| Product Sales Specialist - Discovery Tools |
|
| Reference | PSS01 |
| Job Type | Full-time |
| Job Status | Sourcing |
| Date Posted | Friday, 23 September 2011 |
| Location | Berkshire |
| Hours | |
| Company Information |
MerlinCorp IT Ltd , Website: http://www.merlincorp.co.uk |
| Job Description | It is the responsibility of the Product Sales Specialist (PSS) to understand the range of solutions and their associated service propositions to enable them to exceed its gross margin product targets, agree and meet vendor objectives and achieve agreed Key Performance Indicators (KPI’s) set by the Management Team. In order to achieve the above it is expected that a combination of the following activities will take place: • Coordinate and achieve vendor rebate activities • Engage with end users on a deal by deal basis • Manage and report on pipeline business • Liaise with the logistical, marketing and sales functions Key Responsibilities To ensure we continue to grow as a business; remain profitable and that vendor expectations are met, the PSS will be responsible for business development. Business development can be broken down into 2 areas • Recruitment of reseller partners • Develop & motivation of accredited resellers It is important that the individual identifies new resellers to work with via the account management team, but also working with resellers to generate new product and services opportunities. Actions should include but not be limited to; • Assisting the Sales Manager and the vendor(s) to identify potential accredited resellers. • Involved in Vendor Spiff Days to raise profile of PSS Vendor(s) and at resellers to generate end user leads. • Work with the Account management (AM) team to book new business meetings, sales workshops and vendor introduction meetings with Resellers. • Working with resellers to contact their customers and prospects to generate new business opportunities • Co-ordinate vendor specific business plans • Understand the reseller pipeline • Identify and action up sell / cross sell opportunities Training and Development The role will require good presentation and people skills as the PSS will be working with a variety of different sales and technical personnel amongst the customer and prospect base. Actions should include but not be limited to; • Provide regular product training and updates to customers and prospects • Engaging the marketing team with resellers and assist where needed to run and support campaigns • Being able to deliver the corporate pitch at Director level audiences • Having regular visibility within the accredited reseller base, promoting relevant technologies. End User Engagement To support a fast growing channel they need to support their resellers from initial engagement through to post implementation of a project. It will be the responsibility of the PSS to be able to engage with the end user on a commercial level through a project life cycle. Required Actions • Generating end user opportunities via cold / warm calling with or on behalf of the reseller • Attending new business meetings on behalf of; or with the reseller • Assisting in the generation of tender responses • Engaging the relevant level of technical personnel in an opportunity Forecasting One of the aspects of the PSS job role is the ability to understand and maintain a product forecast. Having an up to date and accurate forecast will allow the PSS to deliver against their key metrics (gross margin) and while doing so will create an understanding of their earning potential. Required Actions • Providing a detailed and accurate forecast to Sales Management on the 1st working day of each working month. • Updating the Sales Manager on a regular basis regarding forecasted business. • Able to provide a high level pipeline overview. Communication Part of the PSS role will be communicating activity and performance on a regular basis. General sales meetings and PSS Team meetings will be held to discuss the performance of last month and understand the new working month. Actions should include but not be limited to • Attending PSS Sales Meetings to communicate previous month’s business and provide accurate pipeline forecast for new working month. • Communicating on a regular basis to the Sales Manager about activity, forecast and performance. • Engaging with the AM team to maintain existing accounts and generate New Business opportunities. Targets and Commission The role will be targeted against a combination of overall margin performance of the relevant products within their specific business unit and against a set of agreed KPI’s. Targets will be published by the Sales Manager at an agreed frequency along with a spreadsheet to calculate earnings Commission will be paid in line with an individual’s contract It is the responsibility of the Product Sales Specialist (PSS) to understand the range of solutions and their associated service propositions to enable them to exceed its gross margin product targets, agree and meet vendor objectives and achieve agreed Key Performance Indicators (KPI’s) set by the Management Team. In order to achieve the above it is expected that a combination of the following activities will take place: • Coordinate and achieve vendor rebate activities • Engage with end users on a deal by deal basis • Manage and report on pipeline business • Liaise with the logistical, marketing and sales functions Key Responsibilities To ensure we continue to grow as a business; remain profitable and that vendor expectations are met, the PSS will be responsible for business development. Business development can be broken down into 2 areas • Recruitment of reseller partners • Develop & motivation of accredited resellers It is important that the individual identifies new resellers to work with via the account management team, but also working with resellers to generate new product and services opportunities. Actions should include but not be limited to; • Assisting the Sales Manager and the vendor(s) to identify potential accredited resellers. • Involved in Vendor Spiff Days to raise profile of PSS Vendor(s) and at resellers to generate end user leads. • Work with the Account management (AM) team to book new business meetings, sales workshops and vendor introduction meetings with Resellers. • Working with resellers to contact their customers and prospects to generate new business opportunities • Co-ordinate vendor specific business plans • Understand the reseller pipeline • Identify and action up sell / cross sell opportunities Training and Development The role will require good presentation and people skills as the PSS will be working with a variety of different sales and technical personnel amongst the customer and prospect base. Actions should include but not be limited to; • Provide regular product training and updates to customers and prospects • Engaging the marketing team with resellers and assist where needed to run and support campaigns • Being able to deliver the corporate pitch at Director level audiences • Having regular visibility within the accredited reseller base, promoting relevant technologies. End User Engagement To support a fast growing channel they need to support their resellers from initial engagement through to post implementation of a project. It will be the responsibility of the PSS to be able to engage with the end user on a commercial level through a project life cycle. Required Actions • Generating end user opportunities via cold / warm calling with or on behalf of the reseller • Attending new business meetings on behalf of; or with the reseller • Assisting in the generation of tender responses • Engaging the relevant level of technical personnel in an opportunity Forecasting One of the aspects of the PSS job role is the ability to understand and maintain a product forecast. Having an up to date and accurate forecast will allow the PSS to deliver against their key metrics (gross margin) and while doing so will create an understanding of their earning potential. Required Actions • Providing a detailed and accurate forecast to Sales Management on the 1st working day of each working month. • Updating the Sales Manager on a regular basis regarding forecasted business. • Able to provide a high level pipeline overview. Communication Part of the PSS role will be communicating activity and performance on a regular basis. General sales meetings and PSS Team meetings will be held to discuss the performance of last month and understand the new working month. Actions should include but not be limited to • Attending PSS Sales Meetings to communicate previous month’s business and provide accurate pipeline forecast for new working month. • Communicating on a regular basis to the Sales Manager about activity, forecast and performance. • Engaging with the AM team to maintain existing accounts and generate New Business opportunities. Targets and Commission The role will be targeted against a combination of overall margin performance of the relevant products within their specific business unit and against a set of agreed KPI’s. Targets will be published by the Sales Manager at an agreed frequency along with a spreadsheet to calculate earnings Commission will be paid in line with an individual’s contract |
| Salary | Basic to £40K + comm + £5K car/allowance |
| How to Apply | Send us your CV |
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