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.

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 long-term account value.

8. Partner & Ecosystem Development

• Build strong relationships with Microsoft and strategic technology partners.
• Develop joint sales and co-selling opportunities.
• Work closely with:Microsoft account teamsDistributorsCloud service providersISV partnersReferral partnersIndustry associations
• Develop partner-led pipeline and referral opportunities.
• Identify potential strategic alliances that can accelerate market growth.
• Represent MSC Consulting at:Microsoft eventsIndustry conferencesCustomer eventsWebinarsNetworking sessionsPartner meetings

9. Sales Governance & Process

• Establish and enforce consistent sales processes across the team.
• Ensure every opportunity follows defined qualification and approval procedures.
• Improve sales productivity through CRM, automation, dashboards, and AI tools.
• Ensure appropriate documentation for:Customer requirementsOpportunity qualificationPricing approvalProposal preparationContract negotiationProject handover
• Ensure proper sales-to-delivery handover after contract award.
• Minimise unrealistic commitments and scope gaps during the sales process.

10. Cross-Functional Leadership

Work closely with:

• Pre-Sales
• Functional Consulting
• Technical Consulting
• Project Delivery
• Customer Support
• Marketing
• Finance
• Operations
• Senior Management

The Sales Director must ensure strong alignment between what is sold, priced, committed, delivered, and supported.

Performance will be measured using both financial and operational KPIs.

Revenue Performance

• Annual sales revenue achievement
• Gross profit achievement
• New business revenue
• Existing customer growth
• Recurring revenue growth

Pipeline Performance

• Minimum qualified pipeline coverage
• Pipeline growth
• Opportunity conversion rate
• Sales cycle duration
• Average deal value

Forecasting

• Monthly and quarterly forecast accuracy
• Forecast-to-actual sales performance
• Pipeline quality

Customer Acquisition

• New customers acquired
• Strategic accounts won
• New industry sectors penetrated

Account Development

• Upsell and cross-sell revenue
• Customer retention
• Customer lifetime value
• Strategic account growth

Team Performance

• Percentage of sales team achieving quota
• Sales productivity per salesperson
• Team pipeline contribution
• Sales activity and conversion effectiveness

Subject to annual business planning, typical expectations may include:

• 100%+ annual sales target achievement
• Minimum 3× qualified pipeline coverage
• Quarterly forecast accuracy of 85–90% or above
• Achievement of agreed gross margin targets
• Growth in recurring revenue
• Increase in average deal value
• Consistent new customer acquisition
• Majority of sales team achieving individual targets

Experience

• Minimum 10 years of B2B sales experience in ERP, enterprise software, SaaS, technology, or business applications.
• Minimum 5 years of sales leadership experience.
• Proven track record of consistently achieving substantial sales targets.
• Demonstrated experience managing enterprise ERP or complex solution sales.
• Strong experience managing multi-stakeholder and consultative sales cycles.
• Experience negotiating high-value commercial agreements.
• Experience selling to senior executives and business owners.

Experience with the following is highly advantageous:

• Microsoft Dynamics 365 Business Central
• Microsoft Dynamics NAV
• Dynamics 365
• SAP
• Oracle
• NetSuite
• Sage
• Acumatica
• Other ERP or enterprise software platforms

The successful candidate should demonstrate:

• Strong commercial judgment
• Strategic thinking
• Sales leadership
• People management
• Consultative selling
• Enterprise account management
• Negotiation
• Executive communication
• Forecasting discipline
• Pipeline management
• Customer relationship management
• Business acumen
• Financial awareness
• Problem-solving
• Decision-making
• Stakeholder management

The candidate must be comfortable discussing customer processes in areas such as:

• Finance
• Sales
• Purchasing
• Inventory
• Distribution
• Manufacturing
• Projects
• Warehousing
• Operations
• Reporting and analytics

We are looking for a Sales Director who:

• Takes ownership of results.
• Is highly accountable and target-driven.
• Leads from the front.
• Is willing to personally engage in strategic deals.
• Makes decisions based on facts and commercial impact.
• Coaches rather than simply manages.
• Builds strong customer and partner relationships.
• Is disciplined with pipeline and forecasting.
• Creates urgency without sacrificing quality.
• Works collaboratively with consulting and delivery teams.
• Understands that successful selling includes protecting delivery quality and profitability.
• Can build a scalable sales organisation, not just close individual deals.

Reports To: CEO / COO

Direct Reports may include:

• Sales Managers
• Business Development Managers
• Account Managers
• Sales Executives
• Inside Sales / Lead Generation Team