VP Global Clients Sales

Purpose

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 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 analysing 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 organisation.
• 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 organisation.
• 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