Internal Sales Role
4 days ago
Job Title: Internal Sales Executive
Function:
Job Location: Office Based - Uxbridge
Reports To: Head of Internal Sales
Primary Purpose of Role
The primary purpose of the role (c.80% of the time) is to act as the lead for building and expanding key customer relationships within a specified geographical region.
- Manage existing customer contract renewal opportunities to develop its direct business in line with the agreed commercial strategy.
- Lead all aspects of the existing customer relationship within the designated region from contract start to renewal.
- Work cross-functionally across Key Accounts, Trade Marketing, Marketing, Service team, and relevant others internally to develop solutions and create plans to win.
- Great communication and influencing skills, written and verbal, are essential within this role which has the scope to allow you to make a big personal impact within the business.
Key Accountabilities
Existing Customer Development
- To effectively target existing customer contact renewal opportunities to deliver quarterly and annual financial performance vs budget
- Conduct effective customer account reviews over the phone, via teams and face to face (if required) in line with the agreed company segmentation and contact strategy.
- Develop a clear target account growth strategy to support market share growth whilst defending our business against competitors.
- Seek out opportunities to cross-sell/up-sell products to the assigned existing customer base as well as uncover new business leads for field sales and key accounts.
- Ensure all pending contracts due for expiry are effectively planned for renewal ahead of time (min 6 months) with the customer.
- Support Field Sales team where required to leverage existing customer relationships for new business opportunities.
New Business
- Contact and convert marketing lead opportunities within the timings and processes outlined by the business.
- Create customer facing proposals that clearly outline USPs and individual customer pricing.
- Convert new business inbound leads to sale utilizing agreed sales tools and strategies.
- Ensure the ongoing management of won customers is effectively communicated with the customer in line with customer profile/type.
Sales Excellence
- Demonstrate gold standard planning and prioritization skills to achieve weekly/monthly activity KPIs as outlined by line manager (Phone calls made, Account Reviews conducted, proposals sent, percentage pipeline growth and opportunities added).
- Maintain 100% CRM compliance ensuring all activity, opportunities and contacts are kept updated.
- Ensure you have the latest product portfolio knowledge and understanding to present the key features and benefits to your customers
- Present customer proposals (and pricing) within agreed templates as issued by the business.
- Accurate forecasting of monthly sales performance and installs.
- Attend Trade shows/Networking Events (where required) with support from internal stakeholders to ensure awareness of brand is high.
What KPIs will be measured to evaluate success? - Number of customers renewed/systems installed.
- Percentage of systems in contract
- Conversion rate
- Systems per deal
- Territory £NSV growth (monthly and annually)
- Weekly account retention/new business development activity
- Monthly pipeline growth
- CRM compliance
- Forecast Accuracy
- Supports values and objectives
Key Skills, General Skills and Competencies
Key Skills
- Excellent questioning and listening skills.
- A demonstrable customer focused attitude, able to build broad realtionships at all seniority levels.
- Resilience and Tenacity.
General Skills
- Able to work independently or as a team.
- Excellent organisational skills.
- Excellent IT skills, particularly in MS Office suite but also able to demonstrate an ability to understand and utilise other systems such as CRM.
- Good demonstrable Commercial awareness and able to structure multiple and sometimes complex deal types.
- Great communication skills: written, verbal and presentational.
Competencies
- Customer Focus
- Drive for Results
- Business Acumen
- Planning and Prioritisation
- Negotiation
Qualifications and Experience: Desirable - 2+ years in a similar customer account management/retention role.
- Working knowledge of Dynamics 360 CRM system.
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