Head of Sales, Germany & France (m/w/d)

About Us

IMSM (International Management Systems Marketing) is a global leader in ISO consultancy, offering high-quality ISO standards and services to organisations of all sizes, across all sectors. Whether large or small, we empower businesses worldwide to unlock their potential through tailored, effective ISO certification services. Our mission is to help companies achieve internationally recognised standards, enhancing their operational efficiency and market competitiveness.

In 2024, IMSM was acquired by Inflexion, becoming part of the Axiom GRC division, which expands our capabilities in the areas of Governance, Risk, and Compliance (GRC). With a presence in North America, Canada, APAC, Europe, and Africa, IMSM operates on a global scale, bringing expertise and innovation to businesses everywhere. Our headquarters is in Malmesbury, UK, and our team consists of approximately 75 employees alongside 352 skilled contractors and sales consultants, all working together to deliver outstanding results for our clients.

The Opportunity

We are seeking a dynamic and highly motivated Head of Sales to lead our growth strategy in Germany and France. This is a pivotal leadership role for an experienced sales professional with a proven track record in B2B services, particularly within the ISO consultancy or accreditation sector.

Based remotely in Germany, you will be responsible for driving sales performance, optimising lead generation, and fostering a high-performing sales culture across our German and French operations. You will be instrumental in expanding our market share and ensuring IMSM remains the partner of choice for ISO certification in these regions.

Key Responsibilities

• Strategic Sales Leadership: Develop and execute comprehensive sales strategies for the German and French markets to achieve and exceed ambitious revenue targets for initial ISO consultancy and ongoing audit services
• Team Management & Development (Germany & France): Lead, mentor and motivate the German and French sales teams, fostering a culture of excellence, accountability and continuous improvement.
  Direct and support the German and French Sales Support functions and effective client relationship management
• Implement robust training programs to enhance sales skills, product knowledge and adherence to IMSM's sales methodology for all team members.
• Performance Management: Take full ownership of sales targets and KPIs for both markets, implementing effective reporting and forecasting mechanisms.
• Process Optimisation: Continuously review and refine sales processes, from lead generation and qualification to closing and handover, ensuring efficiency, scalability and adherence to best practices. This includes optimising individual sales roles and team structures for peak performance
• Market Intelligence : Stay abreast of market trends, competitor activities and regulatory changes in Germany and France to inform sales strategies and identify new opportunities
• Cross-functional Collaboration: Work closely with marketing, operations and technical teams to ensure alignment, optimise the customer journey and enhance overall client satisfaction
• Client Engagement: Lead by example in client interactions, particularly for key accounts or complex deals, demonstrating IMSM's value proposition

What we are looking for

• Fluency in German & English (mandatory) – Exceptional communication skills in both languages
• French language skills (nice to have) – Beneficial for client engagement and team leadership, but not essential
  
• Extensive Sales Leadership Experience: Proven track record of at least 5 years in a senior B2B sales leadership role, with direct experience managing sales teams across multiple geographies
• B2B Services Background: Significant experience selling complex B2B services. ISO certification, compliance, or professional consultancy sectors a plus
• Strategic Thinker & Tactical Executor: Ability to develop high-level sales strategies and translate them into actionable plans with measurable results
• People Leadership: Demonstrated ability to inspire, coach and develop sales professionals at all levels
• Results-Oriented: A strong drive to achieve and exceed sales targets, coupled with a data-driven approach to performance management
• Remote Work and Managing: Experience working and leading effectively in a remote environment, with strong self-discipline and communication skills
• Travel Flexibility: Willingness to undertake occasional travel as required for team meetings, training and strategic initiatives etc.

At IMSM, we believe in creating a workplace that’s built on collaboration, inclusivity, and continuous growth. We are committed to fostering a culture where Diversity, Equity, and Inclusion (DEI) are fundamental values, and where every team member feels respected, valued and empowered to succeed. We provide opportunities for professional development to help our colleagues reach their full potential and we strive to create an environment where everyone’s voice is heard.

We are proud of our culture, which fosters both innovation and learning, and we are dedicated to building a space where all our team members can thrive and contribute to our collective success.

Are you ready to join us and be part of a dynamic, inclusive team that is shaping the future of ISO consultancy?