- Type of employment: b/d
- Offer ID: PL2136
- Category: Sales
- Place: Wroclaw, Poland
- Minimal level of education:: b/d
- Minimal experience: Between 2 and 5 years
VACANCY DESCRIPTIONThe primary role of Sales Manager is also to prospect for new customers by networking, cold calling, advertising to generate interest from potential customer. SM demonstrates persuasive approaches and uses relevant sales tactics to win customers. SM develops a rapport with new clients and provides support that will continually improve the relationship.
Sales Manager manage own dedicated to him market (territory management) by investigate both customers and competitors. In terms of customers by identifying and classifying all future and existing customer, investigate their potential to evaluate priority of NATEK investment on the market.
Managing their own market SM is an efficient source of knowledge about his market for NATEK. SM should build regular data for NATEK about main markets factors: prices, new solutions, promotions, new customer’s demands, market trends, channel of distribution (including direct and indirect sales), etc.
SM builds forecast of current and future results and performs in line with assumed plan and forecast.
Typical candidate is a results driven professional capable to build successful business partnerships and long- term customer relationship. He or she is a skilled negotiator able to find solution and close the business, leading the negotiation on all levels of customer’s structure including executive thru middle management to specialists.
This role acts as trusted advisor, uses consultancy-based approach and maintains extensive knowledge of current market conditions. SM understands well customer needs and is capable to generate future needs.
SM works closely with an internal business unit team, marketing staff, and other managers (Group Sales Director, Country Sourcing Manager) to increase sales opportunities and thereby maximize revenue, profit and margin for the organization.
DUTIESNew Business Development:
-Elaborates market analyzes to determine qualified target customers, customer needs, competitive service features and pricing levels. Surveys market in territory to regularly add prospects in CRM.
-Build and perform a strategy how to approach to each single one customer by preparing Opportunity Plan which express the strategy of the approach to each separately customer, including customer’s Key Business Challenges, their IT demands, NATEK advantages and disadvantages vs competitors, provide review of competitors, provide review of customers’ Decision Units, plan detailed next steps,
-Elaborates and assumes a plan to contact target customers in territory. Proposes mix of vectors: phone, mail, professional social networks (LinkedIN etc.), events,
-Organizes and executes regular contacts to all prospects in CRM by phone, mail with the objective to schedule a meeting to present NATEK IT services.
-Ensures events (call, meetings) and information collected about prospects are recorded in NATEK CRM tool.
-Researches and builds relationship with target customers
-Prepares dedicated NATEK presentation for each prospect meeting - plan approaches and pitches. Works with support teams (Marketing, Sales Manager, Sourcing Manager) to develop proposals that respond to customer needs, concerns, and objectives.
-Associate by detects and identifies detailed IT candidate profiles and skills needed for (target) customer
-Arranges and participates in internal and external client debriefs.
-Support the process, which consist of conducting meetings with final candidates, contacting candidates. Negotiates final PPD, gets PO and coordinates boarding of the 2 first candidates
-Is in charge of signing first contract and then transferring activity to Sourcing Team Leader
-Regularly attends status meetings with customers to check the quality of delivery, current and future needs
Customer development and retention:
-Build and perform a strategy how to approach to each single one customer by preparing Opportunity Plan which express the strategy of the approach to each separately customer, including customer’s Key Business Challenges, their IT demands, NATEK’s advantages and disadvantages vs competitors, provide review of competitors, provide review of customers’s Decision Units, plan detailed next steps,
-Penetrates new divisions / teams by applying the Customer development circle
-Is in charge of customer contract management – validity of the contract, contract conditions awareness and fulfillment
-Acts as escalation point when having alarming feedback from HR or SDM (consultant attrition risk, disciplinary issues, etc.)
Quality and reporting:
-Direct reporting to Group Sales Director, on operational and daily business operation closely cooperate with BU Manager with regular direct contacts to Country Manager
-Maintains control over audited procedures to ensure compliance. If weaknesses are identified, reports them to a Quality Department
-Manage on customer’s level Customer satisfaction and loyalty survey (motivate customer person to participate)
-Ensure correct usage of CRM and other sales applications.
-Is responsible for actual and correct full fill proper reports in CRM and Dropbox
-Fulfill on regular weekly basis sales forecast.
-Trains and ensures adherence to sales process.
-Prepares quarterly forecasts including revenue and sales growth forecasting, gross margin, Marketing/sales expenses.
-Monthly presentation to NATEK Management:
-Last period result analysis
-Next quarter objectives
-Outstanding issues and recommendation
REQUIREMENTS-MA/MS degree with 4+ years of experience in IT sales,
-Previous experience with selling outsourcing services is a big plus,
-Strong business sense and industry expertise,
-Entrepreneurial and proactive approach to manage sales,
-Knowledge of manage fundamental sales methodology (like pipe management, etc.)
-Proven success track in hunting and development (farming) of customers
-Ability to focus and prioritize in a fast growing business environment.
-Strong organizational skills.
-Ability to handle confidential/sensitive information in a professional manner.
-Exceptional written and verbal communication skills.
-Familiarity with data analysis and reporting.
-Hardworking, persistent, and dependable.
-Fluency in English-, other language as French or German is a plus