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Job Summary Purpose
· To achieved the revenue and margin targets set
· To develop and grow this sales channel of reseller customers
Dimensions
· Targets: Revenue, gross margin. reseller base growth, product mix
Key Accountabilities
· Construct and implement a key account plan
· Research, generate, qualify and follow up leads
· Make appointments and manage reseller meetings effectively and in a focused way
· Maintain consistent sales processes throughout the reseller base that conform to
the company's standards.
· Implement internal sales and delivery processes.
· Implement training programmes for individual and group resellers
CANDIDATE PROFILE
Experience
Essential
· Minimum 4 years sales experience in Business indirect channels.
· Proven track record in managing sales personnel
· Experienced in new business development and account management of indirect customers of all sizes/profiles and across multiple sectors
· Proven ability to consistently deliver sales targets
· Strong negotiation and account management skills
· Strong evidence of achieving targets
Essential
Experience in the voice and data communication market sector
Sale Skills qualification and training
· Sales Skills and Ability
Able to generate leads and develop business from them. Sales skills (e.g. account management, business to business selling, relationship management), Comfortable with IT , Commercially aware (focus on revenue growth and cost control), Able to understand/explain products and services and take and resolve queries and objections, Personal sales activity planning, Key account planning, Telephone appointment making, Ability to manage sales quality targets through this indirect model
·
· Personal Characteristics
Organised, disciplined (e.g. efficient time management) and conscientious about routine paper and process work
Able to present the right image with customers and third party business relationships (appearance and behaviour)
Team player
Capable ‘stand up' presenter and trainer
Capable field coach.
Energetic, confident, outward-going and good at managing both internal and arm's-length relationships
Willing to take the initiative with people. Good listener. Empathic.
Career minded, ambitious and self motivating
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