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 long-term account value.

8. Partner & Ecosystem Development

Build strong relationships with Microsoft and strategic technology partners.

Develop joint sales and co-selling opportunities.

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