Inside Sales Team Leader
6 months ago
Great that you're thinking about a career with BSI
Purpose of position
To support, coach, and develop sales executives to facilitate the sale of BSI assurance products and related services to new and existing customers, in line with individual and team sales targets and commercial KPIs.
Key responsibilities & accountabilities
Sales Process:
- To set, define, and routinely review key objectives and expectations of the sales executive team. Support future activities and initiatives to deliver on your team’s account plans and new business initiatives linked to financial targets to sell the BSI portfolio of Certification, Training & Software
- Ensure the team follow BSI sales structure to support modern consultative selling methods
Sales Tools:
- Proficient in the use of Salesforce
- Build sector specific account plans, with sales targets, rounded up into a sales plan and forecast. Set up and schedule regular account reviews for exploring & identifying further opportunities.
- Highlight the challenges facing the industry and show through thought leadership how BSI can work with the customer to overcome potential challenges. Use client managers, exec sponsors, and product and business stream experts to demonstrate value to the customer.
Product Knowledge:
- Have a firm understanding of the certification process and assurance solutions available to customers based on their needs.
- Gather competitor information to prioritize threats, identify opportunities, and refine sales messaging.
Results Management:
- Utilise CRM system to ensure consistent achievement of KPIs
- Provide weekly sales forecast and risk analysis.
- Provide detailed both an exec summary and monthly report covering key topics such as the team’s performance, competitors, successes, challenges, and risks
Sales Management:
- Achieve team-assigned monthly and annual budget targets.
- Support Sales with day-to-day activities and in implementing new initiatives. Help identify improvements to the sales process.
- Ensure tactical changes align to the annual sales plan, and step in to resolve issues as required to get back on plan.
- Analyse & interpret sales reports to ensure delivery of plan & accurate forecast across sectors & business streams. Identify & resolve performance issues in a timely & effective manner.
- Coach and support direct reports through business management & situational leadership skills development to deliver overall improved sales capability and culture.
- Ensure that both existing and new employees are trained and competent to deliver BSI products/services.
- Ensure optimum diary management and effective time management - minimum 8-10 sales appointments per week.
- Spend time in the field with the team where possible, working with new hires to grow their skills and provide feedback on completion of required forms to show competency and understanding of BSI procedures and job requirements.
- Provide support, guidance, and education on how to promote the BSI brand and customer value proposition.
- Ensure that assigned individual team members complete training requirements.
- Facilitate quality performance development reviews with direct reports which focus on driving the right behaviours and outputs, as well as the progression of individual career plans
- Ensure that quotations and presentations are in line with internal procedures, branding, and accreditation requirements.
- Contribute as necessary in support of special initiatives required by management, industry, business partner, or prospect needs.
- Support a culture of teamwork by promoting positive interaction/communication both within the Assurance sales teams and beyond, e.g. the Service Delivery team.
- Any other task as assigned by the Line Manager.
- Responsible for demonstrating the BSI Excellence Behaviours and Making Excellence a Habit
Knowledge / Skills / Abilities
- Significant experience in successfully leading large sales teams.
- A good understanding of BSI products, sales processes, and practices or the ability to quickly gain knowledge to add value.
- A good working knowledge of both field and office ERP systems and procedures. - Proficient user of Microsoft Office
- An excellent relationship builder, who establishes rapport and credibility quickly.
- Strong communicator, both verbal and written. - Strong understanding of modern consultative selling techniques.
- Exemplary organizational and time management skills.
- A proven track record of coaching salespeople/managers to deliver great results.
- Ability to manage the team as well as balancing scheduling conflicts.
- Solutions-oriented, with the ability to cut through complexity.
- Ability to role model the BSI Values & Excellence Behaviours
Our Excellence Behaviours: Client-centric, Agile, Collaborative. These three behaviours represent how we do things at BSI. They help us ensure that BSI is a great place to work and a highly successful business.
BSI is conducting face-to-face interview
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