We are looking for an enthusiastic, hard working individual who has a firm interest in the application of technology to achieve great outcomes for our clients, convince them that our Analytics software will solve their problems, and sell a subscription to the software service.
This is a technical sales role for someone who first immerses themselves in how our software works and then understanding how our software helps building owners and operators. Whilst you will be given targets, this is not a hard sales role but one where by demonstrating value, the client will buy.
Following technical training, we want you to want to deeply understand the power of Analytics and go on to set the system up yourself, gaining a deep and broad understanding of what it can do, creating your own demo systems you can use with customers to prove value.
You will interact with our customer, our developer team, our sales leadership and our marketing team, joining the dots and becoming a champion for the company and the product.
As opportunities arise or present themselves, you will be our expert who will carry out discovery sessions with potential clients to create a value proposition-based proposals and then to present those proposal to those clients, ideally in person. You will answer any questions and overcoming any objections so you can close the deal and secure a subscription.
Training
You will be provided with training on the market in which we operate and an understanding of the challenges that our company solves. We will show you how we connect to electronic control and monitoring systems in buildings to gather data and how to get that data into the Analytics platform.
You will be coached on how to work with clients to discover their highest priority needs and translate them into proposals, which you will also be shown how to pull together, log on our CRM and present to those clients. Working within a larger team, you will be coached to develop your natural sales skills to help you achieve your individual sales target and that of the one for the group. A training schedule will be developed during your first 1-1 session.
Reporting structure and expectations
You will report to the Chief Revenue Officer and will be expected to produce reports on a weekly basis, to include the following:
* Activities undertaken to generate meetings, which will be accompanied by a target
* Meetings booked for the following week or weeks
* Meetings attended that week with outcomes and next steps
* Proposals created, sent or presented and their value
* Deals closed but lost
* Deals won
* Continual updates to the CRM system for all of the above activities
Requirements and qualifications:
* A technical mindset with a desire to understand our product to enable a technical sale
* Good listening and questioning skills to ensure you quickly discover the needs of the clients
* Articulate and capable in the preparation of proposals for customers
* An understanding and demonstration of an ability to use Excel spreadsheets for pricing
* To know the difference between gross margin, profit margin and costs and to calculate the same
* Must show a genuine interest in customers and team members based on a natural curiosity to find out more about those people to discover and build on common ground and therefore be likeable.
* Degree or equivalent qualification to demonstrate intellectual capability, preferably in a technical area
* To be hungry and self motivated, driven by success to generate high rewards and enjoy life more
* Strong values and ethics that put people and solutions above profits, where there is a conflict
* A current UK driving license or at least an expectation to pass your driving test within six months
Desired skills and qualifications
* Experience with Customer Relationship Management (CRM)
* Previous sales experience, either part-time or full-time, including telesales or prospecting
* Marketing experience, including email and social media