Global Head of Sales Enablement - London, United Kingdom - Indicia Worldwide

Indicia Worldwide
Indicia Worldwide
Verified Company
London, United Kingdom

2 weeks ago

Tom O´Connor

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Tom O´Connor

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Description

Who are we?

Nice to meet you, we're Indicia Worldwide. We are a global data and technology led marketing agency who work with some of the world's biggest brands.

We see ROI where others don't.

We are the only agency that combines creative, data and technology talent with production and procurement expertise to improve your marketing performance and efficiencies.

We realise ROI for our clients by enabling them to deliver more engaging, cost-effective and sustainable customer experiences.

Indicia Worldwide is the product of three successful businesses, brought together by our parent company Konica Minolta in 2017. The vision was, and is, to create new value across the remit of marketing for our clients.


What you'll do:

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Vision: The Global head of Sales Enablement is solely focused on maximising revenue and profit opportunities for Indicia Worldwide in the new business development environment.
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Mission: Under the guidance of the Global Chief Client Officer, and through partnership with the Sales team, the Global Head of Sales Enablement delivers a positive impact on key performance indicators such as pipeline health, conversion and win rates, contractual periods, sales cycles, or quota attainment and ROI of Sales teams.
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Approach:With a prospect-centric, data-driven and collaborative approach, the Global Head of Sales Enablement brings Indicia Worldwide's competitive advantage to life in a new business development environment. Unlocking the Indicia Worldwide proposition at the point of brief with the goal of maximising deal size (revenue and profit) through the best possible service mix. In parallel, they boost sales performance through excellent pitch experiences, value-based and world-class solutions design, and differentiation all as a trusted advisor.

This role supports new business development through four main responsibilities:

Ensuring Prospect Experience Excellence

  • Responsible for optimizing all aspects of the prospect experience with the Indicia brand in a new business development environment, driving pitch conversion, revenue, and ultimately business value.
  • Ensure a valuebased, prospectcentric and resultsoriented approach to new business conversion. Supporting the optimisation of working models and a mindset for excellence across the sales cycle.
  • Perform quality controls to ensure a worldclass and consistent prospect experience, brand messaging, communications, presence, response times, etc. in a new business environment.

Sales Enablement

  • Working in partnership with the sales teams to follow a more systematic, standardized process across the sales cycle (from prospecting, lead generation and demand stimulation to opportunity qualification and management, stakeholder management, solution design, pitch preparation and delivery, negotiation, risk alleviation, etc.)
  • Define and implement The Perfect Pitch process globally.
  • Support the creation of pitch teams for key opportunities, identifying, motivating, and inspiring them to come together and provide a worldclass experience to Indicia Worldwide's new clients.
  • Under the direction of the Global Chief Client Officer, create compelling value proposals for prospect interactions: interpreting the prospect's needs to identify commercial opportunities; defining the interaction's storyline; tailoring dialogue; producing the content with global and regional teams; briefing design teams; building awareness of the commercial and financial impact of the solutions suggested.
  • Implement a global content factory and library, increasing the efficiency of future content creation needs.
  • When needed, support the Global Chief Client Officer to drive conversion efficiency and effectiveness, prioritising opportunities and improving time allocation.
  • When needed, support the Global Chief Client Officer in their endeavour to build an optimal sales culture, and the organisation that will support it, driving collaboration across teams to achieve growth objectives.

Shaping Indicia's Worldwide Positioning, Value Propositions and Go-to-market approach

  • Productization and definition of Indicia Worldwide's gotomarket approach across all service propositions in a sales and marketing environment (i.e. positioning, sales journeys, unique points of differentiation, standard language and content, scripts, demo proposals, pricing models, etc.)
  • Support the Global Chief Client Officer in defining and building a channel strategy and approach to external partnerships in the context of new business development.
  • Collaborate with Marketing to continuously optimise the Indicia Worldwide brand as well as strategic and operational marketing aspects like positioning, customer segmentation, upcoming campaigns, targeting for lead generation, etc.

What you'll bring:


  • Extensive and proven experience in a new business development, consulting or professional services capacity across the data, tech, creativ
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