Our client in the IT industry is seeking to recruit a sales representative to join their B2C and B2B Products and Services sales team. The Sales Representative will be responsible to deliver volume and yield targets of his/her own while remaining focused on relationship building, sales pipeline management, segmentation, and accurate forecasting, to monitor performance against KPI and take corrective action where necessary, to own and develop his/her acquired and allocated customers.
Responsibilities
Sales process
- Manage the selling process (inclusive of remote and face to face interactions) to external customers, as well as pricing contract negotiations.
- Pro-actively search, qualify, develop and engage into new customer relationships.
- Identify account needs, opportunities and key buying factors for existing customers, and formalize those into account plans and strategies.
- Ensure full penetration into and mapping of a customer’s organization. – Seek to continuously improve customer satisfaction.
- Ensure adequate update of company’s minimum sales performance metrics as may be updated by sales management from time to time, amongst them:
- Sales pipeline (New business versus up/cross sale)
- Leads by source
- Percentage increase in qualified leads
- Rate (percentage) of leads conversion
- Sales cycles (win/loss rates)
- Sales by closed date & Percentage growth in sales revenue.
- Customer retention
- Average costs of closing a sale
- Competition Activity
- Product gaps
- Open opportunities (opportunities past/due)
- Planned activities (demos, calls, visits)
Customer Relationships
- Own the overall customer relationship for existing customers, as well as new and potential new customers.
- Establish strong, multi-level, win/win relationships with new and existing customers (including main decision makers and influencers)
- Effectively handover to Customer Service, Operations, Finance etc. for terms and conditions agreed with customers in their contracts
Post-Sales support
- Actively engage Customer Service into the customer relationship to ensure customers know relevant contact points in case of service failures
- Provide service support and issues resolution for extraordinary issues that normal customer service will not be able to handle.
Qualifications
- At least 2 years of commercial/sales experience
- Has a Bachelor Degree
- Be IT Savvy and can apply IT solutions to client needs.
- Prospects for new accounts or opportunities
- Grows new accounts and up/cross-sells to existing accounts, focusing on growth and profitability
- Strong ability to qualify sales leads.
- Strong ability to develop winning customer value propositions leveraging on company’s products & services.
- Successfully manages negotiation process.
- Builds strong and lasting relationships at all levels, focusing on decision makers and influencers.
- Builds and maintains a strong network of customers
- Understands customer drivers, needs and requirements
- Leverages internal and external financial data to build winning strategies and understand account economics
- Builds and executes winning account strategies
- Has good product knowledge – Has good knowledge about market, competitor and industry trends.
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The post Sales Representatives( IT) at Janta Kenya is republished from Jobs – Jobs in Kenya – http://jobwebkenya.com/
