To apply for this role, please email a copy of your CV along with a covering letter specifying the role which you are applying for to:
recruitment@star.net.uk
| Job description |
| Department: |
Sales - Barnwood Regional Team |
| Reporting to: |
Sales Manager, Barnwood |
| Location: |
Barnwood | |
Purpose
Delivering new business sales and sales to an existing base, predominantly to the SME to mid market space.
Principle Accountabilities
- Respond to incoming requests for new services and where possible, up-sell and cross-sell products into the existing customer base, thereby ensuring an increase in product penetration
- Build positive and consistent relationships with the customer base to ensure maximum level of customer retention is retained
- Be knowledgeable in those of Star’s solutions which are most likely to be applicable to the customer base
- Develop and manage incoming opportunities in line with the sales strategy and in strict adherence to the defined stages of the sales pipeline
- Adhere completely to the sales rules of engagement for a) transitioning customers from business development to account management, b) transitioning customers from tactical (mainly telephone based) account management to “full” account management and c) working with partners
- Work with the Marketing, Operations and Sales & Marketing Operations to develop new business by leveraging their expertise and delivery capabilities
- Work closely with the Client Services Executive to ensure the customer is being managed within their expectations and that any opportunities are handled appropriately
- Liaise with other internal departments as required (e.g. Customer Solution, Product Development, HR, Legal and Business Systems) to ensure smooth running of all interactions that the customer has with Star
- Use customers’ incoming communications to keep them fully aware of the launch of new services and developments within Star
- Provide accurate forecasts and reports on activity and sales performance as and when required by management
- Ensure all monthly KPI targets are met
- Ensure full compliance with all internal processes including accurate and timely maintenance of CRM records.
Key Performance Indicators
- Generate revenue in line with the sales strategy and personal forecasts
- Retain and grow revenue from existing accounts
- Ensure that the net revenue from all accounts is always positive in terms of customers upgrading their services etc
These KPIs, as well as other traits, skills and knowledge requirements will be measured and monitored.
Profile of Job Holder
Essential
- Sales and/or account management experience in an IT Services environment
- Proven track record of revenue generation
- Excellent written and verbal communications skills
- Experience of working with a CRM system
- Full understanding of the IT and technology industry
- Use of MS Office applications and email
- Experience of working with complex sales in a consultative manner
- Ability to communicate at all levels, both written and verbal
- Can do, flexible attitude to the work ethic
- Strong team player
- Clean driving licence with the ability to travel within the UK as required
- Proven ability to manage a sales pipeline
- Negotiation and influencing skills.