**The Business - ADT Subscriber**:
EMEALA Subscriber is Johnson Controls' alarm monitoring and intelligent services vertical that installs, maintains, and monitors our customers' security 24x7. The portfolio of solutions includes electronic security systems, video cameras, intelligent services/automation, fire detection, security response services, among others.
EMEALA Subscriber is present in 8 countries (UK, Spain, Mexico, Costa Rica, Brazil, Uruguay, Argentina, and Chile) operating with the brand ADT, being market leader in most of the countries where we operate. We provide tailored solutions to customers' needs, which can be residential or commercial, usually with an As-a-Service model (monthly fee that includes equipment, maintenance and monitoring). ADT Spain is a vital part of this business with a growing account base and reputation in the local marketplace.
**The Role - Sales Director**:
**What you will do**
Reporting directly to ADT Spain Subscriber GM, the role sits on the Spain Senior Leadership Team, which is responsible for the overall performance of the business. ADT Spain has sales professionals spread across multiple sales channels (telesales, indirect sales and business alliances). The role is tasked with delivering the sales plan and growth targets across all channels through the country sales organisation.
**How you will do it**
**Sales Execution** - As our Sales Director, you will be responsible for driving the design and execution of sales growth strategies in collaboration with the EMEALA business model/leaders.
Key areas of focus will be on sales strategy and go-to-market to:
- Grow our customer base and related service solutions. Whilst Subscriber (ADT Spain) has a strong presence, there are significant opportunities to increase market share and penetration.
- Identify ways to make the sales channels more effective and productive.
- Work closely with Marketing to optimise lead generation to improve sales conversion rates and volume.
- Continuous review of sales price discipline to both ensure margins are maintained/ enhanced and that there is sufficient market intelligence on price positioning.
- Adjust the sales structure to match the customer's preferred sales method.
**Sales Enablement - **As the owner of the ADT Spain commercial strategy, you will also be responsible for ensuring we have a strong sales foundation to drive our growth strategies, including actions, metrics, tools, processes, coaching and cadences. Provide leadership and direction to the sales teams to ensure they add value and support growth.
Marketing sits separately within our business and has its own marketing structure, but the Sales Director leads the input and cadence to ensure Marketing supports the sales organisation and business to deliver the plan.
Lead and manage incentive structures and rewards in conjunction with the ADT Spain Finance Leader, HR Leader and key sales and business leaders.
Key areas of focus will be:
- Collaborate with the General Manager, departmental leads and sales managers to engage and develop the sales channels long term growth strategies while aligning execution.
- Develop and/or deploy sales excellence processes and tools relevant to ensuring the the appropriate level of performance.
- Ensure we have productive and on-target sales managers / sales professionals using the correct business KPI’s. Build an effective coaching environment to achieve required performance levels, achieved by working in conjunction with the HR leader to have a winning Sales Academy and assessment, competence, training, and development programs in place to continually drive performance.
- Identify opportunities for new go-to-market strategies and product offerings. Understand the winning models in each sales function and anticipate market moves that will give you an advantage.
- Continually perform business evaluations to identify future opportunities for improvement and barriers to achieving strategic growth and financial objectives.
- Represent the ADT Spain in all internal and external business forums in a professional manner. Be a brand ambassador.
- Drive consistent focus and improvement actions to continually mature strong execution of EMEALA subscriber sales fundamentals.
**What we look for**
- Minimum of 15 years of sales and management experience.
- Demonstrable experience in security
- alarm monitoring industry as Sales Director.
- Demonstrable experience in telecoms market as Sales Director.
- Specific experience managing or matrix direction to a distributed sale organisation in various sales structure. (Telesales / Field / Alliances)
- Ability to communicate effectively with all levels of employees/management and experience in a cross-functional matrix reporting structure.
- Excellent analytical and interpersonal skills with strong problem solving and critical thinking capabilities.
- Experience in national and multinational working environments.
- Ability to understand and leve