Strategic Sales Executive

The Adaptavist Group

Location: Greater London

Job Type: Full time


Working at Brew Digital

Brew Digital is a team of problem solvers, made up of designers, developers, digital marketers, and project managers who keep everything running smoothly.

Brew Digital works with an array of clients, offering expertise across website design, creative, and digital services. We are also the in-house agency for our parent company - The Adaptavist Group; a family of brands that combine people, processes, and technology to make businesses better. The Group is on a mission to ignite lasting change in the way we work.

The offices in Norwich and London are a vibrant and welcoming space designed for collaboration and creativity. We have a hybrid working style so our team is based both locally and remotely. Regardless of location, this is a diverse and talented team that prides themselves on their warm and welcoming culture.

Some of our amazing benefits in the UK for Brew Digital include;

- Unlimited holiday
- Flexible working
- Bupa
- Pension
- Enhanced parental leave
- Online streaming service
- Udemy training
- Employee assistance programme

About the role

Do you want to join a successful digital agency, and guide them to winning more business and growing their customer base? Are you a passionate sales executive who relishes the opportunity to target both new and existing locations with the desire to win business with both new and existing customers? If so, this role might be the perfect opportunity for you!

As a Senior Sales Executive, you will play a key role in Brew Digital winning new clients and spearheading the development of our sales function. Ideally, you will possess a combination of consultative selling experience, proficiency in relevant tools and a deep understanding of our solutions, ideally gained through similar roles in comparable agencies. You will collaborate with customers to maximize business results and open up opportunities. You will work with various teams across the business to define solutions for clients.

What you'll be doing

Sales Process
- Lead Generation and Qualification
- Establish and develop the sales function within the organisation
- Identify and develop opportunities within high-growth and mid market companies to enable organisations to transform and find advantage in a climate of constant change.
- Use questioning skills to consultatively uncover pains and challenges that Brew Digital can support.
- Apply the sales process to achieve sales objectives
- Leverage marketing campaigns and promotions along with acquired knowledge of technology solutions to collaborate with marketing specialists to leverage product knowledge and promotions to grow the sales pipeline and expand opportunities within accounts.

Opportunity Management
- Facilitate all contract negotiations with the support of the Adaptavist Legal Counsel team.
- Look for a constructive environment for negotiation, discover shared interests and find mutually acceptable solutions, and resolve different perspectives of matter with the support of management
- Execute a consultative sales approach through discovery skills to uncover customer pains and challenges, identify and recommend solutions that address client's business, design, and technical needs leveraging Brew Digital offerings.
- Align solutions to key business challenges, identified through a detailed discovery process.
- Leverage storytelling during the sales process via client case studies
- Deliver quality and consistency in all sales calls, online and face-to-face sales presentations.
- Collaborate with the pre-sales consulting team to devise and propose solutions aligned with customer needs

Handling Objections
- Communicate with widely varied audiences, in a clear and credible manner
- Seek to resolve different perspectives or matters of dispute by discovering shared interests and finding mutually acceptable solutions with the support of the sales leaders
- Expresses ideas/solutions to overcome resistance, complaints and frustration
- Lower resistance to and offer solutions to handle objections

Pipeline Management and Forecasting
- Manage the sales funnel with the implementation of strategies to address key friction points and improve sales conversion rates
- Manage and report on individual sales pipelines to achieve budget targets and support Adaptavist global forecasting
- Review sales reports to understand own sales cycles and close ratios and seek ways of own process improvement.
- Identify key customer data to enable developing trusted relationships
- Identify and execute actions within CRM accounts to support goals and tactical actions within existing accounts or marketing campaigns.
- Accurately forecasting the sales pipeline in line with Adaptavist global forecasting which has an impact on company financial targets, resourcing, and business planning

Customer Relationship Management
- Develop partnerships with customers to position Brew Digital as a trusted partner to meet customer strategic business needs
- Establish, sustain and foster professional contacts to build, enhance and connect network; being an ambassador for Brew Digital
- Adopt an open and honest listening and communication approach with customers.

Product & Industry Knowledge
- Understands and leverages Brew Digital offerings around design, website and app development, and digital marketing to provide solutions meeting customer needs.
- Use knowledge of products/services to enable upselling.
- Objectively critiques the competition (strengths, weaknesses) and seeks opportunities for business development
- Understands and explains industry trends to customers business environment.

What we're looking for

- Strong team player, able to collaborate effectively with colleagues across departments
- Proactive attitude with a drive to exceed targets and expectations
- Flexible mindset, capable of adapting to different responsibilities
- Accountable for individual and team performance with a focus on achieving desired outcomes
- Approachable demeanor, fostering open communication and rapport with clients and colleagues
- Strategic thinker with the ability to identify opportunities, navigate complex business needs and then work with internal stakeholders to create a solution that meets the clients needs.
- Proven sales success within a consultative B2B sales with a focus on growing new mid-market Accounts
- Proven track record of achieving sales targets
- Experience in a consultative sales cycle, including influencing and negotiating with C-suite executives
- Has a developed skill set around solution selling.
- Experience in working in a pre-sales environment, as part of larger teams
- Capable of being highly responsive where required, has a strong sense of urgency and a commitment to follow through.
- Proven ability to articulate the distinct aspects of products and services and position them against competitors
- Own, manage, orchestrate and execute a strategic sales plan for your accounts.
- Understanding of the specific needs within a Sales Process, around forecasting and opportunity progression

At Brew Digital part of the Adaptavist Group, we are committed to promoting a diverse and inclusive community, and believe this positively impacts both the creation of our innovative products and our delivery of bespoke solutions to our global customers and our own unique culture. We encourage all qualified applicants, regardless of age, disability, race, sexual orientation, religion or belief, sex, gender identity, pregnancy and maternity, marriage, and civil partnership status. From our family-friendly policies to our flexible work environment we offer a range of benefits and policies in order to support staff from all different backgrounds. If you have any questions, please do ask us.

We look forward to your application!