Head of Sales – PLS

Quadient delivers exceptional experiences with passion. We continually strive to innovate and reimage something new. That inspires and motivates people to exceed expectations. Our business success is underpinned by the trust that our clients invest in our products, and in our commitment to delivering the very best solutions. This trust is earned by great people, doing a great job. We call it: The Power Of You .

Quadient strategy, known as ‘’Accelerate’’ was launched in January 2023 with the aim of driving market growth and market expansion. As part of this strategy, the Parcel Locker team’s primary objective is to support the company’s growth by deploying 5,000 lockers across the United Kingdom within the next 3 years. This initiative is intended to establish Quadient as the leading carrier-agnostic locker provider in the UK.

The scope of the role extends to DACHIT-UKI region, which encompasses Germany, Austria, Switzerland, Italy, United Kingdom, and Irelands. Each market within this region has a varying level of maturity and will require different levels of support as our global ambitions adapt.

To effectively execute the strategy and achieve the desired outcomes, Quadient has organised its Parcel Locker Go to Market team around three sectors:

Open Network: This team focuses on acquiring hosts for the placement of 5,000 lockers within 3 years. The team will work towards securing partnerships with various location types to expand the network of accessible locker locations.

Retail: The Retail sector aims to provide Click & Collect / Returns solutions for Retail environments, allowing customers to conveniently drop off and collect their purchase. Another key focus of this team is to secure Retailers as host environments.

Residential: The Residential sector focuses on serving the needs of residents in various settings such as Higher Education, Build to Rent properties, and Purpose- Built Student accommodation. The team will develop and implement locker solutions tailored to meet the specific requirements of these residential environments.

About the Role

Reporting to the Executive Vice President of Sales & Operations Western & Central Europe, this role is responsible for:

• Driving sales across the teams to the achievement of revenue expectations within PLS in line with the budget & 3YP

• Responsibility to ensure OPEX is in line with budget and optimising costs where possible

• Ensure full achievement of the margin budget across all product lines and sales teams

• Close alignment with the Client Operations Director to ensure there is an optimised GTM strategy with responsibility for developing and delivering the correct GTM proposition

• Responsible for Recruitment, training & development of the PLS field sales channel working in line with the sales enablement team

• Close alignment with product marketing to ensure delivery of the product roadmap and associated actions to drive maximum revenue and margins.

• Regular reviews with the demand generation central function to ensure DACHIT are in line with budgeted lead volumes and conversions

• Reporting of relevant KPI’s

• Weekly vacanciesineu.com Monthly vacanciesineu.com Quarterly forecasting

• Revenue achievement in line with budget & 3YP

• Budgeted lead conversions

• Market engagement & awareness

• Employee engagement & Culture

• CRM Usage and adoption

• Recruitment & retention within PLS Field Sales DACHIT / UKI

• Leadership development and elevation within PLS DACHIT / UKI

• Occasional participation with DACHIT/UKI Executive sessions

Required:

• Experience managing a large field-based sales team in a fast-moving environment

• Successful track record in driving revenue growth and sales performance

• Good initiative, confident in managing and implementing change

• Ability to drive an engaged culture within multiple teams

• Ability to communicate, present and influence all levels of the organisation, including executive and C- level.

• Proven ability to drive the sales process from plan to close

• Proven ability to articulate the distinct aspects of products and services

• Excellent listening, negotiation, and presentation skills

• Excellent verbal and written communications skills

• Excellent proposition development skills

• Strong CRM capabilities and execution techniques

• Fluent English (German & Italian also an advantage)

• Sales Enablement experience

• Understanding of the Carrier, Final Mile and Locker Market

• Some travel within Europe will be required

Our values:

Our values define how we work as a team: Empowerment, Passion, Inspiration and Community. They make us EPIC. Together.

About Quadient:

Quadient is the driving force behind the world’s most meaningful customer experiences. By focusing on three key solution areas, Intelligent Communication Automation, Parcel Locker Solutions and Mail-Related Solutions, Quadient helps simplify the connection between people and what matters.

Quadient supports hundreds of thousands of customers worldwide in their quest to create relevant, personalized connections and achieve customer experience excellence. Because connections matter.