Our mission is to break down the barriers of today to release the potential of tomorrow. Join us today and release yours.

There are two things that we want to share with anyone considering joining us.

Firstly, we’ve got big ambitions for our colleagues and the future of the organisation. These include our vision that inclusion and accessibility drive every conversation we have and every decision we make. We want our workforce to fully represent the communities and customers we serve, because a diverse business is a better business. We value every colleague, their diversity and the contribution that they make. When we say you’re welcome at BT, we really mean it.

Secondly, the one thing the pandemic has taught us is that a lot of current and future colleagues, where and when possible, want to embrace hybrid working. Therefore, we are introducing smart working at BT. Smart working means having the flexibility to choose, as a team, how and where you work depending on your team’s deliverables and needs; when you are at your shared core location to connect with others and when not. It may not be for every role, and, as part of the recruitment process, you’ll have the chance to discuss smart working and how it might work for the job you are applying for.

About this role

This is a hybrid role for existing and new business, that offers smart working (home and field/ office).

As a DR to Mid-Market Desk Sales and Specialist Sales Senior Manager, this role will be responsible for leading, coaching and developing a team of desk/field (hybrid) based account managers focussed on our ‘premium’ Mid Market customers.  Mid Market customers typically would have a total potential spend with BT of up to £750k and they will typically be smaller businesses with c.100-250 seats. This team cover the biggest spend accounts in this customer base.  Covering this market more effectively is one of the biggest growth opportunities available to SME.

This role provides sales operational leadership and drives the delivery of profit and revenue growth both in-year and across the term of the MTP for Mid Market customers.  

This role will be responsible for driving sales performance, managing the diversity of Mid Market customer accounts for the region through frequent and meaningful customer interactions (appropriate to the size of the customer) and careful planning and forecasting to ensure the best return on investment.  Focus is also placed on building stronger customer engagement across a high volume of customers with a diverse spread of verticals.

Sales a highly relational activity and excellence is only delivered by creating an environment for brilliant performance.  This role will maintain a continual focus on building a high performance culture, building and revising plans based on Your Say results and working constantly with the team to achieve the best outcomes.  

You'll have the following responsibilities

Sales Performance

• Responsible for sales plans and performance of the team that is critical to the delivery of the region sales strategy and plans; financial measures (Revenue, EBITDA, SOVGM) and non–financial measures (KPIs, NPS, Your Say)

• Responsible for driving performance of Mid Market sales and establishing and extending BT’s brand prescence, credibility and reach into the sector across the region; increasing the propensity of customers to buy from BT in the Mid Market

• Monitors the market and adapts and adjusts to maintain optimal team performance, taking into account changing market forces, competitor activity and customer opportunities 

• Responsible for creating a reputation that attracts the very best talent (internal & external) and an environment for the team to focus on customer loyalty and long-term relationships

• Uses reward and recognition tools to motivate team

• Accountable for driving the mix of core and new core to ensure a sustainable future

• Moving customers away from end of life technology to new technology whilst protecting customer experience and revenue  

• Be present in BT offices (min 2/3 days) with sales teams on non customer facing activity days, sharing best practice with peers and account management teams.  

• Driving upskill of talent in Desk Account Management to help facilitate succession planning. 

Customer Focus

• Establishes customer engagement plans for the team to drive excellent customer experience and NPS improvements 

• Works with other stakeholders across Enterprise to ensure customer engagement plans are implemented

• Promotes customer engagement across the team continually assessing and adapting to changing customer requirements and engagement levels

• Uncompromising in bringing the customer voice for the sector to the heart of decision making, using intelligence from the customer base and combining this with the latest research and trends

• Leverages cross-sector relationships across the team to enhance customer engagement and mobility within the operating model  

• Works closely with Field Acquisition team to identify accounts with high in-year growth potential and works collaboratively to maximise the opportunity to increase revenue and profit from these customers

Sales Capability

• Uses sales reporting, analytics and commercial insights to drive continual improvement for the best KPI outcomes 

• Accountable for driving subject matter expertise amongst desk/field (hybrid) based account managers, creates an environment in which sales professionals can be brilliant

• Responsible for timely and effective coaching and mentoring

• Accountable for building a culture of continuous learning and development across the team

Sales Governance

• Accountable for assuring compliance with sales processes and our legal and competition requirements within the team e.g. salesforce data management, pipeline management, Winning New Business 

• Adheres to governance requirements of sales pay plan and sales incentives

• Accountable for assuring compliance requirements of the team e.g. Mandatory Training, Expenses and Gifts and Hospitality policies 

You'll have the following skills & experience

• Desk or Field sales management experience in Telco or Technology sectors with proven ability to build strong sales teams  

• Ability to lead, influence, develop, drive and motivate at an operational and tactical level 

• Ability to deliver on business objectives and stretching sales targets, improving results through performance management and coaching creating an operating environment where people want to achieve outstanding results and are highly engaged

• Ability to use insight to make strategic and agile operational decisions enabling the team to win, develop and retain profitable business

• Ability to create and establish a winning team. 

Benefits

• 25 days annual leave (plus bank holidays) 

• 50% – 100%  on target bonus 

• Life Assurance 

• Pension scheme  

• Option to join the Healthcare Cash Plan or other benefits such as dental insurance, gym memberships etc. 

• 50% off BT and EE mobile pay monthly or SIM only plans 

• Exclusive colleague discounts on our latest and greatest BT broadband packages 

• BT TV, including BT Sport and the NOW Entertainment membership, and 25% off NOW Sport, Cinema and Kids  

• 30% discount for friends and family on EE mobile pay monthly and SIM only plans 

About BT

BT has a key role in British society, fostering change and leading technology innovation. From delivering the Olympics, to supporting the emergency services, to investing more into research than any other UK technology company, we take pride in everything we do - and in the people who work here.

We're now a global company operating at the forefront of the information age, employing 90,000 people in 180 countries. And we're on a mission. Guided by our core values of Personal, Simple and Brilliant our goal is to help customers, communities and businesses overcome barriers and release their potential.

So, if you're interested in the power of potential, why not join us today and release yours? You can read more here about what it's like to work at BT

How to Apply

It's easy to apply online; you just need a copy of your up-to-date CV and to follow the step-by step process. Don't worry if you need to make changes - you'll have the opportunity to review and edit your work on the final page. We look forward to receiving your application!