The Resourcing Sales Director, as a senior sales leader for the Consulting Tower, will be responsible for originating, shaping and closing strategic sales pursuits within the Novus, ERM and Workforce Training propositions

Job title:

Resourcing Sales Director

Job Description:

Resourcing Sales Director

Capita’s Consulting Tower includes three core solution lines;

Novus programme: IT skills development graduate scheme whereby candidates become employees of Capita and are trained for 16 weeks prior to being assigned to a customer for up to 2 years.

Employed Resource Model: a professional consultant scheme whereby candidates become employees of Capita and are deployed into customer assignments to either replace contingent labour or become part of a work package / statement of work to deliver a specific function or skill set into the organisation.

Workforce Solutions Learning: up-skilling of clients workforce using accredited training courses or organisational design practices.

Summary of Role;

The Resourcing Sales Director, as a senior sales leader for the Consulting Tower, will be responsible for originating, shaping and closing strategic sales pursuits within the Novus, ERM and Workforce Training propositions.  They will manage a team of 17+, Sales Leads, Business Development and Lead Generation consultants across the UK, supported by various Subject Matter Experts and Technical Leads within the tower.

 They will be responsible for hitting business plan across the portfolio of public and private sector customers which will consist of new customers, expansion of services within existing customers and the origination of new tenders and RFI’s. They will be required to take a lead in the sales process from contact, qualification, RFP response business case build, due diligence through to deal closure. The Resourcing Sales Director will be expected to assist in the definition and creation of Service Value Propositions to ensure that we creative robust workforce solutions that are designed and developed to meet the needs of our customers.  Supported by the marketing team they will be involved in the creation of campaigns to increase market profile and the generation of new customers. They will work with a range of internal and external stakeholders, adapting and tailoring solutions to meet different and sometimes conflicting objectives through meetings, dialogue sessions and workshops. 

Internal stakeholders will include:

•Client service delivery and procurement teams; to understand requirements and to co-design solutions

•Wider Capita division and group sales teams and marketing; to ensure our solutions are compelling and supported by appropriate sales collateral

•Capita operational teams; to ensure our solutions are based on robust evidence operationally deliverable

•Capita financial and commercial leads; to ensure the solution is properly costed and supports a business case which meets internal and external expectations External stakeholders will include:

•C Suite

•Procurement Directors / Category Leads

•Human Resources Directors / Resourcing Managers

•Business Leads / Functional Directors Key Accountabilities;

The Solutions Director will be responsible for:

•A leadership role in the management of Novus, ERM & Workforce Training sales; setting the strategy, targets and metrics for the sales & business development teams to achieve. the design and on-going management of a strategic sales plans and key account plans for top 10 customers.

•Developing long-term customer networks within the relevant sectors to retain and generate opportunities.

•Drive and set the marketing strategy to establish a marketing leading brand, support customer retention and drive new sales lead generation

•Directly contribute through individual ownership of key client prospects

•Pipeline management; setting the sales target and KPI’s to generate new leads through appropriate channels.

•Customer relationship management at multiple levels, cross sell, expansion of services, governance and innovation of programmes.

•Working in conjunction with senior management and SME’s to drive the development of customer business cases, to either avoid the competitive bid process or to positively influence the tender process should it take place.

•Qualification of new opportunities, decision-making criterion, and competition; identification of the key issues that the client is facing in delivering their vision and objectives; identifying and articulating other non-financial benefits associated with the solution.

•Reviewing and contributing to the bid writing and co-ordinating appropriate input and involvement from subject matter experts

•Contributing to, and where necessary leading on, the proposal including value proposition, solution design, pricing strategy, legal / contractual terms.

•Leading company presentations to the customer, negotiation with the customer on pricing and terms and conditions.

•Influencing customer thinking at multiple levels on the company’s value proposition and solution offering.

•Maintain business intelligence and increase company-wide awareness and knowledge.

•Become and remain an expert on the solutions provided by the tower.  Contribute regularly to thought leadership white papers across the tower, Capita Resourcing and wider Portfolio division.

•Responsible for P&L management of remit and meeting the business plan from a revenue, gross margin and operating profit level. 

•Supporting the review and creation of new services, propositions, technology to improve performance and preparing the business case to outline the return on any investment required.

•Market and competitor analysis to ensure our service remain relevant and competitive and meet changing business needs (regulatory, environment at a macro and micro level)

Experience & Skills

You should have experience of:

•Track record and evidence of successful individual achievement within Total Talent, Perm, Contingent, RPO or MSP and Solution Sales (statement of work, employed resource or graduates).

•Developing solutions which incorporate all the different components of a comprehensive workforce solution including people, process and technology.

•Problem solving, identifying and understanding key client issues and developing innovative and compelling solution.

•Designing and leading internal and external presentations.

•An excellent presenter with good verbal and written communications skills.

•Strong interpersonal skills with the ability to work collaboratively with a broad range of internal and external stakeholders.

•Good financial and commercial skills with an understanding of contractual risk and financial modelling.

•Organized and disciplined.

•Ability to coach and mentor.

•Actively focused on achieving results and objectives and being accountable.

•Office 365 (Excel/PPT/Word), LinkedIn Sales Navigator, Salesforce

•Understanding of IT Infrastructure and Software Development terminology and languages

•Understanding of Engineering and software architecture design role principles / industry standards

•Understanding of business change processes and transformation industry standards

•Experience of analysing technology environments

•Experience and familiarity with IT industry, skills, updates on trends and innovative products

•Experience of working with technology manufacture, IT consultancies and technology solutions organisations Academic and Professional Qualifications

•Educated to degree level or equivalent. 

•Evidence of post graduate professional development is desirable but not essential.

Our Values

Capita’s values are at the heart of our business. We believe that our colleagues should be Open, Ingenious, Collaborative and Effective; honest, straight-talking people who are highly intelligent and creative, who work brilliantly as part of a team or leading a team, and who never accept mediocrity.  We’re looking for people that personify Capita’s values, who get involved in different things, deliver what they promise, take responsibility, embrace diversity, and respect their colleagues. And, most importantly, have fun!

Next Steps

We take a great deal of care to make sure you’re right for us – and that we’re right for you.  Once we have   reviewed your initial application, if we think you have the qualities that we need, we’ll invite you to the next stage. This will consist of some or all of the following steps, dependent upon the role for which you have applied:-

•Telephone interview – typically a 30-40 minute, informal discussion about your suitability

•Competency and technical based interview – a face-to-face interview of around an hour

•Psychometric tests – we’ll need to evaluate your personality, cognitive ability and critical thinking We’re happy to make reasonable adjustments to all stages of the assessment process in order to accommodate the specific requirements of candidates with a disability.

Equal Opportunities Having a truly diverse workforce is essential for our success. We welcome applications from everyone – regardless of age, sexual orientation, gender, ethnic background, faith or disability

What’s in it for you?

Don’t forget, you’re part of a network of 63,000 experienced, innovative and dedicated individuals across multiple disciplines, sectors and countries. There are countless opportunities to learn new skills and develop in your career, and we’ll provide the support you need to do just that. Our purpose is to create a better outcome for you.

• Competitive base salary plus bonues
• 23 days’ holiday (rising to 27) with the opportunity to buy extra leave
• The opportunity to take a paid day out of the office, volunteering for our charity partners or a cause of your choice
• Company matched pension, life assurance, a cycle2work scheme, 15 weeks’ fully paid maternity, adoption and shared parental leave, paternity pay of two weeks…and plenty more
• Voluntary benefits designed to suit your lifestyle – from discounts on retail and socialising, to health & wellbeing, travel and technology
• Access to our Employee Network Groups, which represent every strand of diversity and allow colleagues to connect and learn from each other on an open, inclusive platform

You’ll get the chance to follow your chosen career path anywhere in Capita. You’ll be joining a network of 63,000 experienced, innovative and dedicated individuals across multiple disciplines and sectors. There are countless opportunities to learn new skills and develop in your career, and we’ll provide the support you need to do just that. Our purpose is to create a better outcome for you.

What we hope you’ll do next:

Looking to discover more? Let your line manager know, then choose ‘Apply now’ to fill out our short application and send us your CV.

We’re an equal opportunity employer, which means we’ll consider all suitably qualified applicants regardless of gender identity or expression, ethnic origin, nationality, religion or beliefs, age, sexual orientation, disability status or any other protected characteristic. We recruit and develop our people based on merit and their passion for creating better outcomes, and we’re committed to creating an inclusive environment for all employees.