Sales Executive

United Kingdom, Bracknell, Bracknell (BRA01)
15 May 2019
13 Jun 2019
Job Role
Pre Sales
Job Type
Role Purpose

To secure additional business for the organisation by developing, qualifying and closing new business or extending existing contracts, within a defined sales territory/account/partner with specialized for a particular portfolio item. Typically, working on high complexity opportunities. Sales campaigns of strategic importance include those focusing on Digital services including ServiceNow.

Key Accountabilities

• Sales Opportunities: leads in the qualification of opportunities to establish a pipeline which will meet targets within designated territory/account. Where applicable, achieves target revenue and orders. Acquiring new customers in the assigned sales territory/partner (directly and through partners). Maximizing revenue in existing accounts (renewals, upselling, cross selling). May contact businesses by phone and other social media in order to produce, grow and nurture a pipeline of qualified leads.

• Sales Planning: Establishes value propositions and win strategies for all qualified opportunities. Supports the establishment of a closing plan and own role within it.

• Forecasting: Providing accurate and timely monthly sales forecast and regular updates to line management.

• Governance: Adheres to company defined governance procedures and sales management tools including the CRM database to manage campaigns within own borders.

• Partner Management: Supports the partner in their activities and takes concrete measures in order to increase sales of products and services that lead to a significant expansion of the portfolio. Ensures that the partners conduct training and certification on products, services and tools.

• Deliver and Execute Partner Business Plan: Uses and manages resources within the company in order to achieve the target of the agreed business plan and may support the partner in their activities and realization of their sales projects.

• Relationship Building: Ensures optimum communication and support for the partner(s) as well as the involved stakeholders. Develops a strong influence and coaching network within the partners above the portfolio focus. Builds and develops relationships with customers, informing them the most suitable technology solutions, in order to enhance future sales and revenue and enhance the customer's (and partner) satisfaction. Understands requirements and manages close business relationships with other internal departments involved.

• Marketing: Supports the implementation of agreed marketing programs.

• Quality Control: Ensures appropriate partner training and certification on products, services and tools.

• Maintaining Market & Portfolio Knowledge: Maintains a high level of product, services, solution, market and competitive know-how.

• Reviewing Performance: Develops and coordinates regular reviews on the overall business and marketing plans in line with the company strategy.

• Maintaining Information: Maintains up-to-date customer information by amending details as required. Logs actions from calls on database for follow up by appropriate department. Obtain contact details of potential customer such as phone details, relevant company information. Obtaining relevant customer information by "deep diving" for decision making, influencing, budget and authority information. Records and registers customer details and/or transaction details including reactions to the products or services offered. Reports on lead tracking and sales/lead generation status. Maintains a good level of product, services and solution know-how.

Key Performance Indicators

• Achievement of team sales targets as measured by sales orders, margin and total bid expenditure.

• Availability and accuracy of timely and accurate sales forecasts and sales pipeline information.

• Campaign effectiveness as measured by compliance with governance processes.

• Performance in defined Focus Areas such as ServiceNow application areas.

• Execution of agreed business plans.

• Select Partner Program certifications and accreditations.

• Quality of proposals, forecasts, pipelines, quotations and data.

• Achievement of qualified leads accepted by Sales.