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. It requires proactively driving sales efforts from Inside Sales and customer-facing activity, consistently striving for overachievement against agreed revenue and product mix objectives. The role will own the complete sales cycle and continuously hunt for further business opportunities. The successful candidate will have a proven track record in new business sales and experience developing new or low-spending accounts to fully transacting customers. This is a hybrid role with most activity 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 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 leads
Skills
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 maximise 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
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