Job Purpose
The purpose of this role is to maximise lead generation and progression of leads through to direct sales. The role will have a split focus of cross selling into the existing client base and also some targeted product sales into new markets. This role will require close collaboration with the regional account management team and regional marketing function.
The role will also provide remote based account management services to nominated accounts within region, working in collaboration with regional based account managers.
Responsibilities and Accountabilities
• Providing remote based account management support to nominated regional client accounts, developing understanding of client needs, requirements and organisational structure so as to lead account interaction and drive new revenue opportunities.
• Develop leads and opportunities in new markets for specific product sales
• Utilise telephone and other tools to remotely influence customers at senior level in target organisations
• Work closely with appropriate regional marketing and regional sales team to plan and execute outbound demand generation activity as required
• Develop and test demand generation scripts based on briefings for specific sales and marketing campaigns, appropriately capturing value proposition and delivering required results.
• Maintain strong and effective working relationships with regional sales, pre-sales, product managers and the broader marketing team.
• Ensure all activity is appropriately captured and tracked within SalesForce and ensure that all prospect information is maintained and up to date.
• Take responsibility for expanding account contact data within SalesForce, to support future sales and marketing activities
• Provide appropriate feedback into organisation based upon experience and interaction with accounts/prospects
• Consistently follow designated sales and marketing processes to ensure robust lead and operational measurement and reporting
• Work with regional marketing management to ensure integrity, validity and appropriateness of marketing database
• Develop and maintain strong knowledge of leading industry trends by reading the financial and country specific press and appropriate industry websites.
• Maintain a consistently high call and contact rate aimed at achieving/exceeding monthly and quarterly ‘meeting’ and ‘opportunity’ targets
• Manage daily schedule, meetings, agenda, both internal and in conjunction with regional sales and marketing
• Perform such other duties, functions and services, consistent with your status or your vocational ability, as may from time to time be determined by your supervisor or a member of the senior management team
Skills and Qualifications
• Highly motivated and results oriented with a can-do entrepreneurial spirit
• Experience in direct sales and /or Inside Sales in B2B service provider
• High energy and determination to achieve/exceed monthly targets
• Proven influencing skills using written, and verbal communication including telephone
• Strong presentation, communication, organisation, multitasking, and time management skills
• Solid problem solving and consultative skills
• Ability to work in a fast-paced team sales environment with minimum supervision
• Experience with MS Office (Outlook, Excel, Word, PowerPoint) & CRM (preferably SalesForce)
• Excellent language skills required respective to the given region (verbal and written skills)
Key Performance Indicators
1. Achieves monthly and quarterly performance targets
2. Works with and collaborates/supports team colleagues
3. Goes the extra mile, gets positive feedback from other departments commending performance
4. Builds strong relationships with customers and prospects
5. Able to clearly articulate the value proposition and help the prospect see value in the solution – avoids feature bashing
6. Captures and records comprehensive contact data and knowledge of designated accounts
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