Overview
Northamber PLC is the UK's longest established trade only, IT and AV distributor. Over the last 44 years the business has established a strong reputation for its high levels of reseller service combined with specialist, technical support. We believe in the importance of Proactivity, strong stakeholder Relationships, a passion for Service levels and wanting to be more Knowledgeable than our competition on what we sell. This drives our day to day as a business and what we expect from our team.
Purpose of Role
The Kodak focused Internal Sales Specialist will play a critical role in supporting the sales and product management teams by leading with sales of the Kodak brand in Northamber. This involves proactively contacting lapsed / existing and potential customers, to generate sales opportunities for Kodak, following through on quotes and bids to understand what is needed to successfully close the opportunities, have a strong understanding of the technical & commercial benefits Northamber offers. Success will be defined from growing revenue, traded breadth, and Kodak brand presence against targets and KPI"s.
This position requires a proactive, detail-oriented individual with excellent organisational skills, strong communication abilities, and a passion for speaking to customers. The ideal candidate for this role will be a confident and driven salesperson who has experience within telesales and is keen to speak with customers.
Key objectives
* Exceed 2 hours minimum call times with customers daily.
* Call identified customers to introduce them to new products and promotions for the vendor.
* Generate new business opportunities by planning outbound calls to customers.
* Proactively following through on quotes and bids to close them successfully and if unsuccessful determine why so we can improve.
* Generate and own a pipeline of sales opportunities.
* To provide a sales forecast to the sales management from opportunities identified and ensure any pipeline information is always up to date.
* Sell the features and benefits of the vendor's products across Northamber and its associated companies with customers, organising demos of products where required at Kodak and other vendor offices.
* Review changes in customer spend behaviour (Recency, Frequency, Monetary) to speak to customers who have changed their spending behaviours and understand why, if relevant defining plans to address.
* These are achieved through the exposure of Kodak and Northamber products, services, and value proposition to identified accounts, in conjunction with the Vendor Business Manager's across the business.
Key Responsibilities
* Achieving personal sales and margin target on a monthly basis.
* Driving traded breadth and customer recruitment.
* Delivering an expert service to their reseller accounts.
* Confidently position why Kodak and Why Northamber on commercial and technical level to swap sell resellers to Northamber from competing distributors.
* Delivering against organisational and personal KPI's including margin and activity levels.
* Developing and maintaining customer relationships.
* Developing, qualifying and following up on sales leads and feedback to Kodak.
* Following up e-shots and marketing activities with prospective customers.
* Promoting Northamber services and accessories on every sale to increase margin and value.
Desirable
* Excellent track record of internal sales in distribution.
* Proven success of delivering sustained incremental sales and profit for a sales organisation through proactive customer engagement.
* Clear understanding and experience of working within a channel focused environment.
* Knowledge of products and industry trends is a plus.
* Able to easily understand technical products in order to effectively sell their features.
Essential
* Strong organisational skills with the ability to manage multiple tasks and deadlines.
* Excellent communication skills, both written and verbal.
* Detail-oriented with a focus on accuracy and data integrity.
* Proficiency in Microsoft Office Suite, particularly Excel
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