Job Specifications
Job Purpose Summary
This role exists to champion and accelerate the commercial value of HubSpot CRM across CMS Distribution.
It is a sales‑minded, commercially focused role that ensures HubSpot becomes a driver of GP and revenue growth, pipeline consistency, improved conversion, higher productivity, and better customer engagement across all Sales teams.
Acting as the voice of the sales organisation, this role looks to champion our CRM as a daily sales performance engine. They understand what high‑performing sales teams need, how CRM improves commercial outcomes, and how to embed those behaviours across a diverse sales organisation.
Alongside this, the role partners with the CRM Solution Architect by providing clear, reality‑based sales process inputs — but does not own technical configuration or end‑to‑end process engineering. Their focus is on adoption, enablement, and commercial impact, not technical build.
This role will drive consistent usage, embedding best‑practice behaviours, ensuring process compliance, and enabling continuous improvement across all sales teams. This role directly contributes to CMS’s four CRM business outcomes: accurate data, increased sales productivity, targeted growth, and enhanced business intelligence.
Role Responsibilities
Act as the Sales Champion for CRM:
Promote HubSpot as a sales productivity and lead generation tool.
Educate teams on how CRM can support sales productivity and growth.
Represent the real needs of salespeople — bringing frontline insight into CRM decision‑making.
Ensure consistent usage of key HubSpot features: pipeline stages, tasks, logging calls/emails, sequences, prospecting tools, activity capture, forecasting.
Challenge low adoption, champion best practices, and work with managers to embed CRM usage into coaching and 1:1s.
Translate commercial objectives (pipeline growth, conversion etc.) into daily CRM habits.
Embed HubSpot into daily sales workflows, ensuring all prospecting, deal management, and forecasting activity are captured accurately.
Partner with sales leadership to execute HubSpot-led sales tactics aligned to revenue growth and pipeline expansion.
Improve pipeline performance by enforcing deal stage criteria, qualification standards, and close date discipline.
Built and maintained advanced sales dashboards providing real-time insight into pipeline health, deal velocity, win rates, and growth trends.
Sales Enablement & Training:
Train sales teams on how HubSpot helps them sell more, faster, and smarter.
Collaborate with our People Development team to build simple, practical training and workshops for different sales roles.
Run onboarding, refreshers, and drop‑in sessions focused on skills that directly impact revenue and productivity.
Support the roll out of new features.
Educate and champion the benefits of good sales data across contacts and companies, and drive positive behaviour across the organisation around data completeness.
Show sales teams how better data directly improves performance and reduces wasted effort.
Identify Commercial Opportunities Enabled by CRM
Spot and champion opportunities for automated sequences, prospecting flows, pipeline prioritisation, cross sell/upsell triggers, and activity alerts.
Work with Marketing and Sales to ensure inbound/outbound processes are correctly routed and capitalised on.
Highlight where CRM insights can improve territory planning, customer engagement, and vendor partnerships.
Identify quick-wins and under utilised features in HubSpot that can support sales teams.
Additional Responsibilities
Business Process Mapping:
When onboarding new sales teams onto the platform, this role will support the wider project to ensure process efficiencies, and sales understanding.
Support the capturing of sales‑relevant workflows and pain points through short, focused workshops.
Document “what good should look like” from a commercial perspective — qualification steps, follow‑up expectations, handoffs, escalation points.
Identify where inconsistent or outdated processes damage conversion rate, customer experience, or pipeline quality.
Hand off structured, sales‑informed process clarity to the Solution Architect for configuration.
Partner with the Project Team, Solutions Architect and Sales Leadership to improve CRM-tracked KPIs via HubSpot reporting, including (but not limited to):
Improve and enrich customer and vendor contact/company data.
Sales activity, pipeline, conversion rates.
Automate Sales reports to support data-driven decision making and enhance business intelligence.
This role does NOT:
Configure HubSpot or build technical workflows
Create data models, integrations, or complex automation
Own enterprise‑wide business process engineering
Take responsibility for data migration or QA
This is a sales‑first enablement role, not a technical role.
Skills & Personal Attributes
Sales & Commercial Skills
Strong understanding of sales processes (pipeline management, qualification, forecas