Exceed personal and team sales targets within new, existing and lapsed top revenue generating, Large End User Accounts.
Maintain regular visits with key channel partners related to your sales area with the aim of qualified lead generation.
Proactively manage a pipeline of qualified leads from various sources, understanding requirements to enable a targeted proposal that will lead to the point of purchase order.
Maintain an accurate sales pipeline. Provide data led, objective and accurate forecasting.
Maximise the contract value of all sales engagements, using the company product pricing policy.
Ensuring the CRM system is always updated with all supporting information and quotations and provide a personal 3-month rolling forecast each week to the Sales Manager.
Provide longer term, team wide pipeline forecast monthly to Sales Manager.
Prepare, arrange and carry out high quality on brand presentations to new and existing customers.
Arrange and carry out product demonstrations, training and attendance or managing exhibitions or events as required.
Compile and present whole sales team plan at quarterly reviews with Senior Management
Support own sales team as required to ensure the whole team target is achieved.
Collaborate with the wider Business Support and Customer Service teams, bridging the gap between customer, delivery and service, ensuring that the delivery team have the information required for timely deliveries.
Working with Sales Development Team and by using your own insight and knowledge to build up a list of targeted prospective customers via industry news, LinkedIn and other networking / lead generating opportunities.
Achieve assigned KPIs such as customer meetings, call/email targets, pitches and price proposals.
Contribute and collaborate on ideas, opportunities, market strategy and blockers as part of the sales & marketing team and the wider group.
Working proactively with the sales team to exceed team and group sales targets along with your own.
Keep up to date, accurate records of your activity so we can track activity against revenue performance.
Report any feedback from customers which may help guide the company’s business strategy
To performance always in line with the Company’s competencies/values, policies and procedures.
To undertake any other duties reasonable to the job level as deemed appropriate by the Company.
Proven in-depth track record of success within a new business development role in IT/hardware with experience of working as part of an AV business.
Substantial experienced in selling into one of the Company’s defined verticals.
Demonstrates a natural product mindset, offering value-add customer solutions.
Commercially minded, able to articulate and present solutions that demonstrate a clear value.
Demonstrates a customer first approach and is proactive and professional in resolving any challenge that they are faced with.
Logical, organised and flexible when needed, excellent at multi-tasking, able to plan and structure their day to achieve sales targets/objectives/KPIs/customer requirements.
Skilled confident presenter, able to adapt approach to suit a wide-ranging customer audience.
Business level language skills and cultural understanding of allocated market segment, able to communicate confidently via telephone, face to face and via email.
Proactive with a positive attitude and a strong team player
Strong negotiation skills, responsive and creative in delivery. Can negotiate and influence at all levels and builds credible external networks
Works well under pressure, able to make good judgements, decisions and meet conflicting deadlines
Self-aware with the ability to actively listen, adjust and ask relevant questions
Keeps on top of industry developments and trends and shares knowledge with wider teams
Resilient and tenacious, able to work at pace and adapt to change
High attention to detail and level of accuracy.
Hands on experience with CRM software (MS Dynamics currently in use)
A relentless learner who continually demonstrates a growth mindset
Must hold a clean valid driving license
