Head of Sales

Head of EMEA Sales - Industrials

Location: City of London

Location type: Hybrid

Who we are

GlobalData is a specialist information services business on a mission to help our clients decode the future, make better decisions and reach more customers. Using our unique data, expert analysis and innovative solutions we're able to create trusted intelligence on the world's largest industries for thousands of companies, government organisations and industry professionals in one fully integrated platform.

We began our journey in 2016, by combining a diverse range of specialist information services companies, many with decades of trusted customer relationships and deep sector specialisms. Today, we believe in the power of collaboration and operate as a single company, with more than 3,500 colleagues worldwide, across 20+ industries, delivering value for over 5,000 customers globally.

The role

The Head of EMEA Sales is responsible for leading and managing the sales strategy and operations across the European region. This role involves developing and executing sales plans, driving revenue growth, managing a high-performing sales team, and building strong relationships with key customers and partners. The ideal candidate will have a proven track record in sales leadership, a deep understanding of the European market, and the ability to work cross-functionally to achieve business objectives.

What you'll be doing

1. Sales Strategy and Planning:
   • Develop and implement comprehensive sales strategies to achieve revenue targets and market share growth in Europe.
   • Conduct market analysis to identify opportunities, trends, and competitive landscape.
   • Establish sales goals, quotas, and targets for the region.
2. Team Leadership and Development:
   • Recruit, train, mentor, and manage a high-performing sales team across various countries in Europe.
   • Foster a culture of performance, accountability, and continuous improvement.
   • Conduct regular performance reviews and provide feedback and coaching.
3. Revenue Growth:
   • Drive revenue growth through new customer acquisition driving value-based selling to increase average contract value.
   • Successfully manage the renewals book for business in Europe, driving customer retention and creating opportunity to increase renewals through upsell and cross-sell opportunities.
   • Develop and maintain strong relationships with customers, ensuring regular face to face contact and engagement.
   • Identify and pursue new business opportunities to expand the company's presence in the European market.
4. Sales Operations:
   • Oversee the sales pipeline, forecast accuracy, and sales performance metrics.
   • Implement and optimize sales processes and tools to improve efficiency and effectiveness.
   • Collaborate with marketing, product, and customer success teams to align strategies and ensure customer satisfaction.
   • Ensure the accurate and consistent use of
5. Market and Customer Insights:
   • Stay informed about industry trends, market conditions, and competitor activities.
   • Gather and analyse customer feedback to identify needs and improve product offerings and services.
6. Reporting and Analysis:
   • Prepare and present regular reports on sales performance, market trends, and strategic initiatives to the executive team.
   • Use data and analytics to make informed decisions and drive sales strategies.

What we look for

• 10+ years of experience in sales, with at least 5 years in a leadership role within the European market.
• Proven track record of achieving and exceeding sales targets and driving revenue growth.
• Strong understanding of the European market dynamics, regulations, and cultural nuances.
• Proven track record of building high-performance teams, including recruiting, developing, and leading teams to consistently exceed targets and drive business success.
• Excellent leadership, communication, and interpersonal skills.
• Ability to travel within Europe as required.
• Proficiency in CRM software and sales analytics tools.
• Multilingual skills are a plus.

GlobalData believes strongly in the value of diversity and creating supportive, inclusive environments where our colleagues can succeed. As such, we are proud to be an Equal Opportunity Employer. GlobalData is determined to ensure that no applicant or employee receives less favourable treatment on the grounds of gender, age, disability, religion, belief, sexual orientation, marital status, race, or is disadvantaged by conditions or requirements which cannot be shown to be justifiable.