Mid-Market Sales Manager

Job Purpose

We are seeking a dynamic and results-driven Mid-Market Sales Manager to lead our EMEA & NASA based mid-market sales team, focusing on outbound sales activity with potential clients who are starting out on their localization journey. The ideal candidate will have a proven track record of achieving sales targets, be adept at using sales tools and be passionate about driving team performance and growth. Exceptional leadership skills, and the ability to build trust and strong relationships both within the team and with clients are also essential skills.

The mid-market is predicted to be the most significant growth area within the localization space in the next 5 years, with Slator estimating the addressable market at over £13bn. This is an exciting time for the market as a whole, and for RWS and GoGlobal specifically. The Mid-Market Sales Manager will be the driving force of GoGlobal sales strategy and will only deliver on targets in this fast-paced / localization immature space by working collaboratively with both Marketing and Customer Success teams. Understanding the unique requirements and challenges in this market will be the key to success.

About The Strategic Content Solutions (SCS)

The Strategic Content Solutions (SCS), part of RWS’s Language Services division, works closely with major accounts and clients of all sizes who are going global with specialized localization services. These services cover the entire localization spectrum, from translating content, media, and audio to creating engaging eLearning programs and transcribing highly impactful marketing campaigns. The SCS works closely with RWS’s Language eXperience Delivery (LXD) platform, which includes 2,000 in-house linguists, and a network of more than 29,000 translators, who use RWS’s proprietary machine translation, AI, and translation productivity tools, to deliver a 24/7 service to clients.

Job Overview

Key Responsibilities

• Lead & manage an EMEA & NASA based team of sales professionals working on outbound sales activity.
• Continually motivate, develop, grow, and retain the talent base on the team through effective performance and development strategies. Maintain a clear succession plan and address any under-performance quickly and effectively.
• Overall responsibility and ownership of GoGlobal new sales targets.
• Work collaboratively with counterparts in marketing, product management, inside sales and customer success teams to develop and implement sales plans, strategies, and tactics for GoGlobal offerings.
• Manage key sales processes including account strategy, one on one reviews, key deal reviews, pricing proposals, sales presentations, and in-person sales meetings. Ensure best practice is followed across the whole team.
• Work closely with Finance and Management to generate sales forecasts and ensure compliance of sales data in Salesforce.com and other data tools.
• Frequently engage with executive leadership to formulate strategies and garner support.
• Lead efforts to conduct comprehensive and complex analysis across a variety of areas that result in a deep understanding of the market, industry and/or customer.
• Build trust and confidence across the GoGlobal and wider support teams by collaborating with others, consistently working to deliver outstanding results, and continuously developing expertise within the function.
• Instill confidence with internal and external stakeholders by providing thought leadership, strategies and plans in strategic and/or complex areas.

Skills & Experience

• Demonstrable 3 year+ experience (at management level) leading a sales organization.
• Demonstrate a clear understanding of the mid-market and the unique challenges within this space.
• Proven experience of not only leading a successful sales team, but also working collaboratively with other teams to achieve results.
• Consistent track record of leading a team to meet and exceed sales quotas, including demonstrable success in closing new business and retaining existing accounts; prospecting, outbound lead generation activities.
• Examination of data to grasp issues and draw conclusions.
• Proficient in using systems and software including Salesforce and Microsoft Office etc.
• Ability to clearly convey information and ideas through a variety of media and in a manner that engages others, helping them understand and retain the message without using industry jargon.
• Show concern and act on meeting and exceeding customer expectations and requirements.
• Can develop and apply appropriate strategies to gain the support of others.
• Can demonstrate an understanding of the industry and its competitive dynamics, using knowledge of business trends to identify business implications, strategies, plans, goals and/or actions.
• Must be adaptable and flexible to a changing work environment with a growth mindset.

Life at RWS

At RWS, we’re here for one purpose: unlocking global understanding.

As a unique, world-leading provider of technology-enabled language, content, and intellectual property services, we remove the barriers to communication to make global connection possible. Our unrivalled experience and deep understanding of language have been developed over more than 60 years. As we look to shape the future, our ambition is to create a world where understanding is universal for everyone.

We work with over 80% of the world’s top 100 brands, more than three-quarters of Fortune’s 20 ‘Most Admired Companies’ and almost all the top pharmaceutical companies, investment banks, law firms and patent filers. Our client base spans Europe, Asia Pacific and North and South America. Our 65+ global locations across five continents service clients in the automotive, chemical, financial, legal, medical, pharmaceutical, technology and telecommunications sectors.

Over the past 20 years we’ve been evolving our own AI solutions as well as helping clients to explore, build and use multilingual AI applications. With 45+ AI-related patents and more than 100 peer-reviewed papers, we have the experience and expertise to support clients on their AI journey.

If you like the idea of working with smart people who are passionate about breaking down language barriers and giving back to their communities, then you’ll love life at RWS. Our work fundamentally recognizes the value of every language and culture. So, we celebrate difference, we are inclusive and believe that diversity makes us strong.

We want every employee to grow as an individual and excel in their career. In return, we expect all our people to live by the values that unite us: to partner with colleagues and clients, to adopt a pioneering spirit, to be positive in progressing the work we do, and always to deliver what we promise.

RWS Values

Get the 3Ps right – Partner, Pioneer, Progress – and we´ll Deliver together as One RWS.

For further information, please visit: RWS.

RWS embraces DEI and promotes equal opportunity, we are an Equal Opportunity Employer and prohibit discrimination and harassment of any kind. RWS is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at RWS are based on business needs, job requirements and individual qualifications, without regard to race, religion, nationality, ethnicity, sex, age, disability, or sexual orientation. RWS will not tolerate discrimination based on any of these characteristics.

Recruitment Agencies: RWS Holdings PLC does not accept agency resumes. Please do not forward any unsolicited resumes to any RWS employees. Any unsolicited resume received will be treated as the property of RWS and Terms & Conditions associated with the use of such resume will be considered null and void.