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Reporting to the Managing Director,
our client requires an expert in complex
b2b outbound solutions. Our client
is an international outsourced provider
of call centre services. They have a
requirement to run an outbound unit for
a B2B insurance provider. The
successful candidate would have
extensive experience in managing complex
business to business outbound sales
programs.
JOB SUMMARY:
Responsible for the sales management
(team & process), execution, control,
review, analysis, reporting and day to
day management of specific client
programmes/projects. The role holder
needs to have the energy and drive to
inspire sales associates and team
leaders with the desire and enthusiasm
to reach and exceed the sales targets
and objectives.
MAIN
RESPONSIBILITIES:
Sales
Leadership
-
Responsible for sales &
operational success including:
-
Managing and
motivating the sales team
-
Exceeding pre-agreed
sales targets ( volume & revenue)
-
Developing the sales
process to maximise prospects and
opportunities.
-
Developing the sales
process to maximise conversion and
revenue per sale.
Sales & Marketing
co-ordination
§
Plan resources and
capability to match agreed sales and
marketing plans
§
Deliver effective
feedback to evaluate success of
marketing activity and recommend future
activity and approach
§
Accountable for the sales
component of the sales and marketing
business plan
Team Leadership
-
Responsible for
managing and developing the sales
team.
-
Developing the skills
base including:
-
Understanding the SME
B2B environment
-
Lead qualification
-
Working with web
leads
-
Building a sales
pipeline
-
Getting past
gatekeepers
-
Building revenue per
sale
-
Closing the sale
-
Deliver active coaching
and mentoring to sales team leaders
and sales staff
Communication
-
Responsible for the
sales operations relationship and
communication between Call Centre and
the Client(s) including:
-
Weekly sales meeting
with client
-
Managing the delivery
of joint client / Call Centre
initiatives
-
Supporting the Client
Services Manager
SKILLS AND EXPERIENCE
REQUIRED
Work experience:
A minimum of 3 years
relevant sales management experience in
a B2B (SME) telesales environment with a
demonstrable track record of consistent
over achievement
Education:
Degree qualification or equivalent
experience in business or related area
Knowledge of outsourced
call centre business:
Knowledge of the
financial services industry required and
must be commercially aware.
Analytical skills:
Excellent analytical,
judgement and reporting skills
PC skills:
Advanced skills in Excel, Word and
Outlook. Working knowledge of Powerpoint
and Project
Personal presentation:
Must have high standards
of personal presentation
Quality focused:
Strong attention to
detail and accuracy
CORE COMPETENCIES OF
THE ROLE
Results Focus:
Sets high work standards for self and
demonstrates drive to meet targets.
Customer Orientation:
Desire and willingness to address the
needs of internal and external
customers, providing rapid and effective
responses & seeking continually to
improve quality and standards of
excellence.
Communication:
The ability to convey information
clearly, accurately and convincingly
through speech and/or writing. Must be
able to demonstrate listening skills,
tact, diplomacy and rapport building
Teamwork:
The way in which an individual
contributes actively to a working
environment in which colleagues work
co-operatively with each other,
accepting collective responsibility.
Planning and Organisation:
The ability to prioritise, organise and
schedule activities and resources to
ensure achievement of results.
Respect for all:
Demonstrates awareness of cultural and
community diversity and sensitivity to
the needs and feelings of other people.
Responding to change:
Receptive to the need for change and
adaptable to changing work demands and
conditions.
Legal, Compliance &
Procedural Adherence:
Demonstrates awareness of importance of
issues related to legal, compliance and
procedural adherence and commitment to
achieving required standards,
particularly with reference to ISO
9001:2000, Sarbanes-Oxley and Financial
Services Authority regulations,
employment law, tax law, Data Protection
law and Health and Safety Law
MANAGEMENT COMPETENCIES
Leadership:
Motivates, empowers and develops others
to achieve shared goals
Decision-making and
Initiative:
Ability to assess the extent & scope of
a problem and decide what action is
appropriate. Willingness to own action
and outcome
Influencing and
Negotiating:
Convinces or impresses others in a way
that results in acceptance, agreement or
behaviour change.
Strategic Thinking:
Maintains and communicates a compelling
vision of the future and adopts
strategies to drive the business forward
to achieve long term goals.
SECURITY:
Systems Access:
Medium risk with some
access to sensitive information
Door Access:
Medium risk limited access to floors
only
WORKING CLOSELY
WITH:
Operations Supervisors,
Operations Support Staff, Quality
Assurance, Systems, and Client Services
team.
TRAVEL REQUIREMENTS:
Will be required to
attend client meetings off site and
other Call Centre Europe sites according
to the needs of the business
To Apply,
call 01789 268494 or email info@callcentrepeople.com
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