Job Purpose
The role will comprise of a mix of account management and business development across a designated territory within England, and will include a requirement to:
- Deliver the agreed revenue targets for the designated territory from both existing customers and new NHS and Independent Providers
- Actively work as part of the secondary care team prospecting for new opportunities, retaining customers and managing designated accounts
The successful candidate will be responsible for the contract renewals of designated existing accounts within the territory.
Duties and Responsibilities
- Be responsible for the new business revenues within the region from NHS Organisations and Independent Providers
- Be responsible for the renewal of contracts for designated accounts
- Be responsible for additional business revenues from existing customers within the territory
- Deliver solution demonstrations via face to face meeting, webinar, and conference call as appropriate to the opportunity size
- Prospecting for lead generation
- Progress and close sales opportunities within a timely manner
- Prepare sales proposals and quotations; including supporting customers with business case development and demonstrating return on investment
- In conjunction with the Senior Account Manager, agree sales strategy and implement accordingly for the designated territory
- Plan and organise activities, in conjunction with Internal Sales and Marketing to ensure achievement of the sales plan
- Maintain and manage accurate CRM records and a pipeline of opportunities
- Deliver accurate monthly forecasts on time using CRM
- Create and manage a rolling sales plan for the territory
- Generate, build and maintain close working relationships with customers to act as key reference sites and to assist in new sales
- Provide market intelligence and feedback to Sales & Marketing and other departments
- Develop and maintain an up to date knowledge of the products in order to effectively demonstrate and sell the features, advantages and benefits to customers
- Demonstrate the software to new customers at an advance level of proficiency
- Work with Internal sales to set up new business sales events to generate new leads ‘en masse’
- Undertake any other duties commensurate with the status of the role as directed by the Senior Account Manager
Skills and Attributes
- Capable of delivering a new business sales target
- Strong prospecting skills
- Strong presentation skills, interpersonal skills, social skills and “gravitas” with customers
- Good understanding of the product to be able to demonstrate at a non-technical level
- Possesses drive, confidence, a strong work ethic and determination to succeed
- Good personal planning, well organised
- Shows initiative and adaptability
- Attention to detail
Knowledge and Experience
- Proven track record of achievement in a new business sales role (lead generation and revenue based)
- 2 years’ experience of similar roles covering both proactive and reactive selling, including objection handling and closing sales
- Good understanding of the health marketplace
- Knowledge of solution capability and the sector in order to have customer credibility
- Sound knowledge of MS Office tools
- Knowledge of CRM and other sales/business processes
- Minimum 5 GCSE’s grade A-C or equivalent
- Full driving licence
To apply for the role, please send your CV to Vacancies@docman.com.