Title:

Regional Sales Manager (Lettings)

Location:

regional+Manchester

Salary:

GBP 35,000 per year (GBP 55,000 OTE)

Description:

Role Context Rightmove is UKs no.1 property website by a massive margin and the 14th biggest website in the UK (ahead of householdnames like Tesco, Argos, Lastminuteand BBCNews), currently serving 190 million page impressions and 10.5 million usersessions a month. Rightmove is in business to connect home hunters with the widest choice of properties on the market. We make theexperience of finding suitable homes to view easier for the general public and we make the cost per enquiry for estateagents and developers dramatically lower than traditional newspaper based advertising. Rightmove has established a base of nearly 9,500 paying estate agency offices who list their properties on theRightmove site. Members rangefrom the major estate agent investors, through noninvestor corporate members and local multiofficecompanies to single independent offices. Until recently lettings was as a subset of our estate agency service and was without charge to customers. Charging wasintroduced in January2005 to new members, and July to existing members with great success. As a result of those early successes, a major new business unit has now been created with its own P&L to focusexclusively on the lettings industry. As such the current lettings field sales team have had their reporting lines movedover to the new business unit. Head of Lettings requires new management to help the lettings sales team deliver against the business plan targets andmaximise their potential.Key Responsibilities To provide line management and development to a field sales team of four Recruitment of new FSCs Motivation and training Appraisals and development To double the rate of sales and maintain consistently high standards of sales and support To support the Head of Lettings in delivering against board level targetsKey Working Relationships Head of Lettings Lettings Field Sales Consultants Other RSMs and FSCs in the business (not just Lettings) Internal Customer services and Marketing teams Lettings agentsWhat might an average week look like? Spending two days field accompanying members of your team on their sales and review calls, helping them identify thedifferences that make the difference. Training by example, by leading a new sales call with a field sales consultant along side you. Training the customer services team in head office on objection handling and simple sales techniques to support anoutbound call project. Weekly management reports on the sales activity, identifying issues that affect targets, taking ownership and resolvingthem. Talking with other RSMs, exchanging best practice and implementing improvements. An admin day at home, using Rightmove tools and reports to research and build a case that proves the value of asignificant customers investment inour service e.g. numbers of emails, telephone calls, bookings etc prior to a contract renewal meeting. Working with head office staff to identify improvement opportunities in our signup processes that will reduce the timeto go live for new customers.Location Will be based from home but require extensive travelaround the patches. For the Midlands/Northern suggested location Manchester. At least two days a month in the Milton Keynes head office. Must be willing to meet customers and field accompany consultants across a large area covering the country, whichwill involve frequent travel andlong hours away from home.Person SpecificationYou must: Have previous experience and success coming in to an existing sales force anddeveloping them as a team. Be inspirational and charismatic, you should have a natural ability to foster trust and empower your team and agenuine, constructive enthusiasm and passion for sales and people management. Have a clear understanding of driving and measuring performance in a very proactive and dynamic sales culture.Demonstrable analytical skills with confident Microsoft Excelm experience no beginners! Be a naturally great sales person who can lead by example with a proven track record of personal and managementsuccess. Get satisfaction from making a difference and exceeding customer expectations. Have great interpersonal skills with easy rapport building and be supremely professional in behaviours, appearance anddemeanour. Have tenacity and selfmotivation with excellent organisational skills and diary management Have the ability to create and deliver compelling and persuasive communications with confidence and great presence.Strong, confident telephone manner and easy going nature with a sense of humour. Be a car driver with full clean driving licence Have completed organised sales training or a blue chip sales training background. Have a minimum of 2 years sales management experience. Have evidence of career progression and stability e.g at least 1 year in any previous role. Have a great attitude good enough is never enough.You ideally Are minimum GCSE educated with grades AC in all subjects incl. English and Maths. Are degree educated, achieving at least a 2:1. Are more than competent with Windows, Office, Outlook, Excel. Are fluent and confident with web and all its potential. Have at least 3 years in Business to Business solution sales experience. Have completed a structured management training program. Have online sales experience and/or exposure to the property industry.