Chief Sales Officer (CSO)

Purpose of the job:

B2B Energy Supply UK joined the GEMS organization in July 2021 and consists of the supply of gas and power (and related solutions) to B2B customers while supporting them towards a carbon neutral economy by offering them innovative, competitive and green solutions.

The Chief Sales Officer will be located in Leeds, UK and will have overall responsibility for the development and execution of commercial, industrial and institutional sales across the UK.  They will also provide leadership to the sales organization and manage functions that are essential to sales force productivity such as planning, reporting, quota setting and management, sales process optimization, sales training, sales program implementation, ensuring the function is optimally resourced and performing to a high standard at all times.

Key Accountabilities:

(List the key accountabilities and value drivers for this job)

These are statements of the continuing end results required of a job. They answer the question “what are the main areas in which this job must get results in order to achieve its purpose?”

The characteristics of Accountabilities are:

• Develop and direct the implementation and execution of the sales strategy ensuring the relevant policies and practices are in place
• Develop the sales targets consistent with the overall business objectives and deliver these targets via the sales team.
• Design the sales organization, ensuring the recruiting and development of highly skilled members of the sales team
• Optimally deploy the resources in the sales team — where necessary review sales roles, coverage models, or team configurations in order to maximize sales productivity
• Lead a change management process to build organisational understanding of proposed changes, establish support from key leadership stakeholders, and effectively implement new deployment and job models
• Establish a sales force training plan focused on developing and reinforcing critical sales competencies
• Deliver a high-performance sales training programme for employees in the Sales organisation
• Develop, execute and manage complex sales channel strategies
• Work closely with the Marketing Team to expand the company’s customer base and improve lead generation programs
• Represent the Company externally at speaking engagements and trade associations to advance our brand and improve our results
• Accountable for on-time delivery of sales organization quotas and performance objectives as well as on-time reporting essential for a high performance sales organization
• Achieving sales and profit objectives, as well as strategic objectives defined by the Company
• Create solutions and find new opportunities for growth
• Work collaboratively with the CEO and senior leadership team, supporting overall strategy as well as brand and people development for the whole business.
• Guide, monitor and evaluate emerging business opportunities balancing the sales opportunity with branding, financial and operational feasibility.

Strategic Leadership:

• Apply a strategic, forward-looking approach to sales through the development, implementation, and management of multiple sales strategies for the entire sales force
• Lead and inspire the sales team by developing and clearly communicating critical sales competencies as well as prioritizing training and development objectives
• Develop a high-performance sales culture with best-in-class sales infrastructure, including communication, reward and recognition, performance management, coaching and training programmes

Relationship Development and Teamwork:

• Effectively represent the company’s brand and strategy with existing and prospective clients while demonstrating expertise and deep knowledge of commercial, industrial and institutional energy issues
• Collaborate with other executives on the Supply Executive Team to create strategies geared toward expanding the company’s customer base and improving lead generation programs
• Proactively identify opportunities with new customers and new solutions that would meet a market or customer need and quickly developing a comprehensive and executable sales strategy
• Work collaboratively with colleagues across Energy Supply, ENGIE UK and the wider ENGIE Group to create a results-driven, diverse, and team-oriented work environment