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Head of Sales and Business Development
Hubexo
Newcastle Upon Tyne, KSA
Full Time
Director
Hybrid
1 months ago
B2B SalesSales LeadershipPipeline ManagementForecastingCoachingHubSpot
Free
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About the Role
Hubexo seeks a Head of NBS Specifier Business Development to lead a new business team focused on the UKI construction market. You will drive revenue performance, coach the team, and improve pipeline quality and forecast accuracy.
Key Skills for This Role
B2B SalesSales LeadershipPipeline ManagementForecastingCoachingHubSpot
Responsibilities
- Lead, manage and support a team of Business Development Managers and Business Development Representatives
- Own team performance against agreed revenue, new business and growth targets
- Translate sales targets into clear individual expectations, activity plans and performance routines
- Monitor individual and team performance using data to identify risks, gaps and improvement opportunities
- Drive consistent sales standards across prospecting, qualification, discovery, value selling, negotiation and close planning
- Own team pipeline quality, coverage, movement and conversion
- Improve forecast accuracy through disciplined inspection, coaching and evidence based judgement
- Challenge weak pipeline assumptions and support the team to build sustainable future opportunity
- Coach colleagues through one to ones, call reviews, opportunity reviews, pipeline reviews, role play and customer preparation
- Give clear, timely and constructive feedback that improves individual and team performance
- Address underperformance early through coaching, support, action plans and formal performance management where required
- Ensure HubSpot or the agreed CRM is used consistently with accurate customer records, opportunity stages, activity notes and forecasts
Requirements
- Experience leading or managing a B2B sales team
- Strong track record of delivering sales performance through others
- Knowledge of how to coach sales colleagues across pipeline, discovery, value selling, negotiation and closing
- Understanding of pipeline management, forecasting, sales performance routines and CRM discipline
- Confidence using HubSpot or a similar CRM to manage performance, pipeline and reporting
- Ability to analyse sales data and turn insight into clear action
- Ability to set clear expectations and hold people accountable in a direct, fair and constructive way
- Comfortable managing individual performance, including giving feedback and addressing underperformance
- Experience in construction, architecture, specification, building products, SaaS, data, insights, subscriptions or workflow software would be helpful
Full Job Posting
The role
- You will lead and support a new business sales team responsible for selling Hubexo's data, insights and software portfolio, with a clear focus on the NBS Specifier market.
- Your role is to create the conditions for consistent sales performance: setting clear expectations, coaching the team, improving pipeline quality, holding people accountable and making sure customer conversations are focused on value.
What you'll be doing
- Lead, manage and support a team of Business Development Managers and Business Development Representatives
- Own team performance against agreed revenue, new business and growth targets
- Translate sales targets into clear individual expectations, activity plans and performance routines
- Monitor individual and team performance using data to identify risks, gaps and improvement opportunities
- Drive consistent sales standards across prospecting, qualification, discovery, value selling, negotiation and close planning
- Own team pipeline quality, coverage, movement and conversion
- Improve forecast accuracy through disciplined inspection, coaching and evidence based judgement
- Challenge weak pipeline assumptions and support the team to build sustainable future opportunity
- Coach colleagues through one to ones, call reviews, opportunity reviews, pipeline reviews, role play and customer preparation
- Give clear, timely and constructive feedback that improves individual and team performance
- Address underperformance early through coaching, support, action plans and formal performance management
- Ensure HubSpot or the agreed CRM is used consistently
About you
- Experience leading or managing a B2B sales team
- Strong track record of delivering sales performance through others
- Knowledge of how to coach sales colleagues across pipeline, discovery, value selling, negotiation and closing
- Understanding of pipeline management, forecasting, sales performance routines and CRM discipline
- Confidence using HubSpot or a similar CRM to manage performance, pipeline and reporting
- Ability to analyse sales data and turn insight into clear action
- Ability to set clear expectations and hold people accountable in a direct, fair and constructive way
- Comfortable managing individual performance, including giving feedback and addressing underperformance
- Work at pace while maintaining quality, discipline and professionalism
- Experience in construction, architecture, specification, building products, SaaS, data, insights, subscriptions or workflow software would be helpful
What you can expect
- A hands on sales leadership role with clear ownership of new business performance
- A team of Business Development Managers and Business Development Representatives to lead, coach and develop
- A recognised product proposition in the specification and construction technology market
- A commercially focused environment where revenue, pipeline discipline, forecast quality and customer value matter
- The opportunity to shape sales standards, coaching routines and performance expectations
- Close collaboration with Marketing, Customer Success, Product, Revenue Operations and wider commercial teams
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