Job Summary Owns the full new-business sales cycle, territory strategy, pipeline, CRM discipline, and market insight while leading a small sales team without supervisory authority. Applies advanced strategic-selling and software-sales expertise and coaches others toward high performance. Job Responsibilities Customer Relationship Management / Account Management - Develop and implement a relationship management plan for existing customer accounts to identify and build relationships with relevant decision-makers and influencers within the customer organization and to enable effective two-way flow of information and resolution of issues. Collect feedback from identified customers or customer segments to ensure their needs are met, providing themes, summary analyses, and recommendations for changes based on customer input. Product Demos - Demonstrate the most valuable features/attributes of the product/service; lead a team of demo specialists to bring the highest value to customers during demonstrations. Information and Business Advice - Provide specialist advice on the interpretation and application of policies and procedures, resolving queries and issues and referring very complex or contentious issues to others. Multiagency Work - Partner and build collaborative working relationships with other professional teams and over organizational boundaries to ensure service users experience cohesive and seamless support to meet their needs. Customer Needs Clarification - Set clear objectives for each sales call or meeting; tailor standard materials to make presentations to decision-makers and influencers within the customer organization; and ask relevant questions to gather information, to evaluate the customer's level of interest, and to identify and respond to areas requiring further information or explanation. Sales Opportunities Creation - Develop a personal network within the sales territory and represent the organization at trade shows and other events to identify sales opportunities, promote the organization, and enhance its reputation. Sell Customer Propositions - Identify the products or services that best meet the customer's stated needs, use personal expertise to propose quantities and product configurations, explain the selection to the customer, and invite the customer to make a purchase at the standard price/terms and conditions of sale. Solutions Analysis - Interpret data and identify possible answers. Involves navigating a wide variety of processes, procedures, and precedents. Personal Capability Building - Develop own capabilities by participating in assessment and development planning activities as well as formal and informal training and coaching; gain or maintain external professional accreditation, where relevant, to improve performance and fulfill personal potential. Maintain an understanding of relevant technology, external regulation, and industry best practices through ongoing education, attending conferences, and reading specialist media. Experience Level

Recommended General Experience
Experience enables job holder to deal with the majority of situations and to advise others (Over 3 years to 6 years)
Recommended Managerial Experience Basic experience of coordinating the work of others (4 to 6 months) Applicable Skills Verbal Communication - Experienced - Works with full competence to express ideas, request actions, formulate plans, & policies by means of clear and effective verbal communications. Typically works without supervision and may provide technical guidance. Presentation Skills - Experienced - Works with full competence to communicate and deliver information verbally in a clear, concise and compelling manner to other people. Typically works without supervision and may provide technical guidance. Maintains the Relationship - Experienced - Works with full competence to cultivate and sustain positive interpersonal connections, fostering trust, collaboration, and effective communication to support enduring professional relationships. Typically works without supervision and may provide technical guidance. Flexibility - Experienced - Works with full competence to change actions or plans at short notice. Typically works without supervision and may provide technical guidance. Line of Business (LOB) Products, Services & Acumen - Experienced - Works with full competence to demonstrate a comprehensive understanding of the line of business, including its operating model, clients, products, services, competitive landscape, regulatory context, market trends, economic conditions, and other risk factors. Typically works without supervision and may provide technical guidance. Expands the Service - Experienced - Works with full competence to grow the value of the account through cross-sell and up-sell opportunities. Typically works without supervision and may provide technical guidance. Understands the Buying Process - Experienced - Works with full competence to effectively align the client’s sales process with the organization’s sales process, incorporating key influencers and sales team members when appropriate. Typically works without supervision and may provide technical guidance. Systems and Tools - Sales - Experienced - Works with full competence to leverage customer relationship management (CRM) software, sales automation platforms, and other relevant sales technologies to manage customer relationships, develop sales proposals, track sales performance, and optimize the sales process. Typically works without supervision and may provide technical guidance. Adaptive Mindset - Experienced - Works with full competence to shift into and out of a mental mindset associated with assessing the facts and circumstances of the current situation and/or environment, and making the appropriate/innovative adjustments to thinking and work habits to thrive in any scenario. Typically works without supervision and may provide technical guidance. Creative Problem Solving - Experienced - Works with full competence to find practical solutions for unexpected client problems. Typically works without supervision and may provide technical guidance. Strengthens Customer Connections - Experienced - Works with full competence to connect with customers to strengthen the relationship, meeting personal needs through positive customer experiences. Typically works without supervision and may provide technical guidance. Navigates Customer Challenges - Experienced - Works with full competence to navigate conversations in which the customer is frustrated or unhappy with the organization. Typically works without supervision and may provide technical guidance. Negotiation - Experienced - Works with full competence to obtain consensus between two or more parties who may have different interests, for the benefit of the organization. Typically works without supervision and may provide technical guidance. Account/Client Management - Experienced - Works with full competence to manage clients and accounts to the mutual benefit of the account client and own organization. Typically works without supervision and may provide technical guidance. Planning and Organizing - Experienced - Works with full competence to plan, organize, prioritize and oversee activities to efficiently meet objectives. Typically works without supervision and may provide technical guidance. U.S. National Base Pay Range: $81,400 - $151,100. Total Target Cash Range: $125,300 - $232,700. Geographic differentials may apply in some locations to better reflect local market rates. Pay mix between base and variable pay varies based on sales role; please discuss with the recruiter.

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