Internal Sales Representative
1. Mission & role of the function - To successfully lead a portfolio of prospective and existing customers across a defined geographical region. To grow the business through outbound sales calls to prospective customers in order to increase business revenue. To increase volume by managing a pipeline of existing customers through outbound phone calls on a pre-determined sales cycle. To source leads through a variation of lead generation techniques. To provide superior customer service and create opportunities to sell ``value-add`` products and services within the defined geographical area of responsibility. 2. Key accountabilities - Generate new business customers through outbound calls, and ensure all potential customer leads are followed up on within specific time periods - Ensure excellent customer service to all existing and prospective customers - Proactive regular telephone contact with sales offices of allocated accounts to develop direct to site business (bulk and packed) - Keep sales team updated with details of branches contacted in their areas and direct to site developments (bulk and packed) - Co-ordination of promotions & special offers roll out - Generate new business leads through effective lead generation techniques - Effectively manage your sales cycle and develop an effective pipeline in order to generate more business from existing customers - Effectively maintain a pipeline in order to generate word of mouth referral business from existing customers to increase new business revenue - Complete structured outbound call plans with prospects through telephone presentations and telephone referral networking, effectively communicate value proposition - Identify strategic and key business opportunities within the market and ensure these opportunities are converted - Effective time management to ensure answering incoming calls within specific target levels and converting prospective customers - Identify and develop relationships with key prospects and decision makers of existing customers effectively communicating value and unique selling proposition and differentiators - Regularly conduct market analysis and gather market intelligence within the industry - Identify opportunities to ``add value`` and contribute to the success of the customers` business - Achieve daily, weekly and monthly revenue and volume targets - Ensures data is accurately captured within CRM and other sales management systems - following all guidelines to ensure consistency - Effectively and efficiently ensure deals are closed, and all activities are aligned to Company Values and Building Blocks - Proactively collaborate with customers & internal stakeholders to achieve desired win-win outcomes - Provide timely and accurate feedback and advice to relevant stakeholders - Implement and support segment strategies and achieve targets 3. Job dimensions Strong interpersonal skills are necessary to build relationships with customers and the internal team as a whole The post holder must be forward thinking and proactive in identifying opportunities and converting in to sales Results to be highlighted and discussed so that future promotions/initiatives can be altered where applicable to maximise opportunities/sales 4. Job requirements - A proven track record of achievement in an Outbound sales role ideally selling to the Builders Merchant sector - A proven track record of achievement in increasing revenue through effective customer relationship management - High degree of accuracy and superb attention to detail - IT competent - Confidence to deal with all levels of management - Good grammatical/communication skills and telephone manner - Ability to prioritise and work without supervision - Working knowledge of SAP and CRM systems - Positive, flexible and proactive approach to work to meet deadlines - Previous experience in working within a team environment.