Overview

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 Data community 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.
  • To ensure that company’s corporate value proposition is clearly articulated

 

Key Result Area: Capability Development and Management of Self

  • Company’s 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

  • Company’s 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
  • High fluency in English

 

Education/Academic Qualifications

  • Bachelor degree or equivalent work experience.