Hunter Sales New Business-1

Title: Hunter Sales New Business

Job Description

KEY RESPONSIBILITIES:

OPCO Sales Management: BDMs can financially justify the value of their solutions in sophisticated TCO / TCV financial justification models. They can manage the 'power base' within the 'Buying Centre'.

They are both already accomplished in the fundamental attributes of Solution Selling, which are typically:

1. Well versed in probing skills, able to uncover a Need, Pain or something to be Gained (NPG).
2. Good listeners who 'listen to understand' rather than just 'listen to respond'.
3. Explore the consequence of each alternative, including doing nothing, in order to establish the 'explicit' compelling business need.

Having established and quantified the consequences, they provide effective and appropriate solutions to meet this compelling need, or NPG. They must have a good grasp of the features, advantages and benefits of their products, services and or solutions, especially the unique selling propositions (USPs).

They can link their solution to the customer's specific need, pain or gain. They produce effective 'Executive Summaries', summarising the key salient points of their proposed solutions making it easy for their customers to make a decision in their favor. Customer care, ethics, integrity and delivering against promises are their way of life.

BDMs must already demonstrate the above 6 Solution Selling attributes, using them as the foundation, taking their skill to a new level to perform effectively as complex solution salespeople where more than one individual is involved in the decision-making process of these very large deals.

The BDM is political savvy (the essential core competence required in complex selling) enables them to succeed in closing very big deals involving a 'buying centre' comprising many individuals, all influencing, recommending and contributing to the decision-making process.

BDMs are able to articulate the client's 'compelling business need', and develop a solution that will satisfy the critical elements required by each member of the power base, cost justifying their solutions, managing and justifying to the 'power base' from the top down.

They are therefore well versed in differentiating their company and their proposed solution, able to justify at both a business and a technical level, always conscious of protocol and conduct.

They understand the intricacies of the job and the need to maintain a healthy sales pipeline. Lead demand-generating sales activities in the assigned market for the assigned product, service or solution.

Maintain an extensive network of internal and external contacts to ensure that the relevant business unit within the OPCO is optimally placed in its understanding of business, economic, political and commercial challenges and opportunities.

CORE RESPONSIBILITIES:

• Represent our company, with a comprehensive understanding of our offerings.
• Maximize sales performance by establishing strong relationships and gaining insight into the needs and lifestyle of the client.
• Meet weekly, monthly, and annual sales and activity quotas.
• Generate leads and commit to customer service by building relationships.
• Adjust sales techniques based on interactions and results in the field.
• Perform incisive and insightful market and competitive research.

Achievement of the annual revenue / sales target. Lead demand-generating sales activities in the assigned market for the assigned product, service or solution. Convert sales opportunities to wins and invoice.

Track billing and survey customer satisfaction. Source and distribute relevant thought leadership and marketing material to customers. Advise the Pricing and Decision Support function on the most appropriate solution Pricing Schedules to be applied during bid / proposal / quote development.

Collate detail on new business (pipeline, pending and actual new business) and present the progress and successes of performance against the Business Development objectives, targets, as well as against competitive benchmarks. Attract new relationships with new customers by supporting collaborative sales efforts.

Collaborate with the One-Altron group of Companies to leverage opportunities in our chosen industries. Actively drive and follow through on qualified opportunities.

Establish ongoing productive and professional relationships with key personnel in assigned new customer accounts; and provide continuous, accurate and consistent feedback to prospective customers.

Ensure an in-depth understanding of the business unit strategy, growth plan, value drivers (revenue and profit trends), and risks. Collaborate with executive and senior leadership across Business Units to initiate and integrate the design and development of new solutions to grow the business, or to terminate those that are no longer viable.

Identify and assess market opportunities and new ideas within the OPCO and for collaboration with other business units. Drive collaboration across industries and service lines, including collaboration, performance, cross and upsell opportunities.

Qualify, develop, and maintain thorough company and product knowledge, research consumer needs, and identify how our solutions can meet them.

• Generate leads and grow existing relationships, maintaining an accurate, detailed client book, and developing an active, repeat customer base.
• Make cold calls or perform warm outreach, putting outside-the-box thinking to work to develop new and unique sales tactics.
• Work with the Account Executive team to design industry-specific outbound efforts.
• Utilize tools to ensure standard processes during all sales stages.
• Conduct month-end and year-end close processes.

Governance, Risk and Business Continuity Management: Stay up-to-date of new trends and innovations in operations. Manage business risk, through continuous internal and external monitoring of business impact, as well as changes in stakeholder needs.

Lead and guide improvement projects that will increase profits or protect against risks in the function. Establish and maintain the highest ethical standards in operations practices.

External Parties and Relationship Management:

Oversee relationships with service providers and ensure all services are delivered properly, evaluate the performance of consultants and report any deviations to the relevant department for any corrective actions.

COMMUNICATIONS & WORKING RELATIONSHIPS:

Internal: Sales Managers, Head of Business Unit, Functions within the OPCO, Industry Executives.

External: Clients and Partners, Consultants and Service Providers, External advisors / consultants.

Reasons for Interaction: Aligning and coordinating relevant business unit initiatives, Drive collaborative partnerships and innovation with Altron.