Headhunter for Head of Sales Positions

A Head of Sales is responsible for the sales department. He or she coordinates all sales activities and customer relations. KPIs (Key Performance Indicator) are agreed with the CEO or, if available, a Director Sales. He/she is superior to senior management and the sales team and communicates the requirements and goals. This makes him:her part of the heart and middle management of a company. This is because he:she is in contact with both the sales staff and the customers themselves. 

The right candidates

To fill these key positions accurately, we offer an excellent digital network with over 600,000 candidates. Our employees are trained to also find "hidden candidates". We stay in contact with you at eye level during the recruitment process, accompanying you through the initial offers and interviews right up to the selection. We take care of the recruitment process for you. You can prepare for the future of sales with your candidates. 

Sales 4.0

The digital transformation has long since reached the sales sector. The classic customer conversation seems to be replaced by the algorithm of customer data. This means that buying behaviour can be determined more and more precisely. The greater the amount of data collected, the faster the customer can be addressed directly (and by multimedia). In B2C (Business to Consumer), the data-supported analyses thus enable a perfectly fitting sales strategy of choice. The same applies to B2B (Business to Business), only the analyses differ here. A Head of Sales is familiar with new influences and methods to win and retain customers.

CRM

Customer Relationship Management (CRM) is part of the responsibilities of a Head of Sales. In online management, the number of data acquired from interested parties on a website is called leads. These prospects or contact customers must be retained and, in the best case, establish themselves as buyers. It is now up to the sales management to determine needs, find solutions and set the budget. In order for the customer to become familiar with the product on his or her way (also called customer journey) and to become a buyer (if possible in the long term). Consequently, sales are increased (also in the long term).

A Head of Sales must therefore have the ability to analyse data. He:she takes over and controls the CRM. The training of staff and technical development can also be part of his or her remit.

Data collection can also be assigned to individual staff members. The analysis lies in the management level and is communicated from the head to the C-level. 

Pipeline vs. Funnel

There are individual phases in which a prospect goes from a lead to a customer. To analyse these, research on the sales pipeline or funnel is used. Even though both terms are sometimes used synonymously, there are differences.

In the pipeline, buying behaviour is divided into phases. This is done from the sales or brand perspective. In simplified terms, this includes first the phase of the potential new customer (prospect), who is qualified and contacted. In order to make him an offer (Proposal), which finally leads to a deal (Retain).

The value of the potential customers in the pipeline is summarised in the pipeline report. It refers to the individual phases, not yet to the totality of the acquired customers. This allows a detailed analysis of where sales and marketing management can be optimised. A Head of Sales thus gains an overview and can communicate it further. 

With the sales funnel, similar to the customer journey, the path is described from the prospective customer's point of view. There are also different phases here. Shortened, they range from attention (awareness) to assessment and purchase intention (evaluation) to the actual purchase made. This is where customer care and digital help through algorithms come in to get to know the prospective customer as well as possible in each phase. Both analyses serve to generate new customers.

Key Accounts

Building on the customer's loyalty (preferably for the long term) is also the responsibility of the sales department. The same goes for looking after key accounts (key customers). These are customers who buy particularly often or regularly. A Head of Sales overlooks the work of a Key Account Manager and leads business acquisition campaigns. As well as communicating with agencies, publishers or networks. On the other hand, he solicits requests for proposals (RFP) from manufacturers. 

Experience and vision

A Head of Sales brings several years of experience in sales and probably at least a bachelor's degree in business administration. In any case, he:she has years of experience in organisation. Managing sales and forecasting is just as important as managing the entire team. Since he:she also hires new team members, an experienced Head of Sales is in any case a good opportunity to inject new sales impulses into your company.

Digital search

CareerTeam is the ideal partner for you. With our algorithmic search, we have already arrived in the digital future. Our employees are happy to support you in finding a suitable Head of Sales. We can also put together an entire sales team for you, allowing you to outsource the recruitment process (RPO). This is a significant aspect in finding the right candidates. Please have no hesitation to contact us on our channels.