ROLE TITLE: Sales Development Manager - Retail HaaS FUNCTION: Sales REGION: IBHQ – CMO Office REPORTING : Sales Director Iberia LOCATION: Spain (remote with county-wide travel) COMPANY OVERVIEW As a global leader in cash technology solutions, we provide the financial, retail, cash centre and gaming industries with confidence that their cash is protected and always working to help build a stronger business. Our cash automation technologies and process engineering services help businesses in more than 100 countries optimise the handling, movement and management of cash. While we span the globe, we personally engage with each customer to address their unique challenges and goals — enhancing staff efficiency, reducing operating costs and enabling a more rewarding customer experience. We offer peace of mind. We enable transformation. We generate options. We empower people. We do all this by releasing companies from the burden of cash management, putting cash to work, and helping customers enhance the value that their staff and facilities add to their business. We pride ourselves on customer focus, solution quality and our great team. We are growing and diversifying and are looking for talented people who are passionate about what they do and want to contribute to the next phase in our company’s success. ROLE PURPOSE Glory Global Solutions has an exciting opportunity for a Sales Development Manager who will take care of our Retail customers providing a Hardware as a Service (HaaS) solution for the market. The Sales Development Manager will have expertise within the HaaS Retail marketplace and preferably in the area of cash automation technology (hardware, software and consultative services). The Sales Development Manager will use their current knowledge, experience and contacts to build current business and develop HaaS within the Retail marketplace including Point of Sale cash automation and back office cash management. In this role, the Sales Development Manager will be a driving force behind GLORY’s expanded sales initiative; leading new business growth across retail vertical markets (Grocers, Supermarkets, Theme Parks, Discount Department Stores, Quick Serve Restaurants and other cash-handling customers within the retail space). To be successful in this role, the Sales Development Manager must be well organised and have a plan for working the assigned territory. The ideal candidate will be a "Hunter", while still having the skill set to maintain and grow the business relationships. You will already have in-depth experience of working across Tier 3 Retailers within Spain at a senior level and will have extensive key contacts across the industry including customers, partners, associations, software vendors and other key suppliers. You will be able to demonstrate previous success of new sales within a technical / consultative selling environment. REQUIRED SKILLS AND COMPETENCIES · Define and execute sales strategy for Tier 3 retailers in the HaaS space · Guide, manage and motivate the HaaS sales team · Establish a strong pipeline of leads and opportunities · Proactively generate opportunities and qualify new leads · In conjunction with the Sales & Distribution Director, proactively promote internal and external campaigns for Retail Cash Automation technology in the context of the wider GLORY portfolio · Attend trade shows promoting products when required, as well as coordinating Retail Thought Leadership events · Identify and exceed customer requirements by working closely with marketing, engineering, service and production · Develop relationships with, and educate the Spanish Sales Team, rapidly becoming the “go to” person for all potential HaaS opportunities · Act as the voice of the customer and feedback market and customer requirements around Retail trends and technological needs · Develop strong engagement with key decision makers within prospects and customers through strategic planning, direct cold calling and introductions from existing contacts · Revenue: Develop, realise and maintain incremental revenue by selling and advocating GLORY products and services “to”, “through” and “with” prospective customers within specified territory and / or assigned accounts · Identify new accounts and close new business opportunities by competitive quoting, quotation follow up and sales functions · Document all sales activity in the CRM (calls, reports and opportunities) · Maintain on-going relationships with multiple contacts throughout the clients’ organisations to ensure smooth delivery of products / services and payment · 30%+ travel within geographic territory as required · Effectively utilise internal resources to provide appropriate and timely support to our customers and prospects EDUCATION AND EXPERIENCE · Bachelor / Diploma in Business Administration or Economics and / or Marketing · High level of spoken and written English · Experience of managing field sales teams in the Tier 3 Hospitality or Retail sectors and understand the challenges of dealing directly with Small to Medium Enterprise business owners / managers REQUIRED SKILLS AND COMPETENCIES · Valuable sales and sales management experience · Strong communication, negotiation and interpersonal skills · High levels of performance and self-motivation · Excellent customer service awareness: understanding the concept that "the customer is always right"; speak closely to customers / have good listening skills to identify needs and provide effective solutions · Excellent professional communication with customers and good knowledge of GLORY’s products and features · Spoken and written skills are of paramount importance combined with the ability to make formal presentations · Demonstrate consistency, resilience and understanding that not all customers can be a sale · Experience with different sales techniques and in leadership management · Experience working with Oracle CRM or similar · Extensive schedule availability GLORY SPIRITS The Glory Spirits & Behaviours reflect the values and behaviours that are critical to the ongoing success of Glory and as such represent the foundations of our behaviour globally to lead us to realise our mission: Value Creation - strive to create value for customers Self-Starter - understand the objectives of your own work and are proactive in achieving goals Collaboration - respect diversity and create a culture of collaboration to work with each other to achieve a common goal Integrity - understand Glory’s mission and act with responsibility and pride to realise achievement and act and behave with high integrity and a strong sense of ethics Own Growth - leverage our own talent and achieve personal development by adopting a broader perspective; looking beyond our own work. Equal Opportunities Glory believes in equal opportunity for all qualified persons and will not discriminate against any applicant for employment because of race, colour, religion, marital status, national origin, gender, age, disability, veteran status, or any other status protected by law. Third Party Agencies Unsolicited resumes will not be accepted by Glory. Should an agency choose to send unsolicited resumes, Glory reserves the right to review such resumes but will not be held liable for any fees/charges associated with a candidate hire except where a formal written agreement is in place between Glory and the Agency to source candidates for a specific role.