DESCRIPTION

Job summary

Since 1994, Amazon has continuously expanded its product selection and innovated on behalf of customers in an on-going effort to fulfil its stated ambition of being earth’s most customer-centric company. Since 2015, Amazon.com has started reinventing on behalf of the business customer and is focused on building Amazon Business, the largest and most innovative Business-to-Business (B2B) marketplace in the world. With the launch of Amazon Business in Germany in December 2016, Amazon Business expanded to Europe and is now present in five key markets in Europe: Germany, UK, France, Italy and Spain. As we continue to grow, we are recruiting a handful of the best to innovate and drive value for our B2B customers.

Amazon Business gives organizations of all sizes access to hundreds of millions of products in a shopping experience built for businesses. Amazon Business serves Commercial and Public Sector customers that love the convenience of shopping online. The Amazon Business team is dedicated to developing solutions that combine the selection, convenience, and value customers have come to know and love from Amazon, with new features and unique benefits tailored to customers.

We are looking for a high-calibre, results-focused sales management executive with a talent for stakeholder management to develop and own AB Demand Generation initiatives in UK and contribute to the EU Demand Generation strategy. This person will have ownership of the sales prospecting arm of AB UK managing a team of Demand Generation representatives (7+) and reporting into the UK Country Lead. They will be a key member of the Amazon Business UK Leadership team working alongside function heads. The UK Head of Demand Generation will enjoy developing productive relationships with Amazon Business internal customers as well as local and international stakeholders. They will partner closely with EU marketing teams to improve the lead management process, increase conversion rates for sales and accelerate onboarding of new accounts onto AB.

Successful candidates will need to be able to influence and work with senior leaders across multiple organizations and geographies, and demonstrate experience balancing customer insights, data analysis, project and stakeholder management, and internal/external communication. They must have sound business judgment and the ability to think strategically with a long-term vision about this fast-growing business, while being able to lead a team to execute on tactical details and deliver results. They will help define the long-term strategy and vision for the future of with high visibility, and many stakeholders.

Key job responsibilities

• Lead and own development of the Demand Generation vision, strategy and planning for UK, ensuring alignment with both global and EU business strategy and key stakeholder requirements
• Manage, develop, and grow a team of 7+ Direct Reports who are all required to deliver high quality meetings for wider sales team, drive new accounts sharing the goal with marketing, and increase lead conversion rates
• Support EU CPS marketing efforts, focusing on lead management processes, definitions and ownership, lead conversion metrics including analysis, sharing a goal with marketing on generating new business for AB EU
• Provide quantitative and qualitative information to business teams in order to drive process/policy change initiatives and accelerate opportunities for the wider sales business by engaging with the relevant senior stakeholders through weekly, monthly and quarterly business reviews.
• Oversee programme execution, assessing risks, anticipate challenges, and provide escalation management when necessary.
• Partner with EU Sales Leaders and Product Management teams to provide customer perspective as well as customer-driven product improvement ideas
• Take ownership in the continued build-out and documentation of the infrastructure and processes of acquiring and onboarding new customers
• Identify and eliminate barriers to accuracy, productivity and quality

BASIC QUALIFICATIONS

• 3+ years in a sales development, business development or account management role
• 2+ years in a sales management role
• BA/BS Degree
• B2B sales and marketing experience, especially with lead management and customer acquisition
• Excellent communications skills and the ability to effectively advise senior leadership
• Strong people management skills with the ability to hire, manage and grow a team
• Evidence of owning a programme that impacted the business with proof of results
• Proven ability to lead and influence others, strong ownership, bias for action and willingness to role-up your sleeves

PREFERRED QUALIFICATIONS

• Knowledge of procurement processes in organisations across Commercial and Public Sector
• Exceptional English and any second language (German, French, Spanish and Italian) skills- both verbal and written