Corporate Sales Director
6 days ago
London
Global, excluding North America Office and field based; this is not a remote or hybrid role. Asprey London Limited are seeking a Corporate Sales Director for whom selling is second nature. This is a hands‑on revenue role for someone with the drive and contacts to originate business, get in front of decision makers, negotiate and close. The Director will personally build a book of major corporate clients, lead the B2B luxury sales strategy across all markets outside North America and manage the Corporate & Special Commissions Manager. The personal sales focus is substantial, repeatable Asprey‑branded corporate business: banks, airlines, house builders and property developers, professional services firms, hospitality groups and other such organisations. The central test is delivered, billed, profitable sales. Across that territory, the annual expectation is at least £2m of personally originated and closed billed net corporate sales, with a clear ambition to reach £5m a year. The Director must build volume through large accounts and repeat programmes, not depend on one‑off or exceptional commissions and diversify the client book across several countries and continents rather than being dependent on a few. The specific annual target, timing, margin and cost budget will be set with leadership and Finance. • Prospect actively through your own client black book amongst banks, airlines, house builders and property developers, professional services firms, hospitality groups and other substantial organisations in markets outside North America. Build direct access to senior decision makers, procurement, marketing, client relations and employee recognition teams., • Create repeatable, high-volume programmes for Asprey‑branded corporate gifting and objects, including client gifts, employee milestones, property handovers, premium travel and hospitality occasions. Seek annual or multi‑year account relationships with clear order cycles., • Maintain a disciplined rhythm of calls, in‑person meetings, visits, proposals and negotiations. Personally lead material corporate opportunities through to signed commitment, delivery and invoice; do not rely on inbound enquiries or passively manage accounts., • Travel extensively across the territory to originate and close business face to face. Build a regular schedule of client visits and senior presentations; this role requires a visible presence in markets and with buyers., • Research each organisation, its decision process, procurement requirements, budget and calendar. Present a tailored Asprey proposal that can be produced at the required volume and margin, and negotiate without giving away price, rights or the quality of the client experience., • Develop key accounts for repeat orders, referrals and cross‑category business. Maintain senior relationships and coordinate service, fulfilment and aftercare so the next order is earned., • Sell confidently across the full Asprey range, from substantial corporate gifting programmes to House Icons, Collectible Editions and Apex Bespoke. Recognise when a relationship can move up or down that range, and personally present Apex products and bespoke proposals to ultra‑high‑net‑worth individuals, heads of state, members of royal families and other senior buyers where appropriate., • Own the corporate sales P&L for the territory and deliver quarterly, half‑yearly and annual revenue and gross‑margin targets. Manage the sales and operating expense budgets, with a clear view of contribution after product, production, samples, travel, hospitality, event, logistics and other attributable costs., • Set sales targets and KPIs aligned with corporate goals. Translate them into account plans, individual targets, regular reviews and decisive corrective action where results fall short., • Make a financial case before committing to an event, trunk show, travel programme, partnership or new market. Define qualified prospects, likely conversion, timing, margin, costs and follow‑up; stop activity that does not justify its spend., • Report candidly to the Senior Commercial Director (and/or Chairman and/or Finance Director) on billed net sales, gross profit, forecast, costs, major wins and losses, and the actions needed to close any gap to plan., • Own the entire B2B sales pipeline. Each live opportunity must show the client, value, expected billing date, stage, evidence‑based probability, weighted value, expected margin, next action, owner and delivery dependencies., • Separate initial interest, qualified opportunity, proposal, verbal indication, signed order, deposit, delivered work and invoice. Refresh dates and probabilities promptly when facts change., • Review stage movement, ageing, concentration, slippage and forecast accuracy weekly. Challenge speculative large deals and explain when opportunities will turn into billed revenue. Reconcile orders, invoices, credits and actual gross profit with Finance., • Improve CRM discipline, sales tools and reporting so the team can see what is real, what is at risk and what action is required., • Set and execute the global B2B sales strategy outside North America, with priorities by account, product and market. Pursue new channels and international opportunities where demand, service capacity and commercial return are evidenced, not only where there’s brand presence (UK, Switzerland, Japan) but also outside (Middle East, Europe, Africa, India, Asia, Oceania), • Manage the Corporate & Special Commissions Manager, whose principal focus includes sports trophies and special commissions. Set targets, coach and review that work, remove obstacles and elevate major risks, while personally concentrating on large corporate accounts and volume. Build and hold to account the wider team as it grows; the Director remains personally accountable for selling., • Represent Asprey at relevant industry events, trade shows and senior networks to secure business. Work with Marketing on targeted B2B campaigns and with Product on corporate offerings suited to client demand., • Use Asprey’s House Icons, Collectible Editions and Apex Bespoke architecture where appropriate. For volume programmes, curate authentic Asprey products rather than generic promotional merchandise or unapproved white‑label offers. Work within the approved Marketing Strategy, brand guidelines and Retail Excellence standards; make every proposal commercially credible and recognisably Asprey., • Work closely with Product category teams, Workshops, Finance, Marketing, Retail, E‑commerce, Client Services, Stock Room, Logistics and senior management. Agree account ownership and handovers where client relationships cross teams or countries. Coordinate North America‑related enquiries with the appropriate regional business; sales in North America are outside this role’s ownership and target., • Confirm design feasibility, maker capacity, sourcing, stock, quality, price, delivery, export and service requirements before committing to a client. Own the commercial relationship from brief and proposal through contract, deposit, production updates, delivery, billing and aftercare., • Own the planning and use of workshop production capacity allocated to Corporate, in addition to working with Product category teams and Workshops. Maintain a forward view of demand, priorities and committed delivery dates; align the allocation with the relevant teams before making client commitments, and resolve capacity conflicts early., • Ensure price, scope, payment, approvals, changes and cancellation terms are documented through the applicable company process. Escalate risks early and resolve problems directly rather than letting a missed milestone become a surprise., • Exercise absolute discretion over client identities, briefs, pricing, negotiations, commissions and sensitive arrangements. Share information only with those who need it to deliver the work, and hold the team and delivery partners to the same standard., • Track luxury market trends, competitors and client needs. Give Product Development useful insight into opportunities and gaps while protecting the House’s craftsmanship, focus, history and rarity. Speak and write in Asprey’s approved tone of voice: knowledgeable, assured, warm and discreet, with accurate product and heritage claims. Coach the team to the same standard., • A demonstrable personal record of opening and growing large corporate accounts, securing repeat volume orders and closing substantial luxury B2B sales, including multi‑million‑dollar deals; the ability to evidence individual production, billed results and margins., • Exceptional negotiation, presentation and relationship skills; sound commercial judgement in pricing, contracts, budgets and forecasting; strong analytical ability and attention to detail., • The ability to manage and coach the Corporate & Special Commissions Manager and a wider team while continuing to sell personally. Strong command of institutional buying, procurement and high‑volume delivery as well as high‑net‑worth engagement and bespoke work., • An essential, explicit selection criterion is proven ability to sell across the range from high‑volume corporate gifts to Apex and bespoke work. Candidates must show personal examples of developing opportunities at both levels and demonstrate the calibre to present exceptional products directly to ultra‑high‑net‑worth principals and other senior buyers; this will be tested in interviews and a client presentation exercise., • The judgement to follow Asprey’s brand excellence and Marketing Strategy in decisions, presentations and client service; the ability to speak and write naturally in Asprey’s approved tone of voice. Proficiency in Microsoft Office, CRM and sales analytics tools; readiness for significant international travel and sustained in‑person client development., • Absolute discretion, sound judgement and composure when dealing with confidential institutional, ultra‑high‑net‑worth, royal and head‑of‑state relationships. At least 10 years of senior sales leadership experience in luxury goods, large-account corporate gifting or comparable institutional sales, with a live network and the appetite to develop new relationships. Familiarity with trophies and commissions is useful for team oversight. #J-18808-Ljbffr
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