Who are we?

Nice to meet you, we’re Indicia Worldwide. We are a global data and technology led marketing agency who work with some of the world’s biggest brands.

We see ROI where others don't. We are the only agency that combines creative, data and technology talent with production and procurement expertise to improve your marketing performance and efficiencies. We realise ROI for our clients by enabling them to deliver more engaging, cost-effective and sustainable customer experiences.

Indicia Worldwide is the product of three successful businesses, brought together by our parent company Konica Minolta in 2017. The vision was, and is, to create new value across the remit of marketing for our clients.

What you’ll do:

• Vision: The Global head of Sales Enablement is solely focused on maximising revenue and profit opportunities for Indicia Worldwide in the new business development environment.
• Mission: Under the guidance of the Global Chief Client Officer, and through partnership with the Sales team, the Global Head of Sales Enablement delivers a positive impact on key performance indicators such as pipeline health, conversion and win rates, contractual periods, sales cycles, or quota attainment and ROI of Sales teams.
• Approach: With a prospect-centric, data-driven and collaborative approach, the Global Head of Sales Enablement brings Indicia Worldwide’s competitive advantage to life in a new business development environment. Unlocking the Indicia Worldwide proposition at the point of brief with the goal of maximising deal size (revenue and profit) through the best possible service mix. In parallel, they boost sales performance through excellent pitch experiences, value-based and world-class solutions design, and differentiation all as a trusted advisor.

This role supports new business development through four main responsibilities:
Ensuring Prospect Experience Excellence

• Responsible for optimizing all aspects of the prospect experience with the Indicia brand in a new business development environment, driving pitch conversion, revenue, and ultimately business value.
• Activate the whole Indicia Worldwide proposition in response to the challenges of our prospects, , by bringing together and showcasing the strategic application of data, technology, creative, retail, creative production and print management.
• Ensure a value-based, prospect-centric and results-oriented approach to new business conversion. Supporting the optimisation of working models and a mindset for excellence across the sales cycle.
• Perform quality controls to ensure a world-class and consistent prospect experience, brand messaging, communications, presence, response times, etc. in a new business environment.
  
Sales Enablement

• Working in partnership with the sales teams to follow a more systematic, standardized process across the sales cycle (from prospecting, lead generation and demand stimulation to opportunity qualification and management, stakeholder management, solution design, pitch preparation and delivery, negotiation, risk alleviation, etc.)
• Define and implement The Perfect Pitch process globally.
• Support the creation of pitch teams for key opportunities, identifying, motivating, and inspiring them to come together and provide a world-class experience to Indicia Worldwide’s new clients.
• Under the direction of the Global Chief Client Officer, create compelling value proposals for prospect interactions: interpreting the prospect’s needs to identify commercial opportunities; defining the interaction’s storyline; tailoring dialogue; producing the content with global and regional teams; briefing design teams; building awareness of the commercial and financial impact of the solutions suggested.
• Implement a global content factory and library, increasing the efficiency of future content creation needs.
• When needed, support the Global Chief Client Officer to drive conversion efficiency and effectiveness, prioritising opportunities and improving time allocation.
• When needed, support the Global Chief Client Officer in their endeavour to build an optimal sales culture, and the organisation that will support it, driving collaboration across teams to achieve growth objectives.
  
Shaping Indicia’s Worldwide Positioning, Value Propositions and Go-to-market approach

• Productization and definition of Indicia Worldwide’s go-to-market approach across all service propositions in a sales and marketing environment (i.e. positioning, sales journeys, unique points of differentiation, standard language and content, scripts, demo proposals, pricing models, etc.)
• Support the Global Chief Client Officer in defining and building a channel strategy and approach to external partnerships in the context of new business development.
• Collaborate with Marketing to continuously optimise the Indicia Worldwide brand as well as strategic and operational marketing aspects like positioning, customer segmentation, upcoming campaigns, targeting for lead generation, etc.
  

What you'll bring:

• Extensive and proven experience in a new business development, consulting or professional services capacity across the data, tech, creative and/or print management space with global brands
• Strong understanding of the agency business and proposition 
• With a unique understanding of marketing and sales and deep commercial acumen, the Global Head of Sales Enablement will be exceptional in their ability to activate the whole Indicia Worldwide proposition in a new business environment, responding to client challenges and setting a standard of excellence across the prospects buying experience. 
• The skill to interpret, define and articulate (written and verbal) complex business solutions clearly and simply, responding to client briefs and challenges.
• Responsibility and accountability to achieve goals and results, constantly looking into how improvements can be made to get the business closer to achieving set objectives.
• Rigor and persistence to go the extra mile, in self and those supporting client engagements.

The softer skills that we believe, will help you thrive in this role:

Naturally sales environments are fast paced and require high levels of tenacity in the pursuit of conversion, the following characteristics, whilst not definitive, we would expect to see:

• High energy in the pursuit of perfection. Crossing the i’s, dotting the t’s and leaving no stone unturned in order to set new standards in pitch excellence
• Strategic thinking and result-driven approach
• Excellent communicator. The ability to listen, interpret and get to the crux of a prospect’s challenge, in-turn creating pitch winning written and verbal communication’s which are clear and compelling
• A team player. Win together, never lose alone. The ability to motivate, inspire and guide blended team’s of experts all towards a common goal of converting opportunities
• Selfless. The business comes first, always. Putting the businesses interest’s above all other’s in order to grow in a sustainable fashion
• Resilience. Whilst we wish to, its inevitable we will not win them all. The ability to pick themselves up, and those around them. Celebrate together, commiserate together and move forward as one having learnt together.

Role Requirements

• Whilst the contracted hours for the role are 9.00am to 5:30pm, Mon – Fri, the global nature of the business requires that some meetings and engagements will happen outside of these hours.
• There are travel requirements to promote collaboration with prospects and teams.

We are an equal opportunities employer and as such, will make any reasonable adjustments to accommodate the needs of all candidates. If you have any such needs or requirements in the context of your interview, please notify us so that we can make the appropriate arrangements.