As the New Business Sales Executive, you will achieve your established sales targets by generating new business within your assigned territories,
through proactive sales.
You will work collaboratively with marketing, pre-sales and other business departments to generate pipeline and close business.
Your responsibilities will include (but not be limited to);
Identifying and approaching targeted companies within selected markets across Ireland and potentially beyond.
You will possess a consultative value selling approach, commercial acumen, negotiation skills and industry knowledge aligned to your specific sector territory.
You will be at ease in establishing and developing C-level dialogues and proactively developing business-metric driven provocations, relevant to the specific Line of Business executives being approached. This will be predominantly finance and procurement.
You will be responsible for developing a coherent territory plan that will clearly establish how you will achieve your revenue targets. The pipeline generation activities you will need to support delivering on those objectives. You will also need to articulate why the target audiences will be interested in engaging with you, and how you will position the company’s
You will develop clear engagement plans for each of the accounts in your designated territory. This will include clear rationale as to why each target account will engage with you. You'll create stakeholder maps depicting who the decision makers are and their reasons for wanting to purchase your services, and a clearly articulated and relevant value proposition with which you intend to approach each account in your territory.
You possess experience in developing proactive proposals and driving an RFP process to bias outcomes in the company’s favour. This will include engaging key stakeholders and producing professional RFP response documents in a timely and efficient manner.
You understand that negotiation is an art. From the first encounter with a new prospect all the way through to negotiating the scope of services, terms and conditions, and pricing negotiations. As part of the negotiation process, you'll develop solid customer business cases and approach with a “sell to value” mentality, whilst demonstrating core skills in objection handling with customers, overcoming difficult challenges to enable a positive result.
You will adhere to the company's sales and sales governance processes, including maintaining full and accurate CRM records, forecasting accurately (+/-10%) on a weekly/monthly/quarterly cadence cycle, and getting internal buy-in/sign-off for the appropriate resources to support your sales cycles in a timely manner.
You're an effective and timely communicator, keeping both internal and external stakeholders appraised of progress of pursuits, issues encountered and challenges faced. You must be able to clearly articulate value, formalise commitment and facilitate change.
Excellent written and presentation skills are essential, as is the ability to translate complex technological solutions into everyday business language.
You can clearly prioritise stakeholder needs, and define and position our solutions in the context of those needs.
Experience and core attributes:
• We are looking for a focused and driven Sales professional with experience in value-based/challenges sales approach
• A clear and demonstrable focus on selling to value
• Experience of the Enterprise Software/SaaS space essential
• Experience of Procurement, e-Invoicing, Finance and / or Business Intelligence is advantageous
• Knowledge of process automation
• Qualification Skills
• Challenger Sales Methodology knowledge
• Negotiation skills
• Passion and Commitment
• Business focused
The company offers:
• Competitive remuneration package
• A market-leading proposition to work with
• The opportunity to build your own sales franchise
• A start-up-like working environment
• The opportunity to really make your mark on your territory
If all this sounds like you, and you'd be interested in a confidential discussion about this role and why you'd be suited for it, get in touch with Richard right away on: (0)1 905 2945 or email: firstname.lastname@example.org