Head of Sales & Marketing

Head of Sales & Marketing - Merit Data & Technology UK

* Please note the role is working for Merit Data and Technology Limited, part of Merit Group Plc., and is based in the UK. For further information, please visit https://www.meritgroupplc.com *

BACKGROUND

Merit Group is one of the UK leaders in the collection and transformation of big data. We underpin some of the world’s most trusted B2B brands with our proprietary data management systems and data products. We offer a range of data and technology services to our clients in order to help them deliver on their software and digital transformation ambitions.

We operate in 12 different industries, from construction, healthcare and e-commerce to pharmaceuticals and advertising.

We are leaders in robotic data collection as well as developing sophisticated Machine Learning tools to segment and tag data, turning it into actionable and insightful information. We have significant teams of researchers who further embellish the data and enrich it with non-public domain information.

At our offshore centre in Chennai we have access to top class IT resources for deployment to client projects.

CLIENTS

We have already assembled a very impressive list of customers with whom we have an excellent rapport and reputation. These include TMF Group, Wilmington plc, Informa, CAP, Dow Jones, Glenigan, Fitch Solutions, The Economist Intelligence Unit, among others. Many of these companies are very large multinationals where we have considerable potential to grow and develop additional business from these accounts.

ROLE DESCRIPTION

Reporting to the CEO, the role will focus on the effective management and development of our sales and marketing team, in a way that will drive revenue growth and margin enhancement.

Our product and service offerings are focused on three key markets, where Merit have established strong credibility with some of the most recognisable brands:

• Data supply contracts into Information business in the UK, US, Europe and Australia
• ­SMEs and large enterprises requiring Data and digital transformations or AI powered automations
• Events and conferences companies where Merit has a dedicated marketing data offering tailored to this segment

The BD team will have the support of a dedicated marketing effort:

• Excellent technical content in the realm of data, machine learning and development
• Email, Social marketing delivery plus event sponsorship, speaking engagements etc.
• Lead generation team based in India, sourcing appointments & meetings
• A strong technical sales support department to assist the BDs with technical briefs, pilot project delivery and proposal writing

The job on offer here will require the Head of Sales to:

• Manage the Sales teams to ensure they are working effectively towards their targets in their various focus areas
• Ensure close monitoring and tracking of Sales & Marketing activities for Tech & Data Services
• Support and direct the lead generation team to help source opportunities and appointments
• Bring clarity to targeted sub-sectors and markets along with insightful intelligence on how we are performing
• Increase spend from existing clients
• Ensure that we keep recurring revenue levels north of 85%
• Deliver a sales target which is aggressive but achievable
• Represent Merit at events, conferences and speaking engagements
• Bring opportunities from initial discussions right through to initial invoicing
• Manage and sustain long lead times (6 months) in larger deals

CONTEXT

This is an exciting role where the space in which we operate (the collection and transformation of big data – both structured and unstructured) is at the forefront of the Tech Industry. The capability we have built, and the AI tools we use in data transformation will give most candidates a huge learning opportunity, in a very cutting edge sphere.

With a great client base, plenty of case studies and a strong reputation, the successful candidate will have plenty of positives to work with, to aggressively drive the business forward and to generate significant revenue growth and remuneration.

He / she will have the opportunity and authority to rebuild the sales function completely, which will be hard work, but will give an enormous sense of pride and achievement once it is accomplished. We have a very positive and ‘can do’ culture where a sense of team and collective effort will provide good support to whomever is in this role.

WHO ARE WE LOOKING FOR

• A proven professional with demonstrable ability to drive sales teams to meet and exceed revenue targets and maximise margin delivery
• The ability to implement a robust sales process, use insightful reporting and the intelligent use of data, to guide and focus our BD efforts.
• A person with brilliant people skills with an ability to motivate and develop sales professionals
• Ability to work and guide marketing and lead generation teams to cultivate a sales funnel with appropriate levels of prospects, at all levels
• A firm grasp of digital marketing would be mandatory
• Experience in IT services or software sales is essential
• Ability to close multi-year recurring revenue deals
• Disciplined and systematic work ethic – with sales and marketing activity driving prospects forward on a constant basis
• Commercial experience working with an offshore technology services company would also be an advantage

What’s in it for you?

The opportunity to work with a truly innovative player in the rapidly expanding data and technology sector.

An opportunity to succeed in a senior role in a UK Plc where you can help shape the direction, trajectory and shape of the business.

A great work culture where we combine the disciplines of working with a Plc, in an environment which is relatively small, entrepreneurial and collegiate.

Opportunity to work in amongst some of the largest UK companies in the media, research, ecommerce and marketing industries.

A good remuneration package with realistic opportunity to earn significant commissions.

Remote working, with opportunities to collaborate with colleagues in our London office, based in The Shard.

If you are interested in applying, please send a copy of your CV and Cover Letter, setting out why you think you are a good fit for the role, to Neela Kannan: neela.kannan@meritgroup.co.uk