You have been newly employed as Sales Manager by MoveSmart, a business providing b2b conveyancing services

You have been newly employed as Sales Manager by MoveSmart, a business providing b2b conveyancing services.

Almost all MoveSmart’s revenue comes from providing legal and paralegal services to the retail sector, with most of the work involving the negotiation of retail property leases. The business has been successful in working with smaller retailers and has recently found itself working in the ‘large retail’ sector, meaning those with five or more store locations.

MoveSmart has not previously had an in-person sales function, relying instead on telesales and online enquiries. But larger customers demand a more face to face approach and tailored services, hence hiring you and the new team.

Last year, MoveSmart had a turnover of €13.7m. Of that, €1.6m came from the ‘large retail’ sector, with almost all the rest coming from smaller retailers.

You have been newly employed as Sales Manager by MoveSmart, a business providing b2b conveyancing services.

You report directly to the CEO. You will be hiring your team of five salespeople, to include one intern. Your new team will provide ongoing account management to existing large retail customers and also seek out new business, including doing competitive pitches. You have a revenue target of €3.5m in year one (ie the next 12 months), rising to €5.5m next year.

Deal size varies from $15k to $50k with an average of about $30k at the moment. (‘Deal size’ refers to billed revenue to MoveSmart).

In addition to your team, MoveSmart consists of a large department of lawyers and paralegals, a small marketing department (which includes telesales) and a finance department (which includes IT).

Your assignment is to provide the following to the CEO:
1. A summary of the team structure, locations and job roles.
2. Two different Job Descriptions for members of the team, including salary structures and targets. (One of the Job Descriptions may be your own).
3. A summary of the key sales processes you will utilise, including what is expected from other departments.
4. How you will do revenue forecasting.