Head of Accounting & Tax Sales at TMF Group

Job Purpose

The Head of A&T Sales is responsible for driving sales growth within the A&T space, globally. Leading by example, the position holder will be the effective visible face and the ambassador for A&T related sales opportunities, offering guidance and contributing with his/her acumen and sound commercial experience to the success of the wider leadership team (including Regional/Market Heads and Team Leaders). 

This is a proactive role, actively responsible for key activities that will include driving strategic A&T discussions and help spar cases with the sellers in the region, deal coaching and supervision of the top in-flight deals and helping to set win strategies for each and supporting the sales force in complex, RFPs and client facing meetings if needed be.   

The Head of A&T Sales will also own a personal sales target as well as the agreed overall ‘roll-up’ sales target for A&T overall, as outlined in the latest Sales Incentive Arrangements of the 2023 Plan.  The A&T Lead will also encourage the regional teams’ adherence to the formal governance, sales and commercial processes, including BFF and the effective use of CRM for all deals. 

Key Responsibilities

• Soundly contributes to accelerates growth by building new A&T business pipeline
• Owning the overall number for ACV (Annual Contract Value) for his/her respective vertical engaging with the business i.e. Market Heads, HBDs, Team Leads etc
• Represent TMF in the marketplace, contributing to its competitive position by developing and maintaining a network of client/intermediary relationships that will enable a strong, consistent pipeline for conversion into sales.
• Utilise effective relationships to maximize opportunities for cross referrals.
• Facilitate open discussions and foster better synergies with key stakeholders such as Practice Heads and other SMEs and local teams with the ultimate goal of bringing in new business that adds long term value to the organization.
• Help remove roadblocks quickly and effectively leverage input from other internal teams to maximize overall deal value to the business.
• Support GTM constructive discussions with internal teams with the aim of improving TMF´s value proposition based on client feedback on pricing, service and quality improvements.
• In tight collaboration with Marketing and the Commercial Excellence and Transformation team, contribute to any A&T specific activities/meetings that can add value to the company
• In alignment with other A&T Lead peers in other regions, this position holder could (as an example) organize recurring drop-in sessions to spar A&T cases to help contribute to TMF´s monthly, quarterly, and annual ACV targets, aligned with the company’s objectives
• Identify and recommend training needs for the sales force.
• When and where required, contribute to part of A&T-specific sales recruitment proces

Key Requirements

• Sales Leadership experience and track record in driving sales teams and sellers to ‘hit the number’.
• Constructive “can do” & “make it easy” approach, able to navigate and create a network of extensive alliances across the organization.
• Experience in pipeline management and sales forecasting.
• Ability to build strong relationships with clients and internal stakeholders at all levels.
• Extensive industry experience within the market, with personal market credibility, a solid network, and an interest in our portfolio of services
• Able to “solution sell” where the ability to listen to the clients and understand what they really need is more important than a hard sell.
• Able to support and manage coordination of complex multi-jurisdictional proposals involving multiple business lines.
• Self-motivated and able to collaborate and to drive results in a matrix environment
• Strong communication, negotiation and influencing skills
• Results-oriented, and able to manage their priorities, deadlines and workload
• Strategic mindset, ability to work from a global picture, selfless perspective