Description
The Inside Sales Executive is the first point of contact for new leads; converting prospects
into customers and providing professional and efficient onboarding journey. The Inside Sales
Executive will also be responsible for converting customers who have expired and left
Achilles.
Location - either Abingdon or Belfast Key ResponsibilitiesREVENUE
• Selling a range of Achilles products & services to prospective customers
• Cross-selling & upselling to maximise revenue opportunities
• Manage the annual subscription renewal process for designated accounts
• Achieve monthly quarterly and annual sales objectives
• Follow up database mail shots by telephone to establish sales leads
• Supporting Buyer-led campaigns to onboard new Suppliers
RETENTION
• Build rapport with customers; understanding their needs and recommending
appropriate solutions for expired suppliers
• Proactively review customers’ accounts, to advise how the customer can achieve
more value from the subscription
• Promote usage within Supplier organisations through reporting & insights
• Maintain optimum customer experience & satisfaction
• Advise customers on steps to achieve greater visibility & value, for example; changes
to questionnaire data, profile & product code updates, meet the buyer events and
online training tools
• Recommend additional products and services that can add value to the customer
Manage win-back process where Supplier subscriptions have lapsed
DATA QUALITY
• Maintain CRM system (MS Dynamics) with customer information, contact log,
pipeline stage and notes
• Create customer profiles within CRM, using questioning to identify customer needs,
business cycles, growth plans and product offerings
TEAM
• Attend monthly team meetings to discuss issues, suggestions, and improvements
relating to the running of the sales team.
• Take part in morning huddles to review previous day and to set daily objectives
• To work within a framework of corporate standards and policies.
• Develop new skills through attendance at formal training, participating in group
workshops, and undergoing coaching with experienced agents QualificationsKNOWLEDGE
• Structured selling
• Sector knowledge
• Working knowledge of MS Office applications
EXPERIENCE
• Previous experience in an Inside Sales or Customer Service role
QUALIFICATIONS
• No mandatory qualifications required Person SpecificationCOMPETENCIES
DRIVE & MOTIVATION
• Addresses multiple demands without losing focus or energy
• Increases efforts in the face of difficulties or obstacles and recovers quickly after
setbacks
• Remains calm and focused during stressful or challenging situations; concentrates
only things they can control or influence
• Encourages others during challenging times with their positive, can-do attitude
INFLUENCING
• Successfully employs more than one influencing strategy or tactic when trying to
persuade others
• Effectively employs bold, unusual, or dramatic steps to persuade and convince others
• Rehearses or role-plays conversations or presentations to get feedback on their
intended approach
• Anticipates the effect of their approach on others
CUSTOMER FOCUS
• Uses communication styles that are appropriate to the needs and interests of
customers and stakeholders
• Proactively identifies repeated problems or barriers to customer service and takes
steps to resolve these
• Asks questions to gain a clear understanding of customer’s problems or complaints
• Keeps customers informed of progress
ACHIEVING RESULTS
• Plans and structures own work in order to achieve agreed objectives
• Strives to deliver within agreed deadlines
• Thinks carefully about how to make the best use of their time
• Balances quality standards with the need to meet deadlines
SUPPORTING COLLEAGUES
• Treats others with respect, fairness, and consistency
• Makes time available to help others when asked
• Uses their skills and knowledge to make things easier for others
• Thinks about the impact of their own work and performance on others in the team