Job Purpose
The purpose of this role is to maximize lead generation and progression of leads through the sales funnel, ultimately increasing revenue potential from marketing programs. .This role will require close collaboration with the broader marketing team, in particular regional marketing and also sales colleagues in the field to support developing qualified opportunities and meeting monthly and quarterly targets.
Responsibilities and Accountabilities
• Penetration of both customer accounts and new business focused on developing opportunities and cross-selling the client base.
• Utilise telephone and other tools to remotely influence customers at senior level in target organisations
• Follow-up highly targeted marketing campaigns to deliver incremental high quality leads and manage leads through to interested/ potential opportunity status and ensure conversion to qualified status
• Work with appropriate regional marketing manager 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 and the broader marketing team.
• Ensure all activity is appropriately captured and tracked within TForce and ensure that all prospect information is maintained and up to date.
• 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 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
• 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)
• Other languages preferred (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
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