Purpose of role

The purpose of the Internal Sales Representative is to effectively execute their territory sales plan, championing customer success and meeting the sales target through the sales of products and services within their assigned product portfolio and customer territory.

The Internal Sales Representative will liaise with small sized prospects and customers, building and maintaining relationships via the telephone. The ISR will typically manage sales territories with between 1000 and 1,200 customers and will be responsible for delivering sales revenue targets in excess of $750k, as directed by the ISR Manager.

Key Objectives

• Deliver sales target through the sale of products and services
• Ensure coverage to customers meets guidelines, both in terms of frequency and number of calls
• Establish strong relationship with all decision makers, influencers and blockers within assigned customers
• Understand customers businesses and key needs
• Differentiate against competitors
• Participate at all opportunities within assigned accounts
• Produce accurate sales outlook figures on a monthly basis
• Maintain customer and opportunity data in Salesforce.com

MAIN DUTIES & RESPONSIBILITIES

Prospects Acquisition

• Lead management. To process all leads that are assigned within 24 hours of receipt using correct outcome codes. 
• Ensure that accounts are created and all opportunities logged on Sales Force when appropriate.

Coverage Studies

• Ensures that customer and machine population are correctly recorded and timely updated in Salesforce.com. 
• Ensure that contact details are up to date with telephone numbers and company information. 
• Ensures that all opportunities are updated and closed using correct codes

Call Planning

• Ensures that minimum PAR (planned annual rate) standards for calls per customer and average 25 live customer calls per day are completed; 
• Customer calls are planned daily in batches to ensure full engagement with key decision makers.

Sales Funnel Management

• Applies sales methodology to progress sales opportunities through the sales funnel.

Sales Outlooking

• Commits on future sales figures based upon sales pipeline data and adequate utilization of sales methodology;

Sales Review Sessions / Self Development

• Prepares for one-to-one performance review sessions with ISR Manager, at least once a month, based upon Sales Process metrics (i.e. Sales Effectiveness Tracker)
• Utilizes both the training resources for continual self development

Contacts arising from the job

Internal Contacts

• Internal Sales Supervisor or Manager
• Internal Support Teams
• Group Sales Coverage Optimization Manager

Job Requirements

PERSON SPECIFICATION

Qualifications

• Diploma or degree in a related discipline e.g. Engineering
• Diploma or degree in Sales

Experience

Essential

• Call Centre experience

Desirable

• 2-3 years sales experience including proactive telephone selling
• Relevant product experience 

Knowledge

Essential 

• Sales & Marketing

Desirable

• Good understanding of sales and marketing principles

Skills

• Excellent customer relationship skills
• Able to work on one’s own initiative
• Strong telephone communication skills
• Ability to close sales
• Team player
• Strong interpersonal skills
• Good computer skills including Microsoft Office, Sales Force

Additional training /Certification or membership of professional bodies

Essential 

• Sales related qualifications

Desirable

• Business Management
• Sales Force or CRM

Core Competencies

• Customer Focus
• Emotional Intelligence
• Innovation
• Strategic Awareness
• Planning, Organizing & Controlling
• Personal Development/Job knowledge & Business sense

How to Apply

Interested and qualified applicants can send their CV through: international_construction@ethiojobs.net 

Note: Use "Internal Sales Representative (ISR)" as the subject title of your email.