VP Global Clients Sales

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 in order to achieve the company targets.

The VP Global Clients Sales leads the Global Clients Sales team, working with the new potential prospective Global Clients Europe (GCE)
The VP Global Clients Sales reports to the President of Global Clients Europe, and is responsible for accelerating the European/Global high margin 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 manages a team of Sales Directors (specialized in Security Services and Solutions) and collaborates closely with the Proposal Operations team..

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 Europe 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.
• Deliver updates on trends on client needs, competitors, potential gaps for new services or solutions.
• Analyze 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 in countries.
• Personally lead major strategic global clients RFP’s and projects.
• Work 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.
• Promote Solutions, technological and innovative products and services
• Take charge of recruiting and hiring sales employees
• Develop sales training programs.
• Create sales reports.

Leadership Management

• Provide strategic direction and leadership, directs development and updating of sales plans and establishes performance objectives.
• Translate 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 feel 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.
• Build strong and trusted relationships and network with senior stakeholders and leaders in the business
• Lead and motivate the team to identify new opportunities and drive sales across both new and existing clients.
• Lead and motivate the sales team to meet and exceed sales goals.
• Cooperate closely with 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 meet their needs and have full commercial and quality reviews.

Defining Success

Success in this role will result in:

• Meet the sales targets outlined 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 c