Sales Account Executive III
Corbis
London, UKThis was removed by the employer on 1/14/2015 11:20:00 AM PST
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Full Time Job
xternal Title: Assigned Sales Executive
Department: Sales ( German Market)
Reports to: Sales Centre Supervisor
Location: London
Date Prepared: 2014
Purpose:
The Assigned Sales Executive is instrumental in managing Assigned Accounts that have a 3 year history with Corbis and, in aggregate, make up 80% of the current revenue. Managing accounts means indepth knowledge of pricing agreements, client creative needs, seamless communication with research and anticipating seasonality in accounts so pipeline management is accurate. You will be responsible for using your existing relationships to discover new pockets of opportunity within the Assigned Account base and drive incremental new revenue from the base of accounts assigned to you. In addition, you will work with the Outside Sales on strategies to grow new accounts, as your outbound, lead-generating and cold calling skills will enable you to define new opportunity quicker and engage the Outside Sales in pre-qualified, first meetings to assess longer term potential. You will have a thorough understanding of Corbis’ collection of imagery, motion footage and rights services in order to best meet and service client’s needs.
You will be measured on KPI’s related to daily outbound call volume, collaboration, taking initiative and contributing to meeting or exceeding revenue targets.
Responsibilities:
• Meet or exceed established monthly revenue goals by increasing volume and maintaining maximum pricing associated with assigned client image licensing requests, as well as maximising sales via prompt and courteous response to client licensing inquiries and requests, price negotiations and research requests.
• Make high quality outbound calls to existing customer and meet daily call requirements, processing orders as necessary.
• Develop high-quality, multi-level, “consultative” sales relationships within assigned accounts through detailed analysis of monthly licensing trends, and regular client interaction and feedback.
• Identify new sales opportunities and actively develop new, high-level buying contacts and relationships within each assigned client in order to increase share of wallet and maximise yield from assigned accounts in collaboration with Outside Sales to drive new revenue.
• Develop industry-specific or account-specific expertise related to assigned accounts in order to better understand customer needs, and identify new sales opportunities through discovery questioning and active selling techniques.
• Actively promote the e-commerce capabilities of our website to our clients.
• Support client presentations and meetings as requested by the sales management.
• Support Unassigned Sales Executives, including mentoring and demonstrating leadership and providing assistance and support on sales and workflow.
• Cross sell and up-sell related services consistently meeting established sales targets.
• Implement defined transition criteria and ensure that customers are handed over to the appropriate assigned or unassigned service model to maximise customer spend and increase share of the wallet.
• Provide education to customer on Corbis website features, encouraging buying behavior through the website and resolve technical support problems including web browser troubleshooting, simple firewall & DNS issues, fulfillment issues, speaking to image attributes via imaging tool (Irfanview or Photoshop), etc.
• Adheres to company policies and procedures.
• Prospect new companies; analyse reports and find new leads.
• Generate 30 qualified calls per day; register key information in the software and share it regularly with Outside Sales to organise visits
Team Building:
• Collaborate closely with the outside sales team to identify new sales opportunities among assigned accounts by maintaining current knowledge of client licensing and market trends.
• Work with Researcher and client to evaluate submitted lists, recommend alternative/additional research and ensure images supplied meet client needs and deadlines.
• While working closely with other sales team members, using the highest standards of interpersonal communication.
• Work closely with sales management to identify and develop business opportunities within assigned accounts.
• Work closely with sales management for coaching and mentoring needs for client accounts and meeting client needs.
• ‘Buddy-up’ with other Sales Reps to provide training or guidance as directed by Sales Supervisor.
Internal Corbis Interaction:
• Responsible for supporting the Finance department related to client invoicing, account information, credit and payment related activities.
• Enter all client interaction and transaction notes in CRM systems (Onyx) after every client contact. Maintain accurate, thorough, updated and timely notes in client contact database by recording every client contact.
• Perform all monthly and daily order “back-end” and billing follow-up in a timely manner.
• Report all sales activities verbally and in writing to sales management. Activity Reporting
Contacts:
This position has daily sales contact with all levels of external clients among assigned Corbis accounts. This position must regularly report to the sales management regarding daily and monthly sales results, as well as ongoing sales development activities. This position works closely with Research, other Sales Representatives and Outside Sales to effectively fulfill client needs and originate and coordinate new client development opportunities.
Distribution of Responsibilities:
70 % of your time will be spent outbound selling and lead identification and qualification.
30 % of your time will be spent handling inbound customer service/order processing.
Requirements:
• 3 year’s successful track record selling in a B2B environment and achieving/exceeding demanding sales targets.
• Educated to degree level of equivalent, is desirable, but may be offset by relevant work experience.
• Pro-active Outbound calling skills a ‘must.’ Actively research new customer lists for lead generation, provide detail on decision-makers within new companies, and demonstrate ability by engaging Outside Sales for qualified first meetings.
• Must be able to multi-task within a highly specialised group of customers and be measured by year over year growth of those accounts by a minimum target of 10%.
• The candidate must be highly organised in order to coordinate and manage broad-ranging sales development programs within assigned account base.
• Ability to react effectively and with appropriate urgency to client requests that require quick responses.
• The ideal candidate will project a high-level of maturity, accountability, industry knowledge and credibility in his/her sales and presentations style in order to effectively develop “consultative” and “partner” sales relationships among assigned clients.
• Must have excellent communication, phone and interpersonal skills and a high level of integrity in order to effectively manage all levels of client interactions.
• Some travelling may be required to meet and develop client contacts and training.
• Self-motivated, goal-oriented with strong time management skills required.
• Team–oriented: the ability to work effectively as a member of a diverse team of people.
• Advanced capabilities of the Internet, Microsoft Word, Outlook, and Excel are essential.
• Willingness to commit to an extensive
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