Purpose
This role is responsible for identifying and developing new business opportunities in Scotland within a defined vertical across the client's technology, and services portfolio. You will be required to proactively drive sales efforts from Inside Sales & customer facing activity and consistently strive for overachievement against agreed revenue and product mix objectives. You will be required to take ownership of the complete sales cycle while consistently hunting for further business opportunities. This individual will be able to demonstrate a proven track record in new business sales and have experience of developing nil or low spending accounts to fully transacting customers. This is a hybrid role where most activity will be client facing and face to face.
Responsibilities:
Face to Face client meetings
Customer hunting calls
Work with defined hunting or channel customers to close hunting opportunities
Check on defined incumbent channel and assign a preferred hunting channel partner
Brief channel partners on customer requirements and required channel partner action
Selection of channel partners to assign to customer hunting opportunities
Delegate and drive required Client's internal back office support for quotes/ configuration process, delivery, order management and exceptions
Send offer to end user and channel partner for ordering
Call partner at appropriate frequency to drive opportunity, closure
Closure verification based on partner P.O. visibility
Maximise revenue on all accounts
Ensure terms and conditions for projects on behalf of Client are monitored
Creation of new business opportunities and drive to closure
Consistently meets or Exceeds quarterly revenue, penetration rates and weekly KPI's (ie. Talk Time, Call Volumes, Opportunity Generation & Deal Closures)
Builds and accurately nurtures deals in an accurate sales pipeline and forecast movement of opportunities to close
Designs strategic Account Development plans with tangible initiatives that deliver desired results within forecast
Builds strong professional working relationships with accounts, resellers and colleagues
Meets or exceeds customer contact target for account list per quarter
Adherence to internal CRM system guidelines to ensure accurate data capture and reporting
Territory planning
Prospecting for new business leadsSkills:
Type
Description
Knowledge
Up to date knowledge on Client's products and associated computing development
Excellent knowledge of Client's internal structure and teams; clearly understanding which groups perform which tasks and how teams collaborate to follow up and resolve customer queries / issues
Internal / External Relationships
Techncal Sales Representative (TSR's)
Inside Sales Hunters & Farmers (ISR's)
Field Sales (FSR's)
Order Management
External end-customer
Channel partners
Personal
Tenacious approach with a hunger and drive to win new business
Strong verbal and written communication skills with an ability to influence across multiple levels of an organization
Can negotiate effectively when positioning solutions with customer under procurement pressure.
Client & Manpower brand ambassador- professional, displays business aptitude, excellent communication skills, and adhering to standards of business conduct
Displays a positive attitude and influence within team actively participating in meetings and providing peer development
Ability to balance priorities and manage time effectively
Displays a proactive approach to self development and continuous improvement
Builds and develops a professional network
Acts as a visible role model across the centre in regards to attitude, knowledge and behaviours
Business articulate and professional communication style
Effective problem solving skills
Strong proven analytical skills
Job
Ability to maximize and handle call sales in a structured and rigorous way
Maximise revenue whilst engaging with a variety of tasks to achieve results
Able to communicate with internal & external customers
Experienced in performing to standards defined and governed by SLAs
Can effectively differentiate Client from competitors through knowledge of positioning of appropriate solutions
Advance sales ability
Exceptional team player
Clear ability to handle complex Customer requirements
Ability to assimilate information quickly
Ability to work to tight deadlines
Demonstrates responsibility and ownership of legal quota
Strong IT literacy skills