Director of Sales and Revenue Operations

About the Company

Founded in 2003, ICT is a world leading manufacturer of unified and intelligent electronic access control and security solutions that enable organisations to protect their people, operations and information.  ICT is private equity owned.

Its main headquarters is in Auckland, but they also have offices in Denver, Toronto, Melbourne, Dubai and Hong Kong and provide full local sales, support and service to their clients and partners around the world.

They work with customers from SME’s through to enterprise across a number of different industries and provide a variety of solutions including:

• Commercial access control – Elevator control, door alarm monitoring, extended access time, child areas, schedules alarming etc for big businesses.
• Residential access control (high-end housing, gated communities and high-rise apartments), integrated intruder detection, multiple area support, customisable keypads etc.
• Schools and education facilities – instant lockdowns, effective reporting for scheduled events, time and attendance etc.
• Banking and finance – two factor authentication, IP monitoring, duress alarm etc.
• Healthcare – door interlocking, advanced scheduling.
• Retail – IP monitoring, duress alarm (shop lifting), automation and control (lighting etc).

About the Role
  
This is a global role pivotal in driving efficiency and effectiveness across ICT’s sales and marketing function.  This role will be integral in the optimisation of ICT’s sales processes and will have a strong focus on strengthening and streamlining ICT’s customer journey experience. 

Specifically, this role will:

• Analyse existing sales processes and strategies to identify areas of improvement, eliminating inefficiencies and implementing best practices for the sales team.
• Monitor sales performance and customer activity, analysing sales data and identifying trends to increase revenue opportunities.
• Work with the global sales team to ensure processes are streamlined, efficient and scalable.  This includes improving lead generation, sales funnel management and tracking performance metrics. 
• Work closely with the sales team on reactivating dormant customers off the back of actionable data driven insights from Salesforce and other channels. 
• Create and implement a global customer journey framework tracking customer’s experience at every touch point, with a strong focus on the onboarding experience.  
• Identify tools and software that can that assist in automating the customer journey, Customer Relationship Management (CRM) systems or lead generation platforms to increase productivity.
• Manage the sales tech stack (CRM software, communication tools etc) ensuring the sales team has the tools it needs to succeed and that the tools are being utilised correctly.  
• Coordinate with other ICT teams including product, marketing and customer service to ensure cross collaboration and that sales initiatives are supported globally.
• Utilise customer data to help refine sales and marketing strategies and ensure the team is targeting the right customer segments.

Key attributes

• A tertiary qualification in business/marketing or a related field.
• 5+ years in a senior sales optimisation/revenue operations role.
• The ability to analyse sales data and draw actionable insights. 
• A deep understanding of CRM software (Salesforce) and how to use these tools to track customer interactions and sales data. 
• Ability to forecast sales trends and report on these.  Understanding KPIs like conversion rates, sales cycle time and win rates is important.
• A strong customer centric mindset – keeping the customer experience and needs at the centre of all sales optimisation processes. 

What’s in it for you?
  
This is your opportunity to make your mark in a stable and thriving kiwi-owned organisation in growth mode.   

The nature and stage of the business means you will be integral in implementing processes and procedures that have a direct impact on global sales operations, with a strong customer journey focus.  

If you have been operating in senior sales operations/optimisation roles, apply today! For additional information, please contact Erin Donkin at erind@huntercampbell.co.nz.