Head of Sales - Business Development

As the Head of Sales - Business Development at Experian, you will be responsible for defining and driving the segment sales strategy, ensuring that your team meets financial goals. You will collaborate with various business units, provide leadership to your sales team, and implement innovative sales plans to enhance performance and capability. Engaging stakeholders and ensuring the alignment of team activities with the overall business plan will also be key responsibilities.

For the Head of Sales - Business Development role at Experian, you should have extensive experience in leading a sales team, strategic sales planning, and building strong relationships in a software organization. A strong track record in exceeding sales KPIs in a multinational company through new business development is essential, along with specific industry knowledge that allows you to navigate market trends effectively.

Success in the Head of Sales - Business Development role at Experian hinges on a multitude of skills, including excellent negotiation capabilities, strategic thinking, strong relationship-building, and networking skills. You'll need to be an inspiring leader who can coach and mentor team members to deliver high performance while effectively engaging and motivating them.

As a Head of Sales - Business Development at Experian, you will enjoy a fantastic compensation package, including a bonus and commission plan. Additional benefits include flexible work arrangements, novated leasing, paid parental leave, volunteer time off, and a wellness program, all tailored to promote work-life balance and personal growth.

Experian is committed to your growth and professional development as the Head of Sales - Business Development. This includes regular feedback sessions, mentoring opportunities, and access to training programs designed to lift your competency and expand your knowledge. You will be encouraged to take on challenges that align with your career goals, supported by a culture that values innovation and collaboration.

To develop a successful sales strategy in a competitive market, begin by assessing market trends and customer needs. Utilize data analytics to identify potential gaps and opportunities. Collaborate with your team to align objectives and ensure everyone understands the strategy, fostering a shared vision. Continuously monitor performance and adapt your strategy based on feedback and changing market dynamics.

My approach to coaching and mentoring involves building strong relationships with each team member, understanding their unique strengths and challenges. I regularly provide constructive feedback, encourage open dialogue, and create opportunities for skill development through targeted training and hands-on experiences. Recognizing achievements and fostering a culture of empowerment are also key components of my mentoring style.

When measuring sales team success, I look at a variety of KPIs, including total sales revenue, conversion rates, average deal size, and customer acquisition cost. Additionally, tracking the activity levels of individual team members and their engagement rates helps identify areas for improvement and ensures alignment with the overall business objectives.

Handling conflict within a sales team starts with fostering an open communication environment. I encourage team members to express their concerns and facilitate discussions to understand different perspectives. My approach is to mediate and find common ground, ensuring that all voices are heard while ultimately keeping the team's goals in focus.

To motivate my sales team, I would implement a combination of intrinsic and extrinsic motivators. Recognizing achievements, setting clear goals, offering performance-based incentives, and providing ongoing coaching are essential. Additionally, creating a supportive team culture that encourages collaboration and celebrates individual and team successes can enhance overall motivation.

Staying current with sales trends in the technology industry involves a multi-faceted approach. I regularly read industry publications, participate in webinars, and attend conferences. Networking with other professionals and engaging in discussions about emerging technologies also helps me stay informed about market changes, which I can then integrate into our sales strategy.

In a previous role, I led a team that was struggling to meet quarterly sales targets. I implemented a structured sales training program focused on objection handling and prospecting skills. By setting clear, achievable goals, providing ongoing feedback, and celebrating milestones, we not only met but exceeded our targets by 30% that quarter.

Data analysis plays a critical role in my sales strategy by providing insights into customer behavior, market trends, and team performance. Using data allows me to make informed decisions, refine our approach, and tailor messaging to better address customer needs. This analytical approach ensures that we remain proactive rather than reactive to market changes.

Ensuring alignment between the sales and marketing teams involves regular communication and collaboration. I facilitate joint meetings to share insights and feedback, allowing both teams to understand each other's objectives and challenges. By fostering a culture of teamwork and mutual respect, we can work together effectively to achieve common goals.

My experience managing remote sales teams has taught me the importance of clear communication and regular check-ins. I utilize digital tools for performance tracking and team collaboration to keep everyone connected. Encouraging an open-door policy for feedback and maintaining a strong team culture through virtual team-building activities help create an engaged and motivated remote workforce.