Sales Director

Sales Director – ERP Solutions Position Summary MSC Consulting is seeking a high-performing and commercially driven Sales Director – ERP Solutions to lead the growth of our ERP and business applications business. This is a senior leadership role responsible for revenue growth, sales strategy, team performance, pipeline development, key account growth, strategic partnerships, and market expansion . The Sales Director will lead the ERP sales organisation with a strong focus on Microsoft Dynamics 365 Business Central and related solutions, including cloud ERP, AI, automation, analytics, Power Platform, integration, managed services, and digital transformation. The role requires a leader who can set strategy, build a high-performance sales team, develop new markets, personally lead strategic deals, and create a predictable and scalable sales engine . Key Responsibilities 1. Sales Strategy & Business Growth • Develop and execute the overall ERP sales strategy in line with MSC Consulting's business objectives. • Own the company's annual and quarterly ERP sales targets. • Drive growth across:New customer acquisitionExisting customer expansionERP implementation servicesCloud subscriptionsManaged servicesSupport contractsAI and automation solutionsBusiness applications and add-on solutions • Identify new verticals, customer segments, market opportunities, and strategic accounts. • Develop go-to-market strategies for new solutions and services. • Establish a scalable and repeatable sales model capable of supporting long-term business growth. • Work with management to define pricing, packaging, commercial strategy, and market positioning. 2. Revenue & Commercial Ownership The Sales Director will be accountable for overall sales performance and commercial outcomes. Responsibilities include: • Delivering annual sales revenue and gross profit targets. • Managing sales performance against budget. • Maintaining healthy deal margins. • Driving recurring revenue growth. • Reviewing commercial terms for strategic opportunities. • Negotiating key contracts and major deals. • Ensuring sales commitments are commercially viable and operationally deliverable. • Managing discounts and pricing within approved authority levels. • Identifying revenue risks and implementing corrective action plans. The Sales Director is expected to balance revenue growth, profitability, customer value, and long-term business sustainability . 3. Sales Team Leadership • Lead, coach, mentor, and develop the ERP sales team. • Set individual and team targets aligned with company objectives. • Establish clear performance expectations and accountability. • Conduct regular:Sales pipeline reviewsForecast meetingsAccount reviewsDeal strategy sessionsPerformance reviews • Support sales team members in complex or high-value opportunities. • Identify skill gaps and provide appropriate coaching or training. • Recruit and develop high-performing sales talent when required. • Build a strong performance culture based on ownership, discipline, collaboration, and results. • Take corrective action where performance consistently falls below expectations. 4. Pipeline Development & Forecasting • Build and maintain sufficient qualified pipeline to support revenue targets. • Establish minimum pipeline coverage expectations across the sales team. • Ensure opportunities are accurately recorded and maintained in CRM. • Monitor:Pipeline valuePipeline coverageSales stage progressionOpportunity ageingConversion ratesDeal velocityWin/loss ratios • Ensure sales opportunities are properly qualified before significant pre-sales resources are committed. • Provide management with accurate weekly, monthly, quarterly, and annual forecasts. • Identify forecast risks early and take appropriate action. Sales forecasting must be based on evidence, customer engagement, commercial readiness, and realistic probability of closure . 5. Enterprise & Consultative Selling • Lead strategic ERP opportunities from initial qualification through contract closure. • Personally engage in high-value, complex, and strategic opportunities. • Build relationships with senior customer stakeholders, including:CEOCFOCOOCIOFinance DirectorOperations DirectorBusiness Owners • Understand customer business challenges, operational processes, and transformation objectives. • Position MSC Consulting's solutions based on measurable business outcomes. • Develop strong business cases covering:Productivity improvementCost reductionProcess automationBusiness visibilityScalabilityRisk reductionDigital transformationReturn on investment • Guide the sales team away from purely product-led selling toward value-based and consultative selling. 6. Microsoft Dynamics 365 & ERP Solution Sales Drive sales across MSC Consulting's solution portfolio, including: • Microsoft Dynamics 365 Business Central • ERP implementation and consulting • Dynamics 365 upgrades and cloud migration • Microsoft Power Platform • Power BI • Workflow automation • AI-powered business solutions • ERP integration • Industry solutions • Mobile business applications • Managed services • Support and maintenance services • Business process automation • Custom ERP extensions and applications The Sales Director should maintain a strong understanding of the ERP market, competitive landscape, customer trends, and emerging technologies. 7. Strategic Account Management • Develop and maintain executive-level relationships with key customers. • Identify expansion opportunities within existing customer accounts. • Develop account growth plans for strategic customers. • Increase customer lifetime value through:Additional modulesUser expansionERP upgradesCloud migrationAutomationAI solutionsManaged servicesSupport services • Monitor customer satisfaction and commercial relationships. • Support the resolution of major commercial or relationship issues. • Reduce customer attrition and increase lon…