JOBS IN GAMES: Head of Sales career profile

Today’s careers profile – continuing our Jobs In Games special, in association with OPM – looks at the all-important role of leading a company’s sales team.

To gain an insight into what responsibilities come with this position, we spoke to Greg Whalley, Head of Sales at European distribution giant Koch Media.

How would you summarise your role?
I manage the overall direction of the sales process in the UK and Ireland in order to meet and exceed targets set by the company.

In an ever changing retail landscape the role is diverse and multi channel covering video games, software and consumer electronics.

On the games side the role covers the sales process for our own published titles and for our exclusive and non exclusive publishing partners.

What are your main responsibilities?
Training and motivating the sales team to maximise all opportunities within retail.
Accurate forecasting.
Driving revenues against the the quarterly and yearly targets.
Developing and implementing strategy to increase market share.
Implementation of trade marketing plans with retail.
Negotiating and implementing Terms and Conditions with all retail partners.
Building and maintaining relationships with both retail and publishing partners.
Maintaining internal relationships with marketing, operations and finance.
Presenting weekly sales reports and forecasts to the Sales Director.

How did you get your job?
Came up through the ranks from National Account Manager to Senior National Account Manger to Head of UK Sales.

What special skills or qualifications did you need?
Sound educational background.
Strong analytical, forecasting and planning skills.
Ability to build relationships both internally and externally.
Strong communication and presentation skills.
Ability to negotiate.
Problem solving.
A good sense of humour.
And a golf handicap at 4 or below.

Describe your average day. What do you do?
The beauty of our industry is that no two days are ever the same. There is never an average day.

What is the best part of your job?
It has to be the job satisfaction from being part of a team that takes a product from it’s conception to launch. The best example I can give would be the launch of Dead Island last year. Hitting the No.1 spot was a very special day in my career. It makes all the hard work worthwhile.

I also enjoy growing, motivating and (hopefully) inspiring my team to be the best that they can be. And last, but by no means least – the GamesAid Charity Golf Day!

What is the worst part?
So on the flip side of the best part of the job, the worst is when a product does not hit forecast and you are left with the dreaded overstock situation. Doesn’t happen too often but when it does the pressure increases both internally and externally to solve the problem.

What tips would you give to anyone applying for a similar position?
Have belief in your abilities and the temperament to manage people at all levels. Demonstrate an analytical and fact based approach to all aspects of the job along with a creative flair to ensure you explore all opportunities with your products. And, of course, work very hard.

What are your long-term career plans?
As my Dad has always told me – never stand still in life, always strive to move forwards and upwards. Ambition is a great asset.