Sales specialist

The role holder will work within the Field Sales division of Enterprise. Reporting to the Specialist Sales Manager. You will be responsible for new business sales either directly or indirectly through supporting the BT Local Business. You will sell a full range of solutions focussing on EE Mobile, BT Mobie and BT One Phone either through direct customer interaction or in a support capacity helping your aligned BT Local Business achieve their targets. You will receive full support from the team and Senior Managers both with achieving your goals within the role whilst helping you realise your own development plans and career ambitions.

Due to planned internal promotions we are now recruiting for 2 Sales professionals to support our Birmingham and Cental (Nottingham and Derby) BT Local Businesses.

You will be responsible for identifying, developing and closing sales through sustained Prospecting and activity. You will be able to develop strong internal relationships delivering solutions to meet customer demands and requirements. You will have a clearly defined sales methodology & will be required to create and present a credible sales plan. Keeping up to date with market developments & customer insight will be needed in order to contribute to the wider Field Sales strategy.

BT Enterprise has around 1.2 million customers and serve over half the FTSE 350. Our customers range from big household names, government departments and public service organisations right through to small businesses and new start-ups. We cover both the communications and IT services markets. Overall we’re focused on four main product markets: Fixed Voice; Mobility; Fibre and connectivity; networked IT services provided over the biggest UK network in both fixed and mobile communications. We also provide network IT services to corporate and public sector organisations in the Republic of Ireland.

• To achieve set monthly targets in respect of new mobile voice and data connections as determined by the company in a profitable, easy to do business way
• Fully understand the business, buying and decision making process of the prospects as well as developing effective relationships with key contacts in the accounts
• To provide the specialist support our BT Local Business (BTLB) partners to achieve their Mobility targets on a weekly/monthly/quarterly/annual basis. This includes personal ownership and accountability of the BTLB team members capability and confidence in selling mobile solutions.
• Provide accurate detailed monthly and quarterly forecast and ensure information on Sales Force.com is kept up to date
• Be an exemplar for BT system usage and drive the right behaviours of SF.com usage within BTLBs
• Understand and sell the whole product portfolio, including voice, data and new customer solutions as appropriate to customer needs
• Maintain a high awareness and knowledge of the SME market, including industry, competitors and telecoms and internal activities to ensure that all business opportunities are identified, considered and implemented appropriately
• Interface with other internal departments (e.g. customer services) as required ensuring that customer issues are resolved to their satisfaction
• Provide a professional handover of accounts as necessary on a timely basis
• Maintain professional customer liaison and ensure the ethics of Best Advice are followed at all times
• Operate within published commercial and contractual guidelines, making effective use of escalation routes
• Act as an ambassador for BT and BTLB across the external market and within internal stakeholders, demonstrating best in class sales behaviour and delivery of excellent customer experience results
• Comply with all elements of the SME sales charter, and with all company policies and procedures
• To lead by example
• To drive appropriate awareness of products for all segments and lead the drive of campaigns for specific portfolio
• To own the regional and personal forecasting for specific products / propositions
• To adhere to and exceed minimum productivity (customer visits) measures
• To create cross portfolio, customer need focused solutions as appropriate
• To contribute in identifying in business & market needs, across a variety of portfolio areas, feed this back to internal BT stakeholders to help drive future direction and segment development
• To establish key internal and external relationships to support their sales plan
• To understand customer requirements & provide solutions
• Assist in training / coaching development of the wider (sometimes virtual) team
• Support & Implement the Field Sales Strategy launching propositions into the UKSME market
• Support the Sales Effectiveness program to continuously improve sales behaviours & capability
• Grow market share and customer revenues across a variety of portfolio areas
• Take personal responsibility for developing a Personal Development Plan
• Make a positive contribution towards the employee engagement survey
• Help and support your team mates to the best of your ability
• Comply with all Mandatory Training required for your role in a timely manner

• Demonstrable communication, interpersonal and relationship management skills
• Strong presentation skills
• Strong commercial awareness
• Appreciation of channel environment and winning through others
• Negotiation and influencing skills
• Working collaboratively
• Strong stakeholder management skills
• Able to make commercial decisions within defined delegation levels