Finance and Accounting Sales Solutions Director

Job details Job title: F&A Solutions Director Business Unit: NHS SBS Reports to: Director of F&A Location: Hybrid – Flexible This role requires regular travel to Leeds, plus occasional travel to other UK office locations (London, Southampton, Bristol, Salford, Sheffield) and client site (UK wide) Career level: 4 Job family: Sales & Client Management NHS SBS is a joint venture between Sopra Steria and the NHS providing critical business support and transformational services for the NHS. We deliver Finance & Accounting, Employment Services, Procurement, IT Solutions, and Consultancy Services. NHS SBS’s strategy focuses on transformation and growth, expanding existing platforms and developing new service offers. Job Purpose: As F&A Service Solutions Director, you will demonstrate your SME F&A solutions knowledge, along with a deep technical understanding of client consumption of the services, to be able to articulate benefits to clients, in collaboration with ICS Client Solution Directors and Client Partnership Executives. You will be responsible for some key aspects of the sales cycle, including detailed engagement with Tier 1 & Tier 2 stakeholders, supporting clients with local business cases, baseline review sessions and contributing significantly to the full business case. Your expertise will be pivotal in providing a vertical sales approach for our F&A solutions, problem solving how our products can resolve client challenges, refining processes, developing service descriptions and coaching the wider Sales Team on F&A products. Additionally, you'll play a key role in growing our portfolio, working with the wider Sales Team in developing and executing a robust tactical plan and strategy for growth. Key accountabilities 1. Working alongside the Director of F&A Services and Director of ICS Solutions in the continuous development of the F&A growth strategy Work in partnership with ICS Client Solutions Directors & Client Partnership Executives to deliver both new business & renewals EGO targets Work with Client Partnership Executives to execute strategy on renewal pipeline, securing clients for longer term contracts, whilst identifying upselling opportunities Continuously maintain a deep technical understanding of F&A products/services, supporting face to face client meetings with CFOs/FDs at single provider & ICS level, to demonstrate the benefits case of solutions Collaborate effectively with internal teams including, Sales, Marketing, Sales Solutions teams & the ISFE Programme team, to maximise impact & influence at each stage of the sales cycle; Introduction and continuous development of the new F&A solution value proposition for new provider clients – supporting the build on the toolkits and artefacts required to maximise impact and influence at each stage of the sales cycle Comparison of the existing R12 F&A service model to the future ISFE for Providers service model – to demonstrate a before and after value proposition to existing clients to support business case development and justification of case for change Development of the ISFE for providers value proposition in comparison to competitor service models to demonstrate the clear case for change – particular focus on comparisons to in-house service models, in-house shared service models (e.g. NWL’s emerging plans), ELFS and NEP Educating and continuously developing the knowledge of the sales team on F&A solutions, enabling the team to consistently demonstrate and articulate the value of F&A solutions to clients Build and maintain a technical awareness of client’s current service models, with a deep understanding of how clients consume services against best practise standards Communicate complex technical information in a clear and understandable manner to clients, to help clients realise benefits and impact close of sale Develop service descriptions & process maps, with a continuous improvement mindset Person specification KNOWLEDGE, EXPERIENCE & SKILLS: · Experience in a senior sales or senior client manager role · Previous knowledge of the sector · Deep technical understanding of products and services · Able to work without supervision. · Excellent inter-personal skills & ability to build rapport with a multitude of stakeholders Presentation skills to deliver impact with clients Effective Questioning & active listening Objection handling & problem solving skills Time Management