Enterprise Solutions Specialist

Salary : Competitive
Contact Name : Ricki Williams Contact Email : rwilliams@itrpartners.co.uk Sector : Sales

Enterprise Solutions Specialist –  London – £50k – £80k Basic £100k – £160k OTE

Reports to: Sales Director

Hours of work: 9.00 am to 5.30 pm, Monday to Friday

Salary Range: £50k – £80k Basic £100k – £160k OTE

Summary of the Position:

  • To identify and develop new business opportunities which will help the company achieve its strategic and business objectives.
  • To generate the maximum amount of profitable sales through the achievement of sales targets and by making new and existing customers aware of the company’s full range of products and services.

Primary Responsibilities:

  • Generate sales to achieve maximum profitability against annual sales targets. 100% of target is minimum expectation.
  • Identify and exploit new sales opportunities with existing and potential customers.
  • Monitor customer accounts within the allocated sales area to ensure that sales potential is fully exploited.
  • Establish and maintain effective communication links with all other company departments to identify and progress all sales opportunities.
  • Maintain accurate records of all sales activity and prepare regular forecasts to enable effective forward planning.
  • Develop an iterative understanding of company offerings and of relevant sales techniques to ensure that the sales role is carried out as effectively as possible.
  • Generate sales leads through research, data mining and networking. Respond diligently and promptly to incoming leads regardless of source.
  • Keep in regular contact with existing customers to generate further sales, anticipate issues and identify new product opportunities.
  • Achieve, at a minimum, all activity targets as set by the company.
  • Report regularly to Management in the prescribed format and timescales.
  • Effect rigorous handovers and/or introductions of new accounts to colleagues in other departments.
  • Execute on-site demonstrations to existing and prospective clients in collaboration with colleagues and partners.
  • Provide excellent customer service and after sales support at all times.
  • To adhere to company policies and procedures, quality standards and Health and Safety practices.
  • Identify and raise areas for continuous improvement and personal development.
  • Adopt a professional manner at all times with colleagues and customers.
  • Any other duties required in order to support the needs of the business.

Qualifications and Training:

  • Commitment to personal development through training or ‘home-learning’.
  • Education to degree level or equivalent.
  • Experience
  • At least 3 years’ solutions sales experience with a demonstrable track record of success in a targeted sales environment.
  • 5 years’ solutions sales experience

Qualities and Attitude:

  • Excellent verbal and written communication skills at all levels.

Product Knowledge:

  • Good technical knowledge and understanding of the company’s offering, plus a comprehensive overview of the wider telecommunications market, including competitive landscape.
  • A telecommunications background is desirable.
  • Proficient in all standard Microsoft programmes: Word, Excel, PowerPoint and Outlook.
  • A working knowledge of Salesforce CRM is desirable.
  • Competencies (see Interview Guidance Notes)
  • Market, company and product understanding
  • New business prospecting and networking
  • Opportunity qualification and appraisal
  • Account development planning
  • Organisational, time and territory management
  • Bid management; proposal and presentation delivery
  • Objection handling closing and negotiation
  • Requirements gathering; questioning and listening
  • Understanding and articulation of value
  • Forecasting, pipeline management and administration
  • Key performance indicators (KPI)