Commercial Director - Denmark

Commercial Director Denmark – MT position

Verisure is seeking a talented, innovative, passionate Commercial Director for Denmark. The role reports to Managing Director Denmark and is part of the Management Team. It will oversee the entire sales organization, including the Go-to-Market, and will oversee the customer acquisition process.

This is an exciting opportunity with high exposure across our organization, creating value as in a high growth business that brings peace of mind to families and small business owners. This is a fantastic moment to join a strong MT and onboard our growth journey where the Commercial Director will play an instrumental role in delivering on the overarching strategic growth ambition of the Danish organization.

The successful candidate will be someone who will thrive in a fast-growing, international and entrepreneurial business environment.

The company’s success depends on its people and it invests in them every day. Working with Verisure is being part of an industry leading world-class company that has a strong entrepreneurial spirit.

Company and Strategic context

Verisure is a leading provider of professionally monitored security solutions. We trade as Verisure in most of the countries where we operate, and as Securitas Direct in Spain and Portugal - we are proud to have this strong portfolio of brands. The company has more than 4 million customers in 17 countries across Europe and Latin America. Our business model integrates product development, design and sales with installation, service and a 24/7 professional monitoring solution. Thanks to a strong focus on high quality, the company’s customers are amongst the most satisfied and loyal in the industry. The group has grown to be the second largest home alarm provider in the world and is on average 3.5 times the size of its nearest competitor across its footprint. The company is part of the Hellman & Friedman investment portfolio. Our range of products include home security, fire and water safety, personal security and smart home systems.

Over the past years, Verisure has experienced an exceptional and resilient financial performance with a very long track record of double-digit growth - thanks to continuous drive for Innovation, our very sophisticated Go To Market and replicable business model for expansion into new countries. Our strong and visionary Management Team is now supporting the business’ next phase of growth with a robust business plan for value creation.

Amongst other recent milestones, Verisure received the backing of high-quality investors such as Hellman & Friedman, GIC (Government of Singapore Investment Corporation) and Alba Capital. In December 2019, we’ve formed a strategic partnership with Arlo Technologies, a world leader in connected cameras and acquired all rights to Arlo’s European business. This allows us to offer connected camera services in Europe as a complement to our professionally monitored security service. It also allows us to access new go-to-market opportunities in retail and e-commerce.

Verisure Denmark

Verisure is the market leader in Denmark with approximately 160 000 customers and has a long history going 30 years back. The Danish company currently has revenues of DKK 650 million. The growth has been rapidly since 2017 and today we have one of the largest driving sales forces in Denmark. The headquarters is located in Glostrup, just outside of Copenhagen, and has about 440 employees and an extended network of approximately 100 people working as Verisure Partners.

The successful candidate will drive the commercial operations, including Field Sales, Telesales, SBA (B2B department) and Partnerships. Field Sales is our biggest commercial department and is now lead by our Field Sales leader, who is responsible for 10 branches in Denmark located in different regions and 180 employees on total divided into Branch Managers, team leaders and Security Experts. Where Field Sales mostly focuses on B2C, SBA focuses on B2B. SBA is a profitable business and its lead by a Sales Manager and 6 Senior Security Consultants.

In addition to this, you will also be responsible for Telesales and Partnerships located in Glostrup. Our Head of Partnership is driving the partnerships agenda together with 2 team members. Telesales consists of 10 people including a Telesales Manager.

Besides this our organizational structure also contains following departments:

• Marketing – from brand to customer acquisition
• Portfolio - focusing on protecting our portfolio
• Operations – Monitoring, tech and Service partners
• HR – where 3 HRBPs and 3 recruitment consultants supporting the commercial areas.
• Finance
• Fleet and logistics

Recently the Danish operations welcomed a new Managing Director as well as new Management Team members creating a high performance and high caliber team. Under new leadership the company has engaged on an ambitious and profitable growth transformation journey. You will have a key role in one of our business priorities for 2023 which is moderate sales volume growth with good unit economics.

Role and Responsibilities

The Commercial Director will be instrumental in accelerating sustainable growth through Verisure’s commercial activities in Denmark. It will do so by developing and implementing effective commercial strategies to grow our customer base, improve on economics, commercial metrics, and overall business performance. It will work closely with the other members of the MT and the other organizations, particularly the HR and the Finance organizations. The Commercial Director for Denmark will also have the opportunity to impact on Nordic and global initiatives.

Leadership over the entire sales organization in Denmark

• Overall responsibility for all the commercial operations, across all sales channels including Field sales, Telesales, BtoB Sales, as well as Alliances and Partnerships
• Direct management of a team of 5 people – Field Sales leader, Sales Manager (SBA), Telesales Manager, Head of MCC and Head of Partnerships – and oversight of a commercial population of approximately 250 people.
• With the support of the direct team, management of sales P&L, sales strategy, territory structuring, alignment to sales process optimization, compensation plans, trainings, and data analytics and reporting
• Direct report to the Managing Director and accountable for identifying business needs, defining the strategy, and ensuring that the local business objectives are achieved.
• Development of budget for all the commercial activities, and review of customer acquisition strategies and RoIs
• Together with the sales leaders, define sales plans and elaborate the subsequent sales target
• Supervise and distribute responsibilities to ensure execution of the sales plan

Ownership of the Go-to-Market strategy and implementation

• Analyze, implement and continuously evolve an optimized channel mix and the related pricing strategies.
• Achieve the optimum mix between commercial channels and ensure that the Go-to-Market coverage is adequate, to grow the customer base and optimize the overall performance
• Build the capabilities, develop talents capable of further develop a strong and high performing organization

Candidate profile

Experiences and Qualifications

We are looking for a high potential / top performer individual who will have the opportunity to learn from a growing organization and have a real impact on the business. We see this role as critical for the achievement of Verisure’s growth and organizational transformation goals.

• Successful track record of managing and growing commercial activities of a global, fast paced, and commercially focused organizations of similar scale than Verisure in Denmark
• Proven track record of developing and implementing effective commercial strategies across a mix of various Go-to-Market channels
• Successful experience as lead of a revenue generating or revenue enabling function within an organization
• Experience management of sales P&L, sales strategy, territory structuring, alignment to sales process optimization, compensation plans, trainings, and data analytics and reporting
• Experience of leading and developing a high performing team to ensure day to day delivery and high performance – including effective people coaching, engagement, development
• Solid experience of performance and commercial metrics reporting and financial/budgeting processes
• International experience and capability to work across boundaries and multicultural environments

• Fluent in English - Danish is not a must-have but would be an asset due to the location of the role.

Competencies

• Strong problem solving and analytical skills - to create focused action plans and drive insights through performance and efficiency metrics.
• Strong business acumen and finance acumen - excellent in setting direction, driving commercial results and financial performance
• Excellent coordination and communication skills
• Eye for talent and appetite for developing and nurturing talent
• Team player – with the ability to influence and work collaboratively across areas of business expertise
• Strong solution focus, structured, comfortable working in an environment which demands high caliber deliverables under tight deadlines.
• Very high EQ and level of judgment
• An enthusiastic and high energy individual with a strong drive to create a positive work environment
• Humble, comfortable and effective in a hands-on, team-oriented environment
• High level of curiosity and desire to learn and develop Ability to work effectively at both strategic and operational levels - strategic thinker, who can develop a clear strategy for the commercial functions and be an operational executor in the day to day.
• Reliable, with the ability to handle multiple tasks within tight deadlines
• High level of curiosity and desire to learn and develop
• Self-starter and proactive approach. Takes ownership and follows matters through.

Strong fit with our Company DNA

Passionate in Everything We Do: Our people have a sense of energy that is unmistakable, one that drives us to delight our customers and focus on creating impact quickly.

Committed to Making a Difference: When we say we will do something; we deliver with excellence. We are accountable, focused and operate with discipline.

Always Innovating: We believe that Innovation can be big or small; it’s a continuous state of mind that inspires us to think differently and always make things better. We are risk takers and we learn continuously.

Winning as a Team: Our people know that by leveraging one another’s strengths, investing in and developing our team’s capability and by collaborating well, we will win.

With Trust & Responsibility: Operating with integrity is core to our success. We are humble, honest and value deep mastery and expertise. We do the right thing, always.

The Company

We Are People Who Protect People

We are the leading provider of professionally monitored alarms for residential households and small businesses in Europe.

Peace of mind for families and small businesses

We believe it is a human right to feel safe and secure. We now protect more than 3.5 million families and small businesses. Our service includes 24/7 monitoring, expert verification and response, customer care, service and maintenance services, and professional technical support. As well as protecting against intrusion, we protect against fire, attack, theft, life-threatening emergencies and other hazards. Verisure people are dedicated and committed and provide what we believe is the best customer service in the industry.

Leading across a broad footprint

We are the leading provider of residential and small business monitored alarms in Europe. We operate in 16 countries across Europe and Latin America. Our business is driven by organic growth, based on our differentiated business model. We attract high quality customers. We work hard to ensure that our customers are happy. This contributes to an industry leading level of attrition and a long customer lifetime.

A technology-enabled human services company

Our 22,000 team-mates are the foundation of our company. Our business model combines technology and human expertise to protect people. We are a human services company. More than 80% of our colleagues interact with customers every day. This connection provides the insight that inspires our innovation. These insights are a source of advantage. We leverage these insights with the significant investment we make into product and service innovation. The close customer contact also fuels the pride which drives engagement.

30 years of experience – and many more to come

We have been protecting what matters most since 1988. Over that time, we have expanded beyond our roots in the Nordics and Spain. We now serve most of Europe and have also established a strong presence in Latin America. In 2017, to evolve our operating model, strategic innovation, operational excellence and access to talent, we opened our new Group headquarters in Geneva, Switzerland. In December 2019, we formed a strategic partnership with Arlo Technologies, a world leader in connected cameras. Verisure acquired all rights to Arlo’s European business.

Our winning DNA

Everything we do is driven by our DNA. Our DNA has enabled us to grow at a double-digit pace for many years and is setting us up to continue this journey.

Passionate in Everything We Do: Our people have a sense of energy that is unmistakable, one that drives us to delight our customers and focus on creating impact quickly.

Committed to Making a Difference: When we say we will do something; we deliver with excellence. We are accountable, focused and operate with discipline.

Always Innovating: We believe that Innovation can be big or small; it’s a continuous state of mind that inspires us to think differently and always make things better. We are risk takers and we learn continuously.

Winning as a Team: Our people know that by leveraging one another’s strengths, investing in and developing our team’s capability and by collaborating well, we will win.

With Trust & Responsibility: Operating with integrity is core to our success. We are humble, honest and value deep mastery and expertise. We do the right thing, always.