and mentor the team in the identification, approach, acquisition, and management of key accounts, ensuring high-quality sales pitches.
Sector Development: Build and grow new sectors within the commercial department, such as media, law firms, and consulting firms.
Demand Generation: Own the B2B strategy and execution of demand generation programs, focusing on large and extra-large accounts/enterprises and strategic partnerships across multiple industries and use cases.
Client Advocacy: Represent the voice of local clients and engage with the product team to guide product improvements based on in-depth knowledge of the marketplace.
Brand Representation: Represent the company through attendance, exhibition, or speaking opportunities at events, trade shows, and conferences locally, nationally, and internationally.
Client Engagement: Travel to client meetings or events nationwide or internationally.
Team Development: Develop and invest in team members to ensure employee engagement and satisfaction are optimized.

30. Head of Sales Accountabilities

Sales & Marketing Strategy: Work closely with the managing director and cross-functional teams to develop and implement a sales and marketing strategy to meet financial targets.
Market Analysis: Analyze and understand market trends and competitor activity to enable the team to exploit market opportunities and remain competitive.
Business Opportunities: Identify beneficial business opportunities and prepare requests for proposals to increase the client portfolio.
Sales Reporting: Prepare forecasts and sales KPI reports for the executive management and the group sales department.
Pipeline Management: Drive and monitor the sales pipeline and provide visibility during management committee and business reviews.
Product Launch: Ensure the successful launch of new products and the development of competitive pricing models.
Value Proposition: Understand products and effectively communicate value propositions to customers.
Customer Relationships: Build long-lasting relationships with customers while partnering with them to better understand their business needs and objectives.
Customer Acquisition: Identify potential new customers and develop strategies to onboard them.
Partnership Development: Develop high-quality partnership relationships with customers and potential customers by establishing excellent customer service standards and ensuring successful delivery.
Sales Negotiation: Lead the negotiation of key sales transactions along with the managing director, legal, and group sales representatives.
Stakeholder Communication: Communicate and present information to stakeholders regarding contracts.
Contract Management: Monitor contracts and move forward with close-out, extension, or renewal.

31. Head of Sales Job Summary

Growth Strategy: Work across a cross-functional team, including product and marketing, to establish a scalable growth strategy to ensure the company meets its revenue and growth objectives.
Revenue Ownership: Own new business revenue and maintain accountability for total revenue, including new business, upsell, and churn.
Team Leadership: Lead a team based in multiple regions to meet and exceed monthly, quarterly, and annual team targets by generating a sales pipeline, accelerating active opportunities, driving to close, and growing existing client relationships.
Team Development: Build and develop a high-performing team of SDRs and customer success executives.
Business Metrics: Develop, systematize, and communicate key business metrics, including sales responsiveness and quality, pipeline effectiveness, revenue churn, CAC, and LTV.
Market Expertise: Become a subject matter expert in the domain and continuously review the market to determine customers’ changing needs.
Deal Support: Lead client meetings to help close major deals with the sales team.
Product Advocacy: Advocate for product and engineering changes or advancements that would enable revenue opportunities.

32. Head of Sales Responsibilities

Team Support: Support a team of salespeople, with 2 sales managers and 1 sales analyst reporting directly.
Team Empowerment: Inspire and empower the team, ensuring experts have everything they need to run their areas of ownership, leading with trust and by example while tackling challenges, boosting motivation, and driving performance.
Team Development: Build and develop a productive and engaged team through training, experience sharing, coaching, raising performance standards, and celebrating success.
Cross-Country Collaboration: Connect with heads of sales in other countries to share best practices, network, and collaborate daily, meeting in person every six months.
Leadership Contribution: Play a key role in the leadership team beyond the sales scope, impacting company development and contributing to building an inspiring and innovative culture.
Sales Strategy: Take responsibility for the national sales strategy by identifying and prioritizing markets based on potential and opportunities to support hyper-growth in a scale-up environment.
Partnership Optimization: Optimize the impact of partnerships by improving the sales process, ensuring post-sales quality, and delivering long-lasting partner relationships.
Strategic Collaboration: Work closely with marketing, success, and key accounts teams to develop a coherent and strong sales strategy.
Process Improvement: Collaborate with international sales colleagues to continuously improve existing processes and partnerships.

33. Head of Sales Details

Sales Strategy: Develop and implement the commercial sales strategy in the utilities and telco sectors, aligned with the corporate strategy.
Leadership Contribution: Serve as a key member of the leadership team, actively contributing to strategy development, business planning, budget cycles, and investment decisions.
Commercial Capabilities: Lead and contribute to the development of broader commercial capabilities, including strategy, governance, people, processes, and technology, as a business-wide expert in consultative commercial sales opportunities.
Revenue Growth: Grow profitable revenue against an ambitious multi-year plan with an associated global business presence.
Business Relationships: Create and maintain strategic business relationships with industry partners and potential customers to grow the company’s profile, expand its network, and develop commercial opportunities.
C-Suite Engagement: Operate at the highest business levels (C-suite) in diverse environments, including both highly developed and less developed nations.
Strategic Partnerships: Create and maintain internal and external strategic partnerships to identify, develop, and deliver viable and profitable products and services.
Negotiation: Represent the company in negotiations with customers, suppliers, and stakeholders to secure effective contract terms and commercial outcomes.
Customer Success Leadership: Provide strong leadership to the customer success team, ensuring all commercial activities meet or exceed key performance indicators and business objectives.
Budget Management: Manage and control the commercial sales budget and accounts, reporting.

34. Head of Sales Duties

Sales Strategy: Develop, implement, and execute the sales strategy for regional responsibility within the power generation and gas onshore market.
Team Leadership: Lead a team of regional sales managers, application engineers, and sales support staff responsible for selling engines and diesel and gas systems.
Sales Planning: Manage area-specific sales planning of order income, sales, and turnover within strategic and operational planning frameworks, including annual and monthly forecasts for the specific application.
Distributor Support: Support distributors in developing distribution sales with a focus on growing sales and sales engineering capabilities to expand market access and market share.
Business Planning: Create an annual business plan, control and supervise its execution through quarterly business reviews, and negotiate and sign individual supply contracts and frame contracts with OEMs and end-users within the distribution business definition.
Customer Management: Systematically identify, analyze, and manage current or potentially important customers.
Application Engineering: Develop and manage a centre of excellence for regional application engineering to meet local market requirements, create non-standard offerings, and deliver turnkey solutions for power generation and oil and gas projects, while contributing to the global strategy for the specific sub-application.
Brand Promotion: Plan, coordinate, and ensure the successful execution of seminars, conferences, and roadshows to increase brand awareness, influence specifications, and improve market penetration.

35. Head of Sales General Responsibilities

Sales Strategy: Define a clear and compelling sales strategy.
Goal Setting: Translate business objectives into specific goals and execution plans.
Account Development: Drive a culture of strong execution, focusing on developing new enterprise and mid-size commercial accounts, expanding and cross-selling new products, while ensuring high retention rates on existing accounts.
Team Leadership: Lead, coach, develop, and support the sales team to consistently meet or exceed SaaS subscription bookings, revenue growth, and ARR targets, crafting and leading sales strategies and executing plays at every stage of the sale.
Process Improvement: Build or improve on the execution of defined sales, pipeline development, and forecasting processes.
Opportunity Development: Develop and expand existing enterprise relationships with rigorous attention to client needs, business drivers, and buying behavior for cross-sell and upsell opportunity development.
Executive Relationships: Develop relationships at the C- and VP-level, ensuring the establishment of long-term and productive strategic relationships.
Value Proposition: Understand and effectively communicate the value proposition, technology, and product set in senior-level presentations.
Territory Planning: Develop and execute strategic account and territory development plans to achieve or exceed bookings goals while building a strong pipeline with the sales team.
Talent Acquisition: Hire top-quality talent and lead the sales team to improve skills and product knowledge to support sales excellence.
Marketing Collaboration: Partner closely with the marketing team to refine and optimize inbound lead generation to align with sales efforts.
Customer Success Collaboration: Collaborate with customer success and account management teams to ensure overall customer success and increase opportunities for upselling and cross-selling.

36. Head of Sales Key Accountabilities

Business Development: Identify new business opportunities and consistently pursue them to successful completion.
Pipeline Management: Establish an RPO and MSP pipeline through new customer acquisition, analysis of existing customer relationships, and sustainable further development.
Lead Generation: Collaborate with the marketing department to jointly develop content marketing and sales-supporting measures for lead generation.
Team Collaboration: Work closely with the EMEA RPO and sales teams.
Client Engagement: Engage in proactive, targeted discussions with senior-level client stakeholders (e.g., in purchasing, HR, IT) regarding innovative solutions.
Customer Relationships: Establish trusting and cooperative customer relationships.
Contract Negotiation: Negotiate contracts independently within the agreed framework.
Event Management: Implement customer events for the HR sector, such as thought leadership sessions.
Partnership Expansion: Expand partnerships in the technology environment (e.g., VMS, ATS) through regular meetings and joint customer presentations.
Client Presentations: Prepare, create, and deliver client presentations at management and decision-making levels in HR.
Matrix Collaboration: Collaborate and build consensus when working in a matrix structure throughout the entire sales process.
Solution Development: Maintain continuous exchange regarding solution models with practice leads of the divisions and other departments, including marketing, finance, and key account management.
RFX Management: Coordinate, support, and execute RFIs, RFPs, and other RFX processes.
Reporting: Participate weekly and monthly in internal exchanges and create reports.

37. Head of Sales Roles and Details

Sales Strategy: Develop the sales strategy for the country, including defining pricing structure, sales strategy, and targets.
Sales Policy: Implement the company’s sales policy for the country.
Team Management: Manage and develop the local ad sales team.
Business Development: Support proactive selling by finding new business and advertisers and leveraging existing assets.
Client Representation: Represent the company before advertising agencies and advertisers, maintain contacts with them, and participate in events with or for agencies and advertisers.
Negotiation: Lead the annual negotiation process with agencies and clients.
Customer Relations: Maintain contact with direct customers and executives at media agencies.
Agent Management: Manage the relationship with the company’s ad sales agent in the country.
Sales Advisory: Advise the sales force on strategies for successful sales.
Sales Operations: Manage, monitor, and develop the sales team, guiding daily sales operations.
Budget Planning: Work with finance to set the overall ad sales budget for the year.
Target Setting: Set individual budget targets and tasks for the sales staff based on the overall ad sales budget, job descriptions, and individual competencies and abilities, monitor execution, and evaluate personal performance.

38. Head of Sales Responsibilities and Key Tasks

Acquisition Strategy: Define the acquisition and expansion strategy within market segments for companies with 200 to 5,000 employees.
Objective Setting: Set team objectives to achieve daily, weekly, and quarterly targets.
Relationship Management: Establish and maintain relationships with customers, industry influencers, and key partners.
Business Development: Actively engage in the sales process and lead from the front in driving new business sales.
Cross-Department Collaboration: Collaborate across all departments, including Marketing, Customer Success, and Partner Channel, to meet the rapidly expanding needs of the sales organization.
Sales Planning: Plan sales strategies and manage forecasts.
Team Leadership: Lead the team to exceed annual quota targets while developing their knowledge and skills.
Forecast Management: Prepare accurate forecasts, build a funnel to cover bookings targets, document activities in Salesforce, and complete other tasks necessary to drive revenue and communicate activities to sales management.
Sales Cycle Management: Lead the complete sales cycle, orchestrating and leveraging resources such as partners, Customer Success teams, Sales Management, and Executive Leadership.
Revenue Achievement: Work autonomously to meet and exceed assigned revenue targets and goals.
Budget Planning: Plan the ARR budget.
Talent Development: Participate in the hiring process and contribute to the development of the sales team.

39. Head of Sales Duties and Roles

Sales Leadership: Lead the new sales organization, managing change with an inclusive but directive approach that inspires sales teams to visualize and engage with the sales growth plan.
Strategic Planning: Develop a bold strategic sales plan for the region, identifying where and how sales efforts should be concentrated across product lines based on target growth areas and prime development opportunities, direct in some markets and through exclusive distribution partners in others.
Commercial Planning: Create robust commercial plans to support investment requests that can withstand senior leadership scrutiny.
Operational Planning: Develop and formalize operational action plans to improve or adapt the organization and its working processes, ensuring adherence throughout the area, particularly within the selling system.
Pipeline Management: Gain a deep understanding of the markets and implement an effective sales pipeline and lead tracking process to ensure accurate future sales forecasting.
Performance Measurement: Define and implement methods for measuring and monitoring sales team performance, enabling targeted improvements through the Salesforce CRM platform to drive sales efficiency.
Team Development: Coach, develop, and motivate team members to ensure they have the competencies and commitment to achieve business objectives and reach their potential.
Market Insights: Continuously research and gather market and customer insights across all territories, sharing knowledge internally with other functions.
Stakeholder Engagement: Act as a senior ambassador for the business by attending industry events, networking with key stakeholders, and developing relationships with strategically important customers.
Leadership Representation: Represent sales at leadership team meetings alongside marketing, finance, concept design, HR, technical, and customer service.

40. Head of Sales Roles and Responsibilities

Business Assessment: Work closely with the sales leadership team and the global head of sales to assess the current business, develop a deep understanding of the product, customers, addressable market, their use of technologies, and how they are currently sold and supported.
Country Leadership: Act as country lead, taking on the responsibility of driving cohesion among all functions within the region to deliver against OKRs and P&L.
Revenue Growth: Take hands-on responsibility for driving revenue growth and customer value.
Revenue Ownership: Own revenues end-to-end, including enterprise, mid-market, and SMB sales, client success, and merchant services.
Go-to-Market Strategy: Further develop the go-to-market strategy and plan, taking into account the various customer groups served.
Account Expansion: Execute on cross-sell and upsell opportunities within existing accounts.
Priority Setting: Set clear priorities, communicate them transparently, and translate them into actionable, pragmatic deliverables.
KPI Management: Ensure the business operates on the right set of consistent KPIs and has the right go-to-market team in place to succeed across sales and client success.
Target Achievement: Establish monthly, quarterly, and annual revenue targets and deliver against them.
Product Insights: Drive innovation into the product roadmap through the delivery of key customer insights.
Market Education: Take every opportunity to inform and educate the market about the company.
Management Collaboration: Develop cohesive and productive relationships with all members of the management team.
Business Scaling: Play a pivotal role in the development and leadership of the business through its scaling journey.

41. Head of Sales Role Purpose

Employee Coaching: Coach employees in their professional development.
Performance Review: Review employee performance and correct any insufficient results.
Management Liaison: Act as a liaison for KMS Management to support business area strategies.
Process Optimization: Determine the best methods to complete procedures and processes.
Resource Development: Develop strategies for growing sales resources, including employees and software tools.
Goal Setting: Set goals for sales personnel.
Performance Analysis: Review and analyze sales performance against quotas and determine plans for progress.
Sales Training: Establish training programs for sales personnel.
Sales Reporting: Review various sales reports and share them with cross-functional departments.
Customer Relationships: Visit key customer accounts to grow relationships.
Task Ownership: Take responsibility across divisions for assigned tasks and topics.

42. Head of Sales Essential Functions

Sales Tools Training: Implement and train employees on sales tools, including CRM systems and sales reporting tools.
Competitor Monitoring: Monitor competitor sales activities.
Action Approval: Approve sales department actions following the signing authorities document.
Contract Review: Review PO contracts thoroughly to avoid risk exposure.
Margin Achievement: Achieve the agreed-upon contribution margin.
Issue Resolution: Resolve all commercial issues with customers and prospects.
Budget Management: Develop and maintain the sales budget.
Industry Knowledge: Maintain an up-to-date understanding of industry trends and technical developments affecting target markets.
Staffing Collaboration: Collaborate with Human Resources to staff the sales department.
Workplace Safety: Maintain a clean and safe work area.
Special Projects: Work on special projects.

43. Head of Sales Additional Details

Funnel Analysis: Analyze top-of-funnel performance to identify opportunities.
Sourcing Strategy: Develop an innovative strategy and approach for active and passive sourcing channels.
Sales Strategy: Lead and continue to improve direct-to-consumer sales efforts by implementing new sales strategies to drive enhanced revenue.
Channel Development: Build out additional channels for distribution, including RIA.
Pipeline Growth: Drive a pipeline of new investors and consumers to the platform.
Customer Acquisition: Acquire large numbers of new investors and consumers and position the platform as a leading investment destination for individual investors.
Sales Cycle Reduction: Reduce the sales cycle for new customers from conversion.
Market Expansion: Expand the platform’s reach to customers geographically and across other dimensions.
Event Management: Create and implement customer and investor events and conferences to drive new investor leads.
Customer Service: Expertly respond to customer inquiries and requests.
Sales Analytics: Develop and create analytics tools to conduct detailed analyses of sales performance for reporting successes, weaknesses, and opportunities.

44. Head of Sales Roles

Sales Strategy Improvement: Identify areas of improvement in sales strategies with a view to establishing actionable insights for the business.
Trend Identification: Identify new trends ahead of the curve to differentiate from the market.
Product Recommendations: Make actionable and insightful recommendations for new products, extensions, or enhancements.
Trial Management: Effectively and aggressively manage trials to minimize sales cycle duration.
Marketing Collaboration: Work in conjunction with the marketing team to create and execute outreach initiatives.
Product Collaboration: Collaborate with product teams to create product and brand adjacencies, affinities, and display rules to drive greater conversion.
Platform Growth: Play a critical role in scaling and growing an industry-leading commercial real estate investment platform.
Lead Generation: Attend industry events to generate new customer and business leads.
Network Development: Grow personal and professional networks through in-market business development, conference attendance, and other active efforts.
Team Mentorship: Train, manage, and mentor junior representatives to increase their success as revenue generators for the company.
Market Research: Conduct regular and consistent research on the latest market best practices and trends to keep the business competitive.

45. Head of Sales Tasks

Team Leadership: Build, manage, and coach a national provider sales team.
Sales Strategy: Own all plans and strategies for achieving the company’s sales goals.
Sales Planning: Assist in the development of the sales plan.
Forecasting and Reporting: Prepare forecasts and reports for use in organizational planning, financial forecasting, budget setting, and strategic planning.
Lead Requirements: Establish the inbound lead requirements needed to meet sales objectives.
Pipeline Visibility: Provide full visibility into the sales pipeline at every stage of development.
Team Mentorship: Mentor the team, evaluate their sales performance, and help them improve.
Sales Reporting: Present sales reports to the team that accurately represent sales efforts, including sales progress and volume, to more accurately forecast future goals.

46. Head of Sales Details and Accountabilities

Sales Approach: Work closely with the Country Manager, local team, and supporting HQ functions to define and execute an innovative and effective sales approach.
Team Leadership: Build and lead a high-performing field sales and inside sales team, supporting members in reaching their targets, monitoring performance, and ensuring coaching and professional development.
Customer Centricity: Champion a customer-centric approach to enhance the team’s ability to understand Service Providers’ needs, ensure a high level of customer experience, and promote attitudes and behaviors consistent with company values.
Cross-Functional Collaboration: Engage with Marketing, Customer Success, and Operations teams to deliver joint projects.
Market Research: Actively research markets to identify new business opportunities.
Event Participation: Collaborate with the Marketing team to support participation in health and beauty trade shows, events, and fairs.
Customer Relationships: Build and foster strong customer relationships, handle complaints, and ensure customer needs are met to retain business.
Sales Strategy: Outline sales strategies and objectives to achieve sales goals.
Growth Initiatives: Drive company growth by identifying new sales opportunities, emerging markets, and lead generation programs.

47. Global Head of Sales Overview

Strategic Direction: Set and manage the overarching strategic direction, priorities, and focus areas for sales over the next 3-5 years, ensuring alignment across all regions.
P&L Management: Manage consolidated group P&L sales outcomes and targets, with a secondary focus on driving overall EBITDA.
Performance Turnaround: Where the group is underperforming on sales and commercial targets, lead turnaround efforts at both the group and regional levels to remediate performance.
Commercial Projects: Lead and oversee strategic sales and broader commercial projects across the organization, including the development and management of strategic sales partnerships.
Sales Operations: Establish a best-in-class sales operations model with a high-impact and right-sized organizational structure, tools, reports, standards, and systems.
Team Leadership: Develop and lead a team of sales and commercial managers and analysts, with full responsibility for the team’s work plan, coaching, and professional development.
Market Expansion: Drive market expansion efforts through a mix of strategic partnerships and organic entry.
Performance Management: Manage the performance of team members.

48. Regional Head of Sales Job Description

Team Leadership: Provide leadership and management of the regional sales team, ensuring accountability for both individual and overall performance results.
Business Growth: Drive the delivery of new business growth and sales training initiatives, ensuring active engagement with Sales Managers remains a priority.
Sales Planning: Create and implement sales plans to achieve annual and long-term volume and case growth targets.
Coaching: Conduct joint visits with Sales Managers, providing effective coaching, agreed action plans, and follow-up support.
Broker Relations: Maintain consistent activity and service delivery to all brokers in the region to reduce business loss to competitors, managing Sales Managers to secure volumes and broker loyalty through long-term contracts.
Regulatory Guidance: Monitor regulatory changes impacting the portfolio and guide Sales Managers and brokers in implementing necessary adjustments.
Call Management: Manage call volumes to meet company standards and ensure Sales Managers deliver key business messages through planned activities and visits.
Issue Escalation: Escalate broker issues promptly to relevant leaders or the National Sales Director for timely resolution.
Performance Analysis: Analyze regular management reports to assess regional and broker performance, identify trends, and address underperformance.
Leadership Reporting: Report monthly to senior leadership on performance, competitive intelligence, product feedback, and regulatory updates.
Performance Reviews: Conduct weekly one-on-one performance reviews with Sales Managers, prioritizing critical issues.

49. Regional Head of Sales Functions

Team Development: Coach and develop team members on an ongoing basis, recommending corrective measures for underperformers.
Customer Strategy: Identify underperforming customers and develop targeted strategies for deeper penetration.
Relationship Building: Attend corporate events and workshops to strengthen broker relationships and boost customer loyalty.
Brand Management: Ensure professional behavior and presentation across the team to uphold the brand reputation.
Performance Management: Oversee monthly and quarterly performance reviews against targets and apply performance management processes.
Budget Optimization: Maximize the regional marketing budget to drive additional business.
Senior Leadership: Participate actively in the senior management team, collaborating with key stakeholders to reduce risk and support business objectives.
Objective Setting: Create SMART annual objectives for Sales Managers and manage performance accordingly.
Communication: Foster open communication for business messages and feedback from Sales Managers on market, competitor, and operational issues.
Cross-Functional Collaboration: Build strong internal relationships with departments such as Credit, Governance, and Business Operations to support cross-functional goals.
Regulatory Compliance: Ensure strict compliance with governance and regulatory requirements, meeting all reporting and review standards.

50. Head of Sales Accountabilities

Sales Strategy: Develop a sales strategy that supports the revenue and growth ambition for EMS, identifying key and future areas for growth to develop and exploit, including an execution strategy with key connection points across the function and firm.
Advisory Support: Act as a specialist sales/business development adviser to the EMS Leadership team and wider heads of sales community, providing strategic analysis, support, challenge, and qualification on the EMS pipeline and key opportunities.
Opportunity Qualification: Work with the line of service teams to qualify EMS opportunities and identify "Must-Win" opportunities from the pipeline.
Pipeline Management: Manage the EMS pipeline and provide insight, support, and challenge across opportunities and sales performance data.
Performance Analysis: Produce weekly and monthly insight on sales performance, analyzing pipeline health, and suggesting support levers or interventions.
Salesforce Adoption: Ensure adoption of Salesforce protocols across the practice, enhancing EMS pipeline data quality and insight.
Pipeline Cadence: Create and lead a pipeline cadence to track trends, optimize and accelerate opportunities, and apply best practice sales coaching.
Data Governance: Provide governance on Salesforce data integrity and flag issues with leadership.
Must-Win Opportunities: Identify EMS "Must-Win" opportunities and feed into the line of service program.
Bid Management: Ensure opportunities are provisioned through bids and proposals.
Campaign Planning: Create and deliver an EMS campaign flightpath to support pipeline creation, managing new value propositions, and activating existing ones through the XLOS campaign forum.
Campaign Delivery: Role model best practice campaign delivery to ensure client needs are met, impact is delivered, and pipeline aligns with market potential.
Capability Leadership: Play a senior role in the Sales capability in Sales & Marketing, working with capability leadership.

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