Description
To drive new business acquisition and achieve set revenue targets in a given Region, aligned with agreed Sector, Community, and Key Accounts strategies. To actively promote Achilles' value proposition to drive the adoption of Achilles services by new customers in key market verticals, aligned with Achilles unique community model.
To create and convert a stable and sustainable pipeline with mid and long-term sales cycles through proactive prospecting and opportunity management via direct customer engagement and consistent articulation of Achilles value as a leading provider of supplier management solutions.
Key Responsibilities REVENUE
- Work with the Director of Sales to drive the acquisition of new customers
- Expand client base within defined market segments
- Negotiate advantageous sales terms
- Maximise take-up of products & services during the sales process
- Deliver new business revenue to target/forecastPIPELINE MANAGEMENT
- Prospect for new accounts and secure appointments
- Establish relationships with new customers in order to open opportunities
- Determine needs in line with Achilles offer
- Present Achilles' products & services to match customer needs
- Handle customer objections as part of sales process
- Manage bids and tenders, including securing appropriate internal stakeholder sign-off via standard governance
- Accurately maintain CRM record of Sales Activity
- Close sales and hand over to Account Manager / Key account managerMARKET INTELLIGENCE
- Identify specific target accounts from community and sector plans within the focus region
- Maintain market intelligence to identify prospective customers
- Target new locations (within a given region) identified in key account plans
- Identify local opportunities which meet requirements of community and sector plans
- Attend networking eventsPROCESS
- Follow Achilles commercial governance framework
- Operate within the confines of new sales and product plans, to sell products which are profitable, deliverable and supportable by Achilles without excessive customisation or bespoke development
- Support the sales effort led by strategic new sales as well as key account managers
- Leverage community managers to bring required knowledge where relevantQualifications KNOWLEDGE
- Structured selling preferred but not required
- Sector knowledge preferred but not required
- Fluent in Spanish and English preferred but not required, additional languages beneficialEXPERIENCE
- Previous experience in an Inside Sales or New Sales role preferred but not requiredQUALIFICATIONS
- No mandatory qualifications requiredPerson Specification ORGANISATION
- Plans and structures own work in order to achieve agreed objectives
- Strives to deliver within agreed deadlines
- Thinks carefully about how to make the best use of their time
- Balances quality standards with the need to meet deadlines
- Focuses on performance outcomes despite uncertain or difficult circumstancesDRIVE & MOTIVATION
- Act as an ambassador for the organisation (e.g., represents Achilles at industry events)
- Act as a role model for their positive attitude, their passion for and commitment to Achilles
- Able to motivate both themselves and others through prolonged periods of pressure or uncertainty
- Inspire others with their drive, enthusiasm and energy
- Addresses multiple demands without losing focus or energy
- Increases efforts in the face of difficulties or obstacles and recovers quickly after setbacks
- Remains calm and focused during stressful or challenging situations; concentrates only on what they can control or influenceINFLUENCING
- Have a firm grasp of organisational politics within customers' organisations and manages these effectively to gain positive results for Achilles
- Build alliances, coalitions and behind the scenes support in order to progress their agenda
- Use complex influencing strategies tailored to the situation and the people involved
- Employ successfully indirect influencing to persuade others (e.g., uses experts to strengthen their case, gets key decision-makers or influential people on board)CUSTOMER FOCUS
- Show a clear understanding of the different customers and their needs
- Work collaboratively with customers to establish expectations and needs and agree service delivery levels
- Treat all customers as individuals and take pride in delivering a personalised, high-quality service
- Bring people together from different teams to address barriers to excellent customer serviceACHIEVING RESULTS
- Deliver results and meet or exceed revenue targets
- Be accountable for your area
- Monitor projects or programmes against plans and timescales
- Take appropriate corrective action when projects go off track
- Take account of all stakeholders needs and translate strategic goals into practical, efficient and effective operational plans
- Create detailed project plans which incorporate risk management, effective use of resources, etc.
#J-18808-Ljbffr