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EXT_Telesales_Sales Assistant DA

Employer
Fujitsu..
Location
Portugal
Salary
Competitive
Closing date
24 Feb 2019

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Clearance Level
None / Undisclosed
Sector
Defence
Job Type
Permanent
Role Purpose



To lead and close standardized core offerings deals over the phone and through the internet to new and existing customers in close collaboration with field sales. To sell both services and products to maximize revenue and profit and contribute to the unit's business objectives and to support senior sales colleagues within a single sales territory/account. May manage and organize the business relationship of medium size channel partners to fulfil the agreed business plan targets. This role they may also create customers' needs and generates demand based on the value of Fujitsu products and services.

Key Accountabilities



• Sales Opportunities: Contacts and helps customers buy appropriate products and services. Proposes and recommends Fujitsu as the best choice for the customer by demonstrating added value of the products and services. May support the partner in their activities and take concrete measures in order to increase sales of products and services that lead to an expansion of the portfolio. Closing business sale where possible or collectively work on further actions with Field Sales. Acquiring new, mid-size customers in the assigned sales territory (directly and through partners). Maximizing revenue in existing accounts (renewals, upselling, cross selling).
• Sales Planning: Focuses on sales campaigns, accounts and mail shots as necessary in line with the business's strategy to facilitate achievement. Builds a quarterly sales-territory plan. Contacts businesses by phone and other social media in order to produce, grow and nurture a pipeline of qualified leads. Creates customers' needs and generates demand by explaining the products or services to potential customers. Generates customer interest and demand based on sales call guides or scripts.
• Sales Process. Drives, coordinates and manages a full sales process in close collaboration with senior sales colleagues and in line with the methodology.
• Builds Customer Relationship: Builds and develops relationships with customers, informing them the most suitable technology solutions, in order to enhance future sales and revenue and enhance the customer's (and partner) satisfaction.
• Product Awareness: Keeps up-to-date with new products, services and amendments to portfolio by attending briefings as required.
• Maintaining Information: Maintains up-to-date customer information by amending details as required. Obtain contact details of potential customer such as phone details, relevant company information. Obtaining relevant customer information by "deep diving" for decision making, influencing, budget and authority information. Records and registers customer details and/or transaction details including reactions to the products or services offered. Reports on lead tracking and sales/lead generation status. Logs actions from calls on database for follow up by appropriate department. Communicating information as required with senior sales colleagues. Maintains a high level of product, services, solution, market and competitive know-how.
• Achieving and Maximizing Results: Achieves target revenue and orders. Closing business sale where possible or collectively work on further actions with senior sales colleagues. Acquires new customers in the assigned sales territory both directly and through partners. Maximizes revenue in existing accounts including renewals, upselling, cross selling.
• Governance: Interfaces with all business operations processes and commercial practices involved in processing orders.
• Relationship Building: Ensures optimum communication and support for the partner(s) as well as the involved stakeholders. Develops a strong influence and coaching network within the partners above the portfolio focus. Understands requirements and manages close business relationships with other internal departments involved.
• Marketing: Supports the implementation of agreed marketing programs.
• Quality Control: Ensures appropriate partner training and certification on products, services and tools.
• Sales Systems & Process Management: Updates the client relationship management (CRM) database and carries out administrative tasks as appropriate. Ensures the proper use of specified company tools and processes to manage channel partners.
• Reviewing Performance: Develops and coordinates regular reviews on the overall business and marketing plans in line with the company strategy.

Key Performance Indicators



• Achievement of team sales targets as measured by sales orders, margin and total bid expenditure.
• Availability and accuracy of timely and accurate sales forecasts and sales pipeline information.
• Campaign effectiveness as measured by compliance with governance processes.
• Quality of data, proposals and pipeline.
• Performance in defined Focus Areas such as Server/Storage/Service.
• Execution of agreed business plans.
• Select Partner Program certifications.
• Territory coverage on contacts, transaction volume and revenue.
• Quality of data and pipeline.
• Achievement of qualified leads accepted by Sales.

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