About the Company
Thomas International are a leading global talent assessment platform provider. For 40 years, we have been using our suite of scientifically valid psychometric assessments and in-house training portfolio to provide technology driven solutions to ensure our clients recruit, develop, manage and engage their workforce as effectively as possible. We own our businesses in the UK, France, Belgium, Netherlands, South Africa, Australia, Hong Kong and Malaysia with circa. 200 employees and have developed an extensive distribution model for our assessments and, as a result, we sell to over 50 countries worldwide.
The company received private equity investment in February 2018 and is on an accelerated and ambitious growth plan. This will be achieved through a transformation of our online products via our new Thomas Assessment platform, launched in late 2020. We will continue to build upon our combination of science, data and technology, delivered via a SaaS approach that is disruptive in challenging the existing solutions in the market.
About the role
The Regional Director, International Sales will serve as a key member of the Sales leadership team, reporting directly to the Chief Sales Officer. This individual is tasked with driving sales growth in all regions outside of the UK, ensuring the right GTM strategies and optimising operational performance. As a member of the Sales leadership team, they will also help support the build of processes and strategies that enable sustainable and scalable growth across the larger Team Thomas, working to achieve build cohesion and a ‘one Thomas’ culture and approach.
Responsibilities
- Meet and exceed all team quarterly and annual Sales quotas, learning and iterating as you go.
- Ensure working practices across teams are aligned to global best practice norms on Sales processes extending from pipeline creation through to forecasting and quarterly delivery.
- Serve as a coach to your team, spending significant time in the field with them to coach, support their development, building cohesion and alignment, leading to overall regional success.
- Work as a true partner to cross-functional peers (e.g., Product, Marketing, CS) to bring regional client/prospect voice into the work they are doing.
- Lead with a growth mindset and accountability to results.
- Build and execute on Quarterly Business Reviews that inform your GTM priorities and focus, with team members running the same cadence grounded on focus and ownership.
- Lead effective pivot to ICP and above segment within region grounded in selling around business need/impact rather than features and functionality.
- Support new sub-ICP Sales team members in ramping up in role and scaling new GTM approach.
- Work collaboratively and impactfully with CSO, Regional Sales leaders, and Sales Enablement to build out best practice ‘One Thomas’ ways of working.
- Take responsibility for all aspects of effective team management including hiring. coaching, development, quota setting, and performance management.
- Act as a senior leader for the business and play an active role in GTM strategy.
- Build ways (both formal and informal) that enable peer-to-peer connection and learning across the regions.
- Work closely with the Regional Sales Director, APAC, to scale growth in priority markets within that region.
- Demonstrate inspirational and impactful management and leadership of people.
Requirements
- Extensive B2B sales Experience
- Managing and building sales teams
- Business management Desirable
- Extensive experience running and growing a Sales team/business
- A proven track record of effectively managing, inspiring and building teams to drive performance
- A growth mindset that runs to development and coaching
- C-level potential with the gravitas and ability to speak to business impact with C suite clients that extends well beyond the language of psychometrics
- Resilient and adaptable
- Strong cross-functional partner with excellent interpersonal skills; ability to work with different functions effectively and for overall benefit of the business Desirable
- Entrepreneurial drive and comfort working as part of a team in ambiguous, fast-changing environments
- Outstanding ability to collaborate, understand, and empathise with others
- Accurate and effective forecasting
- Ability to build and execute business strategy
- Role involves degree of flexibility around hours and travel
- Fluent in English
Location
We are flexible on location for this role, as long as it's in a country where Thomas International has an office i.e. UK, South Africa, Belgium, Netherlands and France. We require this person to be able to