To grow and develop Penna’s; sales, business opportunities, reputation and presence within the executive HR market and provide functional expertise to Penna to create sustainable winning sales strategies
To generate and deliver targeted new business opportunities and position Penna as a market leader in Interim Executive talent by leading by example in ‘finding a way’ to succeed in difficult market conditions and ensuring we take full advantage of bourgeoning market conditions when available.
To champion Penna’s role in developing and supporting the sector with the provision of Executive Interim talent.
Introducing Penna’s other services and Client Partners to clients, ensuring clients understand the full Penna offering.
To encourage and help develop less experienced team members within the interim team.
To create valued long term relationships with high calibre Interims within the sector
To develop and enhance Penna’s brand reputation through the professional and intelligent representation of Penna’s services within the market.
To contribute towards developing the future direction and strategy of the business and broadening the knowledge base of the company.
Key accountabilities and responsibilities
Leadership & management
Provide visible and proactive sector based support to the Sector Head or Director of the Interim business and Penna Recruitment Solutions, acting at all times as an exemplar of Penna behaviours and best practice;
Plans ahead to develop a solid business pipeline to achieve successful sales in accordance with budget.
Delivering a “best team” approach for every client, by working closely with all interim team and other Penna colleagues.
Implements and manages a robust adherance to high standards of work, managing the quick response and high quality of candidates and service needed for Penna to enhance our reputation as a Leader in the Interim Executive and Interim Management markets.
Inspire and motivate team members and attend weekly meetings and monthly one to one meetings to review performance and update online Personal Peformance Contracts (PPCs).
Plan and implement the ongoing training and development of Consultants, Resourcers and Admin/Ops staff when working for the Sector Head
Working directly with the Director of Interim to plan and implement the growth and development of the team to meet, and anticipate, the evolving needs of the business.
Keep other Sector Heads/ Consultants aware of changes in the marketplace, both in terms of potential business development activities and general marketplace intelligence, trends and news.
Manage all assignments in accordance with all required quality policies and standards and specifically the IMA Code of Practice (attached)
Sales / Sales Management
Delivering and taking responsibility for sales performance and Interim Net Revenues in accordance with the agreed budget and business plan.
Developing and owning a carefully constructed budget and spreadsheet of sales.
Actively leads new sales management to develop new business and develop and enhance existing relationships to ensure Penna Interim is the leading provider of Interim Executive/Management in the sector.
Applying an authoritative and coaching style of management to lead from the front when managing and help motivate all staff and colleagues.
Executes sales performance & reporting in accordance with the plan with a baseline performance of:
Deliver an average of 1 placement per month.
Obtain an average of 3+ new accurately qualified Interim Executive opportunities per month.
Positively and accurately report sales activity in the weekly and monthly sales meeting
Accurately update the budget forecasting spreadsheet every Monday.
Meet at least 10 qualified client contacts every month and target board level communications.
Expected Net Revenue performance
A rising average of c. £20k+ a month by the end of year 1
Incremental growth year on year achieving at least 3.5x salary return
Client and Candidate Relationship Management
Maintain a positive regular communications with key interims within the sector and support all company interim events (breakfast, lunch and evening) to ensure a deepening in the relationship between top quality Interim Executives and Penna.
Speak with (ideally meet) all interim managers who are on assignment on a regular (at least monthly) basis providing a supportive sounding board for the interims on assignment.
Speak with all clients with interim managers on assignment on a regular (at least monthly) basis and meet at least quarterly to provide assignment support and performance managagement and tracking for all interims on assignment.
Processes and Systems
Fully utilise the company recruitment management application/database for all communications and capture key client contact information.
Work closely with all colleagues, resourcers, operations and admin colleagues to ensure our systems are accurately updated.
Maintain an accurately updated weekly financial forecast.
Work with Operations and Admin teams to ensure that accurate candidate coding is being managed on a regular basis either on the system or through admin staff using coding sheets.
Take Responsibility for the accuracy of all financial and contractual information on our systems, spreadsheets and actively support operations to do the same.
Ensuring all commercial risks are managed through ensuring:
All Interim Agreements and Contracts are pre-approved by the Director
Penna standard terms are applied wherever possible.
Client and Interim Contracts are signed prior to start dates as standard best practice.
Nature of relationship (interdependencies)
Developers of joint client relationships and introducers of other Penna services.
Sector Heads / Professional Lead
Your senior level colleagues in Interim.
Senior Consultants, Consultants, Resourcers
A line manager (where appropriate) for these. A mentor, coach and a responsible senior team member.
Operations, Admin and Systems Administrator.
Responsible for supporting all sales team with the best use of operartions databases, intranet and all systems for delivery of work to maximise business efficiency.
Personal Attributes, Skills, Knowledge, and Experience
A highly personable character with impact and a proven leader of sales and developer of long term client and candidate relationships
A deal maker with the ability to recognise buying signals and help clients resolve their challenges through the use of Interims.
A consultative approach and strategic and empathetic thinker, always putting themselves in the position of their customers and providing value adding solutions.
A confident and innovative communicator and a good listener
Good organisational skills with an ability to manage several tasks of different priorities;
An achiever and with a positive attitude towards continual learning to continuously look to improve performance and adapt to a changing market where needed.
The ambition to be seen as a specialist and trusted partner for clients and the practical and commercial application of how best to support them.
Reward Structure and Key Measures
Executive Interim Commission Scheme
If you are interested in learning more about this new opportunity and you feel that you hold the required skills and abilities to take on the role, please contact Jason Wheatley on 07917 581959 or at firstname.lastname@example.org