Head of Sales - Retail & Inside sales

About the role

Solera is a global leader in data and software services that strives to transform every touchpoint of the vehicle lifecycle into a connected digital experience. In addition, we provide products and services to protect life's other most important assets: our homes and digital identities. Today, Solera processes over 300 million digital transactions annually for approximately 235,000 partners and customers in more than 90 countries. Our 6,500 team members foster an uncommon, innovative culture and are dedicated to successfully bringing the future to bear today through cognitive answers, insights, algorithms and automation. For more information, please visit solera.com. The Head of Sales will lead two Solera cap hpi core commercial teams: Inside Sales and Motor Retail Key Accounts AM 100. This role is responsible for driving revenue growth across our vehicle history check and valuation data products, managing and developing sales managers, and ensuring high performance across both teams. A critical part of this role is leading the transition of a significant portion of our inside‑sales customer base toward an e‑commerce‑driven model. This is a major strategic shift for the business, requiring a leader with experience in digital transformation, commercial change management, and cross‑functional collaboration-particularly with marketing and product teams. Industry knowledge of motor dealers, automotive data, or related sectors is advantageous but not essential.

Responsibilities

• Leadership & Team Management
• Lead, coach, and develop the Inside Sales Manager and Key Accounts Manager to ensure high performance across both teams.
• Set clear targets, KPIs, and performance expectations aligned with company objectives.
• Foster a culture of accountability, continuous improvement, and customer focus.
• Ensure effective communication and collaboration between the two sales teams.
• Commercial Strategy & Execution:
• Own the sales strategy for both inside sales and key accounts, ensuring revenue growth and customer retention.
• Identify new commercial opportunities within the motor dealer ecosystem and adjacent markets.
• Work closely with marketing to align campaigns, lead‑generation activity, and customer lifecycle initiatives.
• Collaborate with product and data teams to ensure customer feedback informs product development.
• E ‑Commerce Transition Leadership
• Lead the strategic shift from a traditional inside‑sales model to a scalable e‑commerce‑driven customer acquisition and retention model.
• Work with marketing, product, and technology teams to define customer journeys, pricing strategies, and digital conversion funnels.
• Manage change across the sales organisation, ensuring teams understand and embrace new processes, tools, and expectations.
• Analyse performance data to optimise digital sales channels and identify opportunities for automation and self‑serve adoption.
• Key Accounts & Dealer Relationships:
• Oversee the Key Accounts team to ensure strong relationships with major motor dealer groups and strategic partners.
• Support the team in negotiating commercial agreements, renewals, and upsell opportunities.
• Ensure key accounts receive exceptional service and tailored solutions.
• Forecasting, Reporting & Performance Management
• Own sales forecasting, pipeline management, and reporting to senior leadership.
• Use data to drive decision‑making, identify trends, and adjust strategy where needed.
• Ensure CRM discipline and accurate reporting across both teams.

Requirements

• Experience & Skills Required
• Essential
• Proven experience leading multi‑team sales organisations, ideally with both inside‑sales and account‑management structures.
• Demonstrated success driving commercial change, particularly transitioning from traditional sales models to digital or e‑commerce‑led models.
• Strong leadership skills with the ability to coach managers and influence cross‑functional teams.
• Commercially astute with strong analytical and strategic thinking abilities.
• Excellent communication, stakeholder management, and organisational skills.
• Desirable
• Experience in the automotive, motor dealer, or vehicle data sector.
• Familiarity with SaaS, subscription models, or data‑driven products.
• Experience working closely with marketing teams to drive digital acquisition and customer lifecycle strategies.
• Personal Attributes
• Change‑ready and comfortable challenging the status quo.
• Customer‑centric mindset with a passion for delivering value.
• Confident, resilient, and able to navigate ambiguity.
• Collaborative and able to build strong internal and external relationships.
• Results‑driven with a focus on execution and continuous improvement .
• It is impossible to list every requirement for, or responsibility of, any position. Similarly, we cannot identify all the skills a position may require since job responsibilities and the Company's needs may change over time. Therefore,

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