Head of Sales

Job Description

As a key member of the OPTA senior leadership team, the incumbent will be instrumental in contributing both passion and expert knowledge to achieve revenue and EBITDA targets by leading a team of execution and customer focused product and delivery specialists. Co‑leading the sales vision by acting as a technical expert and consultant to the sales team and customers, identifying how to leverage Opta’s assets, capabilities and products with the goal of converting solutions to revenue as quickly as possible.

Reporting to the Managing Director, this Head of Sales plays a key role in long‑term strategic planning related to the organization’s sustainability while fostering an environment of higher performance.

• Sales Operations
  • Identify, plan, lead and fulfill professional services opportunities and wins.
  • Plan, lead, deliver and use OPTA products, assets, and capabilities to ensure successful customer implementations (internal and external).
  • Collaboratively identify product enhancements and changes (Product Roadmaps).
  • Translate strategic plan into a plan of execution for Sales team(s).
  • Create sales strategies, product playbook, pricing strategies, templates, presentations, and tools to mature and increase sales team win rates and efficiencies.
  • Track, implement, regularly groom, and report sales pipeline and associated metrics.
  • Build, lead and manage relationships with suppliers and partners.
• Leadership
  • Lead sales strategies, planning and overall revenue attainment.
  • Lead and champion NPS through successful implementations of time and material‑based initiatives.
  • Mentor, inspire and challenge team and others to meet their full potential.
  • Help individuals within customer companies to succeed by delivering all projects on time and on budget.
  • Maintain strong relationship with Opta Operations and R&D, working collaboratively for company’s success.
  • Maintain strong relationship with all Verisk strategic business units, recognizing the differing market approaches.
• Financial Management
  • Ensure business targets and financial success are tracked and targeted against the business plan.
  • Analyze and control expenditures within budget.
  • Create detailed annual revenue budgets by customer along with well understood growth assumptions and product strategies.
• Sales Execution and Client Interaction
  • Ensure customer relationship management by establishing ongoing communication, customer satisfaction and face‑to‑face interaction.
  • Use consultative problem solving to create and customize solutions for clients.
  • Create strategy to service, maintain and increase volume of business currently being received from existing clients.
  • Negotiate, approve, and help close key customer accounts alongside assigned sales lead.
  • Participate in regular account reviews with sales team and continuous improvement mindset, identify trends and initiate creative strategies to improve service to the customer.
  • Proactively identify and sell new products and multi‑line opportunities.
  • Initiate both client meetings and prospect client meetings as required.

• Personal Impact
  • Possesses tactfulness and persistence with our customers while always acting with a sense of urgency.
  • Provides accurate information and creative solutions for customers while taking ownership of decisions.
  • Honors commitments and promises, maintains confidentiality and high standards of integrity.
  • Has a solid understanding and ability to articulate the business value of our offerings, with a deep understanding of our target industries.
  • Enjoys closing sales, enthusiastic and positive, influencing and energizing the team.
  • Works collaboratively with others to achieve goals.
• Relationships
  • Communicates positively to customers, provides positive expectations.
  • Bilingual in English and French is an asset.
  • Works collaboratively and positively with all departments.
  • Ability to identify and remove obstacles to success through clear communication with customer.
  • Is an advocate for the interest of both the company and customer.
  • Ensures the team understands what is required and how to do it.
  • Ability to move team toward desired goals.
• Strategy
  • Actively participates in the development of corporate…