Sales Specialist

2 weeks ago

Liverpool, United Kingdom BT Enterprise Full time

As a DR to the Senior Sales Manager of the Mid-Market specialist team, you will be responsible for aligning closely with the Account Management function to build strategic sales plans; build strong relationships with customers; develop pipeline; and successfully achieve sales targets.

Maintaining a broad architectural knowledge, having opinions across all areas of the BT Specialist Portfolio (Mobile, Voice, Networking, and IT), and understanding this portfolio at a sufficient level is required to generate quality opportunities, and to be able to differentiate our offerings against those of our competition. For the portfolio you are accountable for, you will be expected to have a deep architectural knowledge of your area of specialism, along with the associated systems and processes by working with manufacturer partners, internal product managers and portfolio groups.

This role will be responsible for following and understanding the latest trends and developments in our industry worldwide and be able to present and share knowledge with colleagues to improve others' learning, as well as delivering campaigns and events to help deliver revenue growth targets.
Particular emphasis will be placed on acting as an ambassador both in the external market and within internal stakeholders, demonstrating best-in-class sales behaviour and delivering excellent customer experience results.

This role will also be accountable for working with finance and Pricing to understand the P&L in detail for the customer solutions being sold to ensure margins on all deals are maximised and component pricing parameters are aligned to market expectations

**Responsibilities**:

- Managing, delivering and exceeding Sales targets, based on SOV/revenue and resign for a defined base of customers across the region
- Building solutions that meet and exceed customers’ business needs, delivering RoI and that are the most profitably built for BT
- Maintaining a broad architectural knowledge and having opinions on leading and emerging technologies, using this to influence both customers and internal stakeholders
- Driving a high level of customer satisfaction and advocacy across the customer base for the region through personal activity and leveraging the wider teams
- Influencing to create incremental sales opportunities across the BT portfolio, develop pipeline and successfully achieve required sales targets
- Successfully developing and driving sales plans with Account Managers, using agreed methodologies, to retain existing BT business and develop and grow new revenue for BT
- Driving the attachment of service to product sales ensuring the mix is rich
- Driving timely service renewals within the customer base
- Developing and maintaining an accurate forecast and qualified /robust pipeline
- Defining and developing peer and executive relationships with the virtual teams and wider BT.
- Working with finance and Pricing to understand the P&L in detail for the customer solutions being sold to ensure margins on all deals are maximised and component pricing parameters are aligned to market expectations
- Understanding and driving the migration from Traditional services to New Core propositions

Skills required:

- Strong analytical skills, including forecasting, pipeline, achievement, P&L details, detailed understanding of customer trading & buying process/cycles and the ability to analyse competitor proposals as and when required
- Ability to engage at a board level with customers to strategically position BT, its offering and its competitive advantage
- Excellent financial and commercial acumen
- Be resilient and able to achieve against challenging targets
- The ability to work with the minimum of supervision, be part of a team and present a quality image
- Be willing to travel and work from customer and other BT sites

Experienced we are seeking:

- Proven track record of delivering against targets within a telecoms sales role
- Aligning and prioritising multiple demands
- Excellent communication, presentation and interpersonal skills with strong influencing and negotiation skills
- Able to deliver complex messages in a simplified way to stakeholders
- Collaborative working with peers and colleagues to achieve sales and the best outcomes for clients
- Substantial knowledge of broadband B2B and/ or Networking and UC

**About us**

BT is part of BT Group, along with EE, Openreach, and Plusnet.

Millions of people rely on us every day to help them live their lives, power their businesses, and keep their public services running. We connect friends to family, clients to colleagues, people to possibilities. We keep the wheels of business spinning, and the emergency services responding.

We value diversity and celebrate difference. As Philip Jansen, our CEO, says ‘We embed diversity and inclusion into everything that we do. It’s fundamental to our purpose: we connect for good.’

We all stick to the same values: Personal, Simple, and Brilliant.

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