Title:

New Business

Location:

Birmingham

Salary:

GBP 40,000 per year (+ excellent benefits)

Description:

Our Client is an established leader in IP network technology and virtual private networking (VPN), delivering VPNs basedon private data networks as well as our global Internet backbone, which spans six continents. Our portfolio includesSONET private line, frame relay, ATM and a full range of dedicated, dial and value-added Internet services.Job DescriptionTo identify a portfolio of new customers within Birmingham area in order to meet agreed account activity targets, sellingacross the full range of Voice, Data & IP solutions. To apply you will need to have sold voice / data / IP products tothe Corporate market.Desired KnowledgeCustomer / industry awareness: Demonstrated a detailed understanding of the customers business / industry sector &environment. Full understanding of customer's business planning process. Identifies critical success factors & short /long term objectives.Voice, Data & IP Products + e-Business Applications Product Knowledge: Demonstrates detailed knowledge of thecapabilities of the voice product portfolio. Detailed knowledge of competitor offerings. Demonstrate the abililty to workindependently & sell non-complex opportunities. Able to handle product-related discussion with customer.Relevant work experience in Telecoms / IT in a Sales or Business Development environment, looking after BusinessCustomersResponsibilitiesTo appoint customer visits in line with agreed activity targetsTo generate close business relationships with the clientTo identify short, medium & long term communication objectives and overall business objectivesTo interact and gain credibility with the appropriate level and functions within the client' s businessTo develop a full understanding of the decision- making processTo develop detailed account plans to establish forecasts of anticipated revenueTo provide solutions from the XXX product range that fit the client' s requirementsTo ensure that business is conducted with integrity at all times and that behaviour within sales teams is compliant theCompany' s ethics code.To close deals that are profitableTo provide accurate forecasts of revenue to sales manager/ A/C managerTo maintain accurate and up-to-date records on Siebel/ Prism to enable activity reportingTo provide feedback on market trends/ competitor activity relevant to XXX sales & marketing informationTo ensure a professional handover to a Retention Account ManagerKey competencies required:Consultative Selling: Identifies & regularly communicates with all relevant customer contactsDemonstrates a thoroughunderstanding of customer' s issues, challenges & business driversQuestioning / Fact Finding: Accurately & consistently qualifies all sales opportunitesEmploys a structured & effective approach to questioning/ factfindingCommunication: Demonstrates a thorough understanding of the customer needs. Communicates effectively both internally &externallyUnderstands the fundamental elements of communication, eg. Face-to-face, email, telephone, correspondencePresentation: Able to construct / deliver effective presentations internally & externallyNegotiates / Gains commitment: Understands effective negotiation techniques & seeks to apply them in most situations. Isalert to customer buying signals & identifies closing opportunitiesAccount Planning & Management: Has Detailed understanding of accounts & opportunities. Analyses/ manages information toformulate effective strategiesCold Calling: Recognises & acts on opportunities for cold calling. Consistently generates new opportunities. Gatherssufficient information to effect follow-up activitiesAdministration: Confident with Siebel / PRISM. Provides accurate & relevant information to Sales ManagerTime Management: Manages time& resources to maximise customer facing time. Punctual to customer meetings. Controlsmeetings with structure agends & timeline. Manages sales activities & priorities to meet agreed standards.Behaviours: -Self Assured / Confident. Decisive. Customer Focused. FLexible. Motivated. Professional