Achilles Information Limited

Strategic Sales Manager

UK-Oxfordshire-Abingdon
4 months ago
ID
2017-3606
Maximum Salary (Salario máximo)
Competitive
Bonus
Yes

Overview (Información general)

To drive new business acquisition and achieve set revenue targets in a given region, aligned with agreed Sector, Community, and Key Accounts strategies. To actively promote Achilles’ value proposition to drive the adoption of Achilles' services by new customers in key market verticals, aligned with Achilles' unique community model. To create and convert a stable and sustainable pipeline with mid and long term sales cycles through proactive prospecting and opportunity management via direct customer engagement and consistent articulation of Achilles' value as a leading provider of supplier management solutions.

Responsibilities (Responsabilidades)

Revenue

  • Work with the Head of Strategic Sales to drive the acquisition of new customers
  • Expand client base within defined market segments
  • Negotiate advantageous sales terms
  • Maximise take-up of products & services during the sales process
  • Deliver new business revenue to target/forecast

Pipeline management

  • Prospect for new accounts and secure appointments
  • Establish relationships with new customers in order to open opportunities
  • Determine needs in line with Achilles' offer
  • Present Achilles’ products & services to match customer needs
  • Handle customer objections as part of sales process
  • Manage bids and tenders, including securing appropriate internal stakeholder sign-off via standard governance
  • Accurately maintain CRM record of sales sctivity
  • Close sales and hand over to Account Manager/Key Account Manager

Market intelligence

  • Identify specific target accounts from community and sector plans within the focus region
  • Maintain market intelligence to identify prospective customers
  • Target new locations (within a given region) identified in key account plans
  • Identify local opportunities which meet requirements of community and sector plans
  • Attend networking events

Process

  • Follow Achilles' commercial governance framework
  • Operate within the confines of new sales and product plans, to sell products which are profitable, deliverable and supportable by Achilles without excessive customisation or bespoke development
  • Support the sales effort led by Strategic New Sales as well as Key Account Managers
  • Leverage Community Managers to bring required knowledge where relevant

Qualifications (Cualificaciones)

Experience

  • Demonstrable track record of managing and closing complex sales with values $250k-$1m+
  • Experience acting as a trusted advisor with senior executives up to C-level 
  • Experience engaging with Procurement, Risk, Legal and Compliance professionals 
  • Track record of achieving and exceeding $1m+ annual sales targets
  • Significant enterprise sales experience, preferably with both SME and large corporates

Knowledge

  • Lead generation
  • Structured sales methodologies
  • Presentation skills/pitching via phone and F2F
  • Understanding of market segment
  • Research techniques
  • Networking
  • Complex questioning and needs analysis
  • Negotiation Skills
  • Metrics Management
  • Forecasting & Budgeting

Qualifications

  • Bachelors Degree or equivalent

Options (Opciones)

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