Job Description for Sales Executives

Reporting: To the Directors or Nation Sales Manager or Regional Sales Manager.

Purpose: To carry out sales activities, so as to maintain and develop sales of PowerWeb, PowerSearch, Shop-in-a-Box and bespoke services to UK clients. Your time will be focused on achieving excellence in your core activities.

Key responsibilities and accountabilities:

1. To dress, behave and present yourself at all times in the highest professional manner where you might be associated with National Web Design. We've found that our target clients appreciate consistent professionalism at all levels and the National Web Design business dress idiom is formal - similar to that worn by a lawyer or accountant rather than more liberal or modern interpretations. 
2. Repond immediately to incoming meeting requests from qualified leads and other client communications. The longest period that any prospect or client should wait is the end of the same working day for communications recieved before 17:00 or 09:30 on the next working day for communications received after 17:00
3. To lead and present at sales meetings with clients decision makers made by the National Web Design sales and marketing teams or coming in directly from direct enquiries, referals or repeat enquires to National Web Design.
4. To research each client to be met (using the internet) so that their specific needs can be dicussed in a credible and informed way from the very beginning.
   
5. To co-ordinate with National Web Design sales and marketing teams who arrange meetings at suitable times and suitable geographic locations e.g. arranging so that all meeting in a particular geographic location occur on the same day with suitble time to travel between them.
6. To co-ordinate with National Web Design programme leaders to attend sales meetings where necessary to arrange specifications of special or bespoke projects. Where a company car has been provided to the Sales Executive (generally a BMW 5-Series) to take part in our car-sharing program and co-ordinate transporting the programme leader's  to the meeting while minimizing the programme leader's time away from his or her desk.
7. Maintain and and update all sales leads received on the National Web Design computerised customer and prospect database on the same working day for communications recieved before 17:00 or 10:00 on the next working day for communications received after 17:00
8. Maintain quality communication by phone, email and face-to-face with prospects and customers (typically monthly)  aimed at informing, educating and building an ongoing relationship with prospects and customers.
9. After each meeting to follow up according to our standard schedule to go through the proposal that you are going to write.
   
10. To write and deliver an appropriate quotation or proposal (using our general guidelines) generally within 24 hours of the client meeting or where that is not appropriate to follow up with follow-up calls (not generally emails), propositions and ethical sales methods until a suitable proposal is presented.
11. To arrange a time to follow up each proposal presented immediately after the proposal arrives (and never more than 24 hours later). The follow-up meeting generally to be scheduled with all decison makes present within a week of the propal being presented.
12. To meet minimum quotas (generally set at 12 times remuneration package).
13. Maintain and develop existing and new customers through planned individual account support, and liaison with internal order-processing staff.
14. Monitor and report on activities and provide relevant management information.
15. Minor functions (generally less than 10% of time)  include 
1. Carry out market research, competitor and customer surveys.
2. Maintain and report on equipment and software suitability for direct marketing and sales reporting purposes.
3. Liaise and attend meetings with other company functions necessary to perform duties and aid business and organisational development.
4. Attend training and to develop relevant knowledge and skills.
5. Your time will be focused on achieving excellence in your core activities, but in an emergency your duties can be extended by your line manager to cover any company related task - i.e. sometimes everyone has to pull together and do what needs to be done in an emergency - but we don't want it happening often. Line management will have to justify your being taken away from core duties in every case in writing to senior management within 7 days of the emergency.

Scale and territory indicators:

• Target sectors: SMEs with 10-100 staff £1M-£10M turnover.
  
• Prospect database - decision makers in SMEs.
  
• Total personal revenue accountability - £1m upwards.
  
• Territory: Specific regions in UK.

Person profile - Sales and Marketing Executive

Personality: Energetic, Competative, self-driven, results-oriented with a positive outlook, and a clear focus on high quality and business profit. A natural forward planner who critically assesses own performance. Mature, credible, and comfortable in dealing with senior company executives. Reliable, tolerant, and determined. Empathic communicator, able to see things from the other person's point of view. Well presented and businesslike. Sufficiently mobile and flexible to travel up to a few days a month within the UK. Keen for new experience, responsibility and accountability. Able to get on with others and be a team-player. Able to read and understand instructions.

Personal Situation: Must be mature and domestically secure. Able to spend one or two nights away per month without upsetting domestic situation. Able to commute reliably to office base. Able to work extended hours when the job requires it. Must have clean or near clean driving licence.

Specific Job Skills: Able to communicate and motivate via written media. Understands the principles of marketing and advertising cost-effectiveness, including market sector targeting, product offer development, features-benefits-solutions selling, cost per response, cost per conversion, etc. Appreciates need for consistency within company's branding and marketing mix, especially PR and the Internet. Experience of managing marketing agency activities useful.

Computer skills: Must be adept in use of Word Processing, PowerPoint and Spreadsheet software Internet and email. Knowledge or willingness to learn Visio and MS Project may be very valuable in being able to enhance value of proposals.

Literacy and Numeracy: Able to understand profit and loss calculations and basic business finance, eg., gross margin percentages and calculations, depreciation, capital and revenue expenditure, cash-flow, overheads, etc. Must be a very competent writer of business letters, quotations and proposals.

Business and Selling Skills: Must be an excellent face-to-face and telephone communicator. Able to demonstrate success and experience gaining and managing major accounts customers.

Management Ability: Though internal staff management is not initially part of the job, responsibility and opportunity could grow with the development of the business, for example the prospect of recruiting and managing support telesales staff. Some people-management skills, experience and natural ability will be useful.