Wednesday 20 September 2017

Head of SME



Hours:Full Time

Full Description

Purpose of Job Role

Identify prospects, develop solutions, sell, negotiate, close and implement growth opportunities within your assigned customer accounts. Develop and implement solutions based on the company and other partners product and services. Retain current business and in doing so improve yield, maintain relevance and ensure it is not at risk. Grow business with existing clients seeking new business opportunities by taking a consultative approach to selling. Win new clients and business by exploiting the vast logistical and infrastructure resources available to the company. Achieve an assigned quarterly and annual sales target as defined by the Head of Business Development.

Key Responsibilities:
  • New Business Development:
    • Develop and maintain a robust pipeline of prospects
    • Manage the sales process from finding a client all the way through to closing the opportunity
    • Develop and sell solutions based on the company and partners products and services
    • Manage new customers implementation by directing company resources and by managing your customers expectations and satisfaction with the implementation process, working collaboratively with other parts of the business
    • Be responsible and accountable for any product or solution you sell
    • Ensure a seamless transition of a prospect from new business to regular account management
  • Account Management:
    • Manage a portfolio of allocated customers to ensure ongoing growth and profitability
    • Work with Customer Services, Customer Operations and other parts of the company to ensure the customer is retained and completely satisfied with the service being delivered
    • Work with Customer Services to deliver agreed customer satisfaction ratings
  • General:
  • Document all sales intelligence in the companys Customer Relationship Management (CRM) system, including but not limited to leads, opportunities, accounts, customer interactions (email, calls, meetings), stakeholders, decision criteria, closure tactics
  • Prepare and provide regular written reports, business reviews and presentations to the wider Business Development team
  • Attend and participate in regular working groups, training sessions and creative-thinking sessions
  • Share regular online (at least weekly) updates on sales activity, wins, losses and other sales intelligence with the wider sales team and senior management

Skills, Knowledge and Expertise:

  • Achieves assigned sales targets (e.g. revenue, retention, acquisition, margin, etc) as agreed with the Head of Business Development
  • Completes required training and development objectives within the assigned time frame
  • Outlook - believes in self, company, marketplace and their customers. Is passionate about learning and growing. Takes responsibility for own success, doesnt externalize, accepts challenges, does not take no as failure, but as an opportunity to succeed
  • Communication - creates and sustains two-way communication with opportunities; demonstrates and promotes positive prospect, client, and work relationships; proactively addresses and manages conflict and disputes and works to achieve constructive resolution. Speaks clearly and persuasively in positive or negative situations; listens and gets clarification; responds well to questions; demonstrates group presentation skills; participates in meetings. Writes clearly and informatively; edits work for spelling and grammar; varies writing style to meet needs; presents numerical data effectively; able to read and interpret written information
  • Character - demonstrates integrity in every aspect of work and dealing with others; consistently models desired behaviours and values established by the company; respects diversity of perspective in discussions and demonstrates an inclusive style; demonstrates concerns for job safety for self and others
  • Sales acumen - doesnt take things personally, knows what to say or do at the appropriate time; is cool under pressure and is prepared for whatever the prospect or client does or says; doesnt strategise "on the fly", doesn't over analyse, and stays in the moment; asks thoughtful questions, displays effective listening, demonstrates solution value; is tenacious, maintains continuous contact with prospects and clients to establish need(s); demonstrates effectiveness in linking solutions to prospect or client needs
  • Results Orientation makes fact based decisions and follows through to completion, analyses and uses data to achieve sales goals and value for their customer, drives execution, initiates action and follow-ups to successful completion, effectively demonstrates how solutions will solve prospects or clients problem(s), continuously conducts post call debriefs and performs pre-call strategies
  • Collaboration - effectively builds and maintains partnerships with clients, prospects and people at all levels across the company. Contributes to team and company success. Maintains flexibility and reacts to change appropriately. Communicates and shares information with candor that builds trust and enhances relationships
  • Administrative Management - continuously manages administrative functions to ensure quality and timeliness, manages accurate and timely sales activity and performance reports, analyses report data to project trends and build forecasts, maintains accurate and complete prospect and client database
  • Minimum of 3 years in a customer-facing/relationship management/business development environment
  • Demonstrated understanding and sales process and a proven track record creating, negotiating and closing deals
  • Proven ability to manage customer accounts to achieve value for their customers
  • Proven ability to develop long term relationships with key decision makers
  • Demonstrated effectiveness in prospecting and developing new business
  • Demonstrated ability to define and operationalize sales
  • Excellent analytical, written and verbal communication skills
  • Good organizational skills including prioritising, scheduling, time management, and meeting deadlines; detail and process-oriented

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