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Executive Sales Manager
1 month ago
Internal Sales Executive
Northamber PLC is the UK's longest established trade only, IT and AV distributor. Over the last 40 years the business has established a strong reputation for its high levels of reseller service combined with specialist, technical support. Northamber salespeople strive to deliver real value and business partnerships to its reseller partners which drive revenue and profit for both parties.
Purpose of Role:
General/AV Hybrid Account Managers developing new business are tasked with growing revenue, traded breadth and the brand presence of their assigned products against agreed targets and KPI’s as determined by Northamber and our vendor partners.
They do this through personal sales to their assigned accounts as well as identify new business opportunities. This includes online research and using other market intelligence sources to identify resellers already active on our focus brands but not buying from Northamber as well as resellers who are buying competing products that can be switched sold to.
They will proactively contact resellers to create new business relationships and ensure Northamber are their 1st call for their product set. They will have regular contact with resellers to inform them of current offers and products. They will be focussed on selling their product set into a large breadth of new resellers not trading with Northamber but will still be required to play a full role on the sales floor and deliver exceptional reseller service by thinking creatively, displaying enthusiasm, being positive and putting resellers at the heart of everything they do to achieve the best possible results.
Key objectives
* Exceed 2 hours minimum phone times with their resellers.
* To exceed monthly revenue, market share and margin target on their personal and divisional targets.
* To provide a monthly sales forecast to the Sales Manager and ensure their pipeline is always up to date.
* Develop, review and implement new business strategies.
* Growth of lapsed trading accounts as defined in sales plans.
* Ensure all their reseller contacts are up to date on ERP System
* To ensure all their reseller’s correspondence is acknowledged and responded to within 2 hours.
* These are achieved through the exposure of Northamber AV products, services, and value proposition to identified and new business accounts, in conjunction with the internal sales account managers.
Key Responsibilities:
Sales
* Achieving personal sales and margin target monthly.
* Delivering an expert service to their assigned and unassigned reseller accounts.
* Delivering against organisational and personal KPI’s including margin and activity levels.
* Developing and maintaining reseller relationships.
* Developing, qualifying, and following up on sales leads with new and existing resellers.
Vendor
Proactively contacting resellers accounts - lapsed and prospect, and resellers focused on competing products - about their products.
Supporting the sales floor in tandem with commercial with any enquiries on their product, including quoting and advising on products for run rate enquiries.
Upselling all quotes, including completed ones to add value.
Following up personally with account managers and if necessary, resellers accounts directly on all quotes and allocated stock every 48 hours.
Working with product management to ensure pipeline is maintained and shared weekly with Sales Manager.
Appointment and webinar setting for their products (where relevant).Ensuring vendor KPI’s are being met including expanding the number of traded reseller accounts.Using internal data on reseller accounts to proactively drive improvement in slipped and lapsed accounts.
Continually updating and maintaining records of progress in ERP system and providing weekly updates to the Sales Manager.
Owning responsibility for the accuracy, integrity, and completeness of the database.
Participating / leading training sessions for their products.
Attending training sessions provided by their and other vendors to enable the specialist to become a knowledgeable source of information for the sales floor and Northamber resellers.
Experience
Desirable:
* Excellent track record of account management in AV distribution, OR
* Excellent track record of account management in IT or AV resellers and demonstrate the ability to adopt the AV technology / market knowledge.
* Proven success of delivering sustained incremental sales and profit for a sales organisation.
* Clear understanding and experience of working within a channel focused environment.
* Excellent communication and presentation skills
* 0- 5 years selling experience in IT
* Willingness to be on phone 6 hours a day.
* Willingness to learn/progress through the business.
* May require a training program to bring school leavers/grads in.
* Outgoing personality
