Overview

Position Title : Inside Sales Executive

 

Duty and Responsibilities

 

Insights and Appointments /leads generated

Achievement of new business opportunities agreed depending on.
Achievement of talk-time and number of contacts on a weekly basis (75 calls per day)
Own call performance against target is tracked and managed to ensure campaign targets are exceeded
Forecast and (30, 60, 90 day) pipeline (value off opportunities monitored)
Ensure accurate opportunity and forecasting data is provided to Stakeholder or client regarding communication notes and allocation
Ensure that at least 30% of all conversations held with prospects gain competitive information as determined by CRM requirements, and that this information is provided to the Datacommunity for upload
Work closely with Stakeholder liaison SMEs to provide market product and recognition feedback from engagements
Customer Engagement & Market Insight

Proactively contact potential customers by phone and work with them to build pipeline and record all interactions with customers (calls, attempted calls, emails)
Upsell and promote new products where the opportunity exists
Through the Stakeholder liaison, collaborate and engage with Account Manager and Specialist when need be (of existing Print customer)
Address customer complaints and resolve any concerns or problems; interact with other company departments as necessary.
Respond to inbound email & phone requests from customers, partners & sales channels regarding new opportunities, quotes, products, pricing, programs, etc.
Fuji Xerox corporate value proposition is clearly articulated
Key Result Area 3: Capability Development and Management of Self

Fuji Xerox portfolio of offerings is understood, effectively articulated and demonstrated
Financial information is understood, interpreted and analysed to strengthen customer centric approach
Relationships internally and externally are effective and deliver sustainable outcomes
A holistic view of the customer and Stakeholder is achieved
Effective account management, engagement, and upsell in liaison with account owners executed
Effective use of sales processes and clear understanding of the SPIN sales approach
Personal Leadership

Fuji Xerox corporate values are clearly demonstrated and championed.
A culture of openness, feedback and empowerment is built and sustained.
Communication across division and broader organisation builds understanding, alignment and engagement.
Requirements

 

Position Knowledge and Capabilities

Proactively contact customers by phone and work with them to renew their software maintenance while adding additional value.
Sales focused, with a determination to measure/improve effectiveness and achieve results
Must thrive in a quota driven environment. Confidence & persistence to handle objections and to make unsolicited calls
Communicate clearly and efficiently in English via email and phone.
Excellent verbal communications with strong phone skills and ability to be persuasive
Exercise judgment within defined procedures and practices to determine appropriate action.
Address customer complaints and resolve any concerns or problems; interact with other company departments as necessary.
Respond to inbound email & phone requests from customers, partners & distributors regarding renewal quotes, products, pricing, programs, etc.
Strong organizational, multi-tasking, and time-management skills
Professional Experience

2+ years previous experience in business-to-business (b2b) phone based sales, specifically software maintenance renewals
Experience ideally in phone based account management sales, ideally software renewal and upsell
Strong working knowledge of Microsoft Office, Oracle and Sales Force.com or similar CRM tool, is preferred
Education/Academic Qualifications

Bachelor degree or equivalent work experience.
Other information

 

Salary Range   : RM 2700 – RM 4300

Others                         : Good English communication

 

 

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