Main Purpose of Job

Our Inside Sales BDM’s are provided with prospects leads to convert into trading customers and
receive regular new customer opportunities directly form our stand alone New Business Team.

It would be expected that within 12-18 months, our Inside Sales BDM’s have moved into our
Inside Sales Account Management Team as at that stage they are predominately looking after
an established base of existing customers.

Whilst operating within our “Supplies Division” the Account Managers will have the opportunity
to expose their customers to all the other services we can offer, such as IT and Managed Print
Services.

Key Responsibilities:

 Identify new business opportunities and ensure adequate levels of prospecting to
deliver new business targets.

 Optimise the product range penetration in each account, ensuring all cross-selling
opportunities are maximised within each account.

 Effectively manage and develop customers so they develop into long term business
relationships.

 Achieve Key Performance Indicators (KPI’s) to include:
o Outbound Call Times – Min 1 Hour 30 Minutes
o Outbound Call Volume – 45 calls per day

Experience Expected

 Ideally 1-2 years of proven sales experience in a proactive business to business sales
environment.

 A proven track record of managing a client base and closing business opportunities.
 Ability to communicate, influence and negotiate extremely effectively at all levels of
seniority within a company.

 High degree of self-motivation, strong commitment and result oriented.
Core Competencies Expected

We understand that sales is a tough business. So whilst experience is useful, there are a few
other important attributes that we look for:

 Enthusiasm
o A good sales person won’t be put off by a bad sales day. It helps to be thick
skinned and positive, understanding that we can influence and change the
outcome.

 Commitment
o You are going to get lots more no’s then yes’s. You have to be patient and put in
the effort to get the right results. You have got to be willing to see out the
business development phase of 12-18 months, which tends to be one of the
toughest parts of the Account Management role.


Attention to detail
o Manage your time well and you get better results. Less than 2% of sales come
from the first call. Over 70% of sales happen between the 6th and 10th call. So
follow up, follow up and follow up!

 Team Player
o Yes there can only be one “Top” sales person, but not much good without a top
team around them. We try and create an environment which supports team
comradery and encourage our sales people to work as hard for their team
objectives as they do for their individual ones.

Conditions of Employment Salary

The salary and benefits for this position will be determined according to the experience of the
person appointed.

Cordant Group is an equal opportunities employer

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