Job Objective:
Grow the business in the specified territory by developing meaningful client relationships. To do this, the candidate will need to quickly assimilate Beroe’s capabilities and expertise with client requirements and perceived client gaps.
Duties and Accountabilities:
Sales Strategy:
You will be responsible to adopt a consultative approach to reach out to untapped prospects in the given region.
Sub activities will include Sector sales targets, new territories, competitive positioning/market share, pricing analysis, proposal writing, post engagement client management, accountability for engagement renewals
Sales quota deliverance:
Meet or exceed sales quota as per company’s business plan, by continuous engagement and meetings with Client Chief Procurement Officers. The prospects assigned to you may be located in a different region from your base location in which case you will be expected to travel.
Sales analytics : Accountable for Win/loss ratio, sales cycle, Quarterly forecast / projections
Sales Operations/Admin : Accountable for Invoicing, salesforce updates (SFDC)
Sales planning: Responsible to Identify relevant business issues and challenges,. Conduct Market analysis, competitor analysis, buyer or supplier market, various available options.
New Business Development & Lead Generation:
Client problem diagnostic & solution designing. Understand the client’s needs, urgency, budgets and map the appropriate engagement that would suit their needs
Sales: Key Account Planning for existing accounts. Identify opportunities for cross sell / up sell
Working Relationships:
The candidate will work with the Solutioning and Presales Team as well as with the client to create solutions that fit client needs. Also, this individual will collaborate closely with peers in the Global Sales organization at Beroe, as well as become a member of professional business forums to meet peers, mentors, and new prospective clients. Ability to collaborate with a global team is essential.
Education, desirable qualification and educational establishment, additional education:
* Essential : Minimum 10+ years of Sales experience in the Procurement Consulting area or direct interaction with Supply Chain and/or Procurement Organizations within medium-to-large companies. SaaS experience also preferred. Preferably handling UK/EU clients.
Desirable :
* Knows how to work in a home office/virtual office environment.
* Industry knowledge or experience with territory (industry or functional) for which they are being considered
Personal characteristics:
Sense of urgency, accountability, trustworthiness, an interest and curiosity, highly self-motivated and goal oriented, creativity and the ability to think quick on your feet.