New Business Manager | York | £17-21K + OTC 12K
This role is an office-based new business sales and support role. Due to team expansion our client are looking for a sales account manager with a new business focus, based in York. The successful candidate will be responsible for generating new business by following up leads from their marketing and vendor activity – this may involve booking meetings for the field sales team, or closing business over the phone. The role also holds responsibility for offering some support to the field sales team – for example, responding to queries, checking orders and creating quotes when colleagues are out of the office.
The role may suit a proven sales administrator with a desire to move into sales, or an individual with sales experience. You will be selling software licensing and services, so the ability to understand and articulate a complex product set is essential, as is the persistence required to succeed in a new business environment.
The role requires good organisational and prioritisation aligned with good sales techniques to fully access and capitalise on IT spend within the target customer base.
The post carries monthly and annual sales margin targets.
Sales
• Identify and proactively maximise opportunities for sales acquisition and growth.
• Deliver sales to achieve monthly, quarterly and annual sales targets.
• Manage own sales activity to ensure all key performance indicator targets are achieved.
• Drive the migration of customers onto the transactional website, and follow up to ensure that usage is maintained.
• Develop and maximise opportunities following vendor and marketing campaigns.
• Create opportunities where prospects require business meetings with external new business managers.
• Develop and maintain strong relationships with all accounts, working with and through the appropriate technical sales team where appropriate to develop new and existing lines of business within the specified accounts.
• Identify & proactively maximise opportunities for sales growth within the Sector of responsibility.
Support
• Support the team through booking end user meetings, ensuring key performance indicators are achieved.
• Check and pass all orders for processing within agreed timescales.
• Maintain data to 100% accuracy in the CRM system on all of your current and key target accounts.
• Ensure all actions from customer communication and meetings are distributed to the relevant personnel and follow up outputs in a timely and efficient manner.
• Attend Vendor Training and Personnel Training Courses as requested by Management.
Planning and Forecasting
• Forecast opportunities and sales progress each week to your Sales Manager, identifying opportunities and time to close.
Person Specification
You must demonstrate that you possess:
• Knowledge of value based sales processes, and how they are applied in practice.
• In depth knowledge of Licensing.
• A knowledge and understanding of the services associated with core target sectors - Infrastructure, Security, Managed License Services, and Microsoft.
• A broad awareness of the relevant customer base, and in-depth knowledge of key customer supply contracts within the target market.
• Broad understanding of IT in general - e.g. networks and business critical systems.
Skills
This role operates in a fast-paced and fast-changing environment, and you must be able to:
• Interpret key performance indicators in order to forecast sales accurately.
• Maximise your time through strong campaign management and planning.
• Quickly build and leverage working relationships with customers.
• Communicate precisely, effectively and with authority to both individuals and groups.
• Translate customer pain points into business opportunities.
• Manage multiple tasks and conflicting priorities effectively to deliver against the Sales goals, including managing time and resources effectively.
• See tasks through to completion and within agreed timescales.
• Write clear, concise business English.
• Manage both your emotions, and the emotions of others.
Personal Attributes
This is a key sales role, and you must demonstrate:
• That you are a self-starter
• Resilience, tenacity and persistence
• Optimism, tempered with realism
• Enthusiasm and energy
• Honesty, openness and integrity
• Attention to detail
• A creative approach to overcoming barriers to sales.
• Intelligence, preferably a higher education degree / diploma or form of structured learning.
• That you make things happen, mobilising and motivate others to deliver.
• That you can operate individually and as part of team.
If you would like to be considered for this role please e-mail your CV to consultants@humtons.com
