Job Purpose:
Promote the company’s product and services and build long-term commercial relationships. Identify and meet new and existing customers’ needs; selling Managed Print Services, Document Management Systems and Document Audits in addition to Multifunctional Devices, Printers and professional services, within Berkshire and the Home Counties.
Key Responsibilities & Accountabilities:
- Plan and prioritise personal sales activities
- Schedule appointments, calls and meetings; prepare and present proposals, negotiate and close deals.
- Build a pipeline of future business
- Generate new business and develop existing accounts
- Run face-to-face sales meetings, close new business and account development
- Promote the company image and brand in line with the Vision and business transformation embarked upon.
- Achieve sales targets
- Manage accounts in accordance with the company procedures; maintain appropriate levels of communication including organising and running account reviews.
- Identify opportunities to up-sell products, services and solutions
- Increase company share of ‘total document volume’ and service revenues for all accounts
- Help customers use document management systems more efficiently
- Keep all systems and account information up to date
Performance Measurement:
- Sales performance against target
- Percentage of total document volume captured
- Customer satisfaction
- Skills and Knowledge:
Sales Skills: Lead generation, qualifying, negotiating, closing new business, account development, presenting and consultative selling (SPIN techniques).
Industry/Product Knowledge: Experience within the print and software industry is desirable but will consider experienced business to business sales professionals from other markets with similar sales cycles that can easily adapt. The role when running requires deep current knowledge of the Document Solutions industry.
Computer Skills: Familiarity of using sales systems and general computer literacy
Literacy & Numeracy: Able to understand basic business finance, e.g. gross margin, percentage and calculations, capital and revenue expenditure, and customer leasing.
Key Requirements:
- Driven with significant proven BTB sales experience in a fast moving industry
- Proven track record in new business development with corporate organisations and medium size enterprises.
- Experience of closing complex and ‘big ticket’ deals with longer sales cycles
- Able to demonstrate expertise in cold calling and strong record of meeting (and exceeding) sales targets.
- Able to sell at middle and senior decision making level
- Results orientated with a determined attitude
- Must be self-motivated and able to manage self
- Smart with a professional approach and winning personality
- First-rate interpersonal skills; ability to establish close working relationships
- Excellent communication skills at all levels
- Ability to absorb technical information in a timely manner
- Strong presentation techniques and ability to sell value