ROLE PURPOSE, PRINCIPLE ACCOUNTABILITIES & RESPONSIBILITIES:

Role Purpose:

To achieve all sales and performance targets set in line with the Company objectives with the highest degree of professionalism and efficiency whilst ensuring that all sales and GP opportunities are maximised. 

Generic

·          Meet or exceed defined objectives and targets for profitable sales

·          Relay accurate information on existing products and services, advising clients correctly to fulfil their needs.

·          Report all required data on activity and performance in accordance with departmental and/or the team sales manager's requirements. 

·          Keep detailed, accurate, up-to-date prospect and client information within the Insight Order Entry and CRM system e.g.  Size of organisation, Email address, Telephone number and Job Title. 

·          Accurately process all orders in accordance with performance measurements and SOX.

·          Follow Sales Order Process as per documented Insight standards.

·          Follow call handling standards and meet all quality objectives.

·          Identify opportunities for value added services sales e.g. Configuration, installation, Internet, professional services and leasing opportunities and engage with Insights specialist sales teams where appropriate.

·          Assist clients with all questions and queries and where necessary refer to the relevant departments.

·          Maintain co-operative and productive inter-departmental relationships and procedures to deliver exceptional client services at all times.

·          When required participate in activities relating to (a) standard operating procedures,  (b) training and development, (c) performance review and (d) team meetings.

·          Complete the required learning standard in the Sales Training Plan through call monitoring sheet feedback.

·          Communicate ideas for improvement aimed at enhancing performance and effectiveness at company, team, and personal levels.

·          Develop product knowledge to required accredited standard.

·          Completing Success Factors ready for 1-2-1. Achievements against set objectives for web spend/cat spend/warranty attach/server sales/vertical alignment/pipeline opportunities. 

·          To undertake all related administrative tasks.

·          Solid understanding of how a business and its associated components work

·          Be able to interpret market trends

·          Translate / respond / develop RFI's / RFP etc

·          Solid technical awareness and how that can be applied to potential opportunities within each account

·          Work with Sales Support Associates to ensure any applicable accountabilities and responsibilities are executed in line with client / business requirements.

SBA

·          Working with Small business, up to 100 users.

·          Generate new business through high volume prospecting and using the Call Generator, internal database and own leads

·          Participate in ‘Power Hour’ – high volume deal/call campaign

·          Demonstrate the ability to maintain a consistent rate of business through high transactional sales.

·          Increase Lines of Business (LOB) from spending accounts.

·          Work within existing client portfolio and identify new clients to prospect and grow account base.

·          Work to, achieve and exceed core company metrics

·          Achieve personal and organisational driven objectives

·          Contact all non spending accounts and put together plan to win business

·          Print and check all open orders to address any stock/credit issues that may prevent orders shipping.

·          Update individual LE with manager

IDO

·          Building a client portfolio of clients in appropriate vertical, selling solutions v transactional products, through qualification, profiling and deduping where necessary.

·          Penetrate accounts by extending lines of business sold.

·          Manage solution-led sales by liaising with internal support teams, and keeping deadlines.

·          Prospecting and profiling new accounts through website research, journals and database.  

·          Creating and closing quotes.

·          Understand client base and identify new business opportunities.

·          Understand and perform to key business metrics.

·          Understand the value of the service and product offering and have sound business acumen.

·          Demonstrate an understanding of solutions with in vertical alignment

·          Liaise with Internal departments to deliver concise and accurate business solutions.

§          Manage pipeline and be able to forecast sales accurately

§          Achieve personal and organisational driven objectives

 Corporate

·          To demonstrate the ability to identify and manage solution based opportunities

·          Engage and liaise with departments in Insight to deliver competent and effective solutions

·          Manage pipeline and be able to forecast business accurately monthly and quarterly

·          Be able to competently complete face to face meetings with clients.

·          Work to achieve and exceed core company metrics

·          Achieve personal and organisational driven objectives

·          Develop comprehensive account plan documents for both internal and external use

·          To formulate account goals with a view to engaging with all key decision makers across multiple lines of business

·          Engage client with internal partners with a view to owning all Service / Solution opportunities within all key accounts

·          Conduct monthly and quarterly account reviews.

·          Demonstrate Insights global position as it is today

·          Continually monitor client spend, recognise trends, declines and be able to interpret that information.

Be able to develop solid working relationships to maximise opportunities.

Key Skills, Knowledge and Experience:

Essential

Desirable

·          Evidence of consistent target over achievement in a sales or client services environment

·          Educated to GCSE standard or local equivalent

·          Excellent verbal and written communication skills

·          Good business acumen, showing evidence of ability to make sound business decisions

·          Good Time Management Skills

·          Be able to demonstrate an ongoing interest to learn about and understand IT products and services

·          Telephone sales experience preferred, ideally inbound and outbound

·          Experience within an IT industry

·          Experience with dealing with consumers or business by telephone