Job Description

Please note, the grade and content for this Job may be subject to change. This will be reviewed and updated in system by the end of Q1. Contact assigned customer accounts or prospects to sell company products within a designated geography or industry. Focus on meeting personal sales targets, developing new business, maintaining customer relationships, and troubleshooting specific customer problems. Have solid knowledge of products, their characteristics, and the market. Typically requires excellent interpersonal skills and sales experience.

Responsibilities

Operational Compliance: Maintain and renew a deep knowledge and understanding of the organization's policies and procedures and of relevant regulatory codes and codes of conduct, and ensure own work adheres to required standards. Or identify, within the team, patterns of noncompliance with the organization's policies and procedures and with relevant regulatory codes and codes of conduct, taking appropriate action to report and resolve these and escalating issues as appropriate. Sell Customer Propositions: Configure a complex product-and-services solution and associated contractual terms that meet the customer's mid- to long-term needs, taking input from relevant internal specialists. Present the solution to customer representatives and negotiate agreement within a predefined range of commercial parameters, or, alternately, review sales proposals from team members and authorize those that deviate from standard terms, escalating issues to senior management where appropriate. Customer Relationship Management (CRM) Data: Enter customer information that has been gathered through research and/or through direct customer contact into the CRM system, to ensure that the organization has quality data to enable effective customer retention and business development activities. Or ensure that team members maintain up-to-date CRM data, identifying and resolving issues. Sales Opportunities Creation: Develop a personal network within the business sector and represent the organization at business sector events. Obtain market intelligence and enhance the visibility and reputation of the organization, its products, and its services. Personal Capability Building: Develop own capabilities by participating in assessment and development planning activities as well as formal and informal training and coaching; gain or maintain external professional accreditation, where relevant, to improve performance and fulfill personal potential. Maintain an in-depth understanding of technology, external regulation, and industry best practices through ongoing education, attending conferences, and reading specialist media. Customer Needs Clarification: Set clear objectives for each sales call or meeting; tailor standard materials to make presentations to decision-makers and influencers within the customer organization; and ask relevant questions to gather information, to evaluate the customer's level of interest, and to identify and respond to areas requiring further information or explanation. Customer Relationship Development / Prospecting: Develop and implement a relationship management plan for potential customer accounts to identify and build relationships with relevant decision-makers and influencers within the customer organization and to enable effective two-way flow of information and resolution of issues. Performance Management: Develop and propose own performance objectives; take appropriate actions to ensure achievement of agreed objectives, using the organization's performance management systems to improve personal performance. Or manage and report on team performance; set appropriate performance objectives for direct reports or project/account team members and hold people accountable for achieving them, taking appropriate corrective action where necessary to ensure the achievement of team/personal objectives. Promoting Customer Focus: Collaborate internally and work as the customer champion in cross-functional teams to build strong external customer relationships.

Competencies

Ensures Accountability – Holds self and others accountable to meet commitments. For example, tracks performance and strives to remain effective, learning from both successes and failures. Readily takes on challenges or difficult tasks and has reputation for delivering on commitments. Communicates Effectively – Develops and delivers multi-mode communications that convey a clear understanding of the unique needs of different audiences. For example, seeks out others' perspectives and asks good questions. Shares information that people want to know; gives appropriate context and details when speaking. Customer Focus – Builds strong customer relationships and delivers customer-centric solutions. For example, digs deeply into customer feedback and drives the innovations that can enable the organization to better meet customers' future needs. Frequently adjusts approach to ensure customer needs are met and to improve service. Organizational Savvy – Maneuvers comfortably through complex policy, process, and people-related organizational dynamics. For example, builds support for ideas among key decision makers and stakeholders. Anticipates political difficulties and identifies ways to overcome any resistance. Instills Trust – Gains the confidence and trust of others through honesty, integrity, and authenticity. For example, demonstrates integrity, upholding professional codes of conduct. Instills trust by following through on agreements and commitments despite competing priorities and by being honest and straightforward. Builds Networks – Effectively builds formal and informal relationship networks inside and outside the organization. For example, makes connections to help people build their own networks; offers insights about internal and external contacts. Leverages networks to remain aware of industry developments and widen own sphere of influence. Optimizes Work Processes – Knows the most effective and efficient processes to get things done, with a focus on continuous improvement. For example, pays close attention to a variety of metrics and benchmarks; determines both major and subtle ways to optimize processes. Swiftly resolves process breakdowns; takes steps to ensure that problems do not recur. Plans and Aligns – Plans and prioritizes work to meet commitments aligned with organizational goals. For example, strengthens alignment and coordination between own work and others', providing well-sequenced activities and exact time frames. Foresees and resolves many potential bottlenecks and delays. Persuades – Uses compelling arguments to gain the support and commitment of others. For example, positions and packages ideas so that they will resonate strongly with a wide variety of stakeholders. Uses strong logic and compelling evidence. Works with others to find creative win-win solutions; achieves consensus through compromise. Manages Complexity – Makes sense of complex, high quantity, and sometimes contradictory information to effectively solve problems. For example, consistently looks at complex issues from many angles; obtains a rich and deep understanding; swiftly cuts to the core issue; skillfully separates root causes from symptoms. Interpersonal Savvy – Relates openly and comfortably with diverse groups of people. For example, recognizes even subtle social cues and nimbly responds to others' needs and preferences. Helps to defuse difficult interpersonal situations by showing high levels of tact, sensitivity, and consideration. Builds rapport with ease. Action Oriented – Takes on new opportunities and tough challenges with a sense of urgency, high energy, and enthusiasm. For example, takes timely action on important or difficult issues. Identifies and pursues new opportunities that benefit the organization.

Skills

Initiates Compelling Sales Conversations – Works at an advanced level to propose a mutually agreed-upon agenda to start sales conversations that offer value to the client. Typically works independently and provides guidance. Knows the Buying Influences – Works at an advanced level to accurately identify and understand the key buying influences pertaining to an opportunity. Typically works independently and provides guidance. Understands Buying Influencer Needs – Works at an advanced level to quickly and accurately define the needs of the key buying influencers. Typically works independently and provides guidance. Manages Buyer Indifference – Works at an advanced level to acknowledge a client's indifference before continuing the sales call and asks questions to understand the circumstances surrounding the indifference. Typically works independently and provides guidance. Systems and Tools - Sales – Works at an advanced level to leverage customer relationship management (CRM) software, sales automation platforms, and other relevant sales technologies to manage customer relationships, develop sales proposals, track sales performance, and optimize the sales process. Typically works independently and provides guidance. Data Management - Sales – Works at an advanced level to collect, analyze, and interpret sales data from various sources to understand customer behavior, identify sales trends and opportunities, measure sales performance against targets, and inform data-driven sales strategies. Typically works independently and provides guidance. Builds Rapport – Works at an advanced level to quickly and effectively establish trust within the buying centers in the client's organization. Typically works independently and provides guidance. Understands Customer Needs – Works at an advanced level to articulate customer needs in the customer's business language and business context. Typically works independently and provides guidance. Customer-Focused Approach – Works with full competence to orient the organization around delivering to the key needs of customers. Typically works without supervision and may provide technical guidance. Strengthens Customer Connections – Works with full competence to connect with customers to strengthen the relationship, meeting personal needs through positive customer experiences. Typically works without supervision and may provide technical guidance. Direct Sales – Works at an advanced level to maximize the volume and value of sales made directly with clients and accounts. Typically works independently and provides guidance. Closes Effectively – Works at an advanced level to pre-plan, suggest, and confirm mutually beneficial commitments that are appropriate and clear and that move the sales/client relationship forward. Typically works independently and provides guidance. Prospecting – Works at an advanced level to understand the characteristics of an ideal client to identify potential clients. Typically works independently and provides guidance. Marketing Commercialization – Works at an advanced level to develop a commercial proposition that meets and maximizes the needs of the client and the overall market. Typically works independently and provides guidance. Manages Resistance – Works at an advanced level to identify, address, and navigate opposition or reluctance effectively, fostering a collaborative environment and facilitating positive outcomes in the face of resistance. Typically works independently and provides guidance.

Education

Bachelor's Degree or Equivalent Level

Experience

General Experience: Experience enables job holder to deal with the majority of situations and to advise others (Over 3 years to 6 years) Managerial Experience: Experience of general supervision of more junior colleagues (7 to 12 months)

Traits

Adaptability – Comfort with unanticipated changes of direction or approach. Need for Achievement – A tendency to work intensely to achieve and exceed difficult standards. Persistence – A tendency toward passionate and steadfast pursuit of long-term goals, in spite of obstacles, discouragement, or distraction. Tolerance of Ambiguity – Comfort with uncertain, vague, or contradictory information that prevents a clear understanding or direction. Composure – The ability to stay calm and poised in stressful, difficult, or ambiguous situations. Curiosity – The extent to which a person is likely to tackle problems in a novel way, see patterns in complex information, and pursue deep understanding. Openness to Differences – A desire to consider and explore differences in perspective, thought, and experience of persons from a variety of backgrounds. Focus – Preference for organization, procedure, and exactitude. Sociability – The natural inclination to engage with and interact with others. Confidence – The degree to which a person is convinced that they control the course of events in their lives. Affiliation – A preference for aligning with a larger team or organization toward a common goal. Credibility – The degree of consistency between a person's words and actions. Empathy – Being attuned to others' feelings,motivations and concerns. Optimism – The degree to which people are comfortable with themselves and positive about life. Situational Self-Awareness – The ability to stay attuned to one's own experiences, motivations, and reactions in the present moment. Humility – The degree to which a person is seen as courteous, free from self-absorption, and easy to get along with. Trust – An expectation of honesty and forthrightness on the part of oneself and others. Risk-Taking – A willingness to take a stand or take chances based on limited information. Assertiveness – The degree to which people enjoy taking charge and directing others. Influence – The ability to motivate and persuade others.