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Who are they?
Quadient is the driving force behind the world’s most meaningful customer experiences. By focusing on four key solution areas including Customer Experience Management, Business Process Automation, Mail-related Solutions, and Parcel Locker Solutions, Quadient helps simplify the connection between people and what matters. Quadient supports hundreds of thousands of customers worldwide in their quest to create relevant, personalized connections and achieve customer experience excellence.
Each of the employees has a part in making their strategy and brand successful. At Quadient, they live their values to deliver the brand promise to the market. Epic. Together. When the first letters of their four values—Empowerment, Passion, Inspiration and Community—come together, they spell Epic in English. When they live their values through the way they work, they become Epic. Together.
Quadient, formerly Neopost, is the driving force behind the world’s most meaningful customer experiences. By focusing on four key solution areas including Customer Experience Management, Business Process Automation, Mail-Related Solutions, and Parcel Locker Solutions, Quadient helps simplify the connection between people and what matters. Quadient supports hundreds of thousands of customers worldwide in their quest to create relevant, personalized connections and achieve customer experience excellence.
Reporting directly into the Sales Manager this role is responsible for total account management of a set number of accounts within the Public Sector and a geographical designated territory. With responsibility for both customer and prospect accounts while creating opportunities to supply a full product portfolio from the Quadient suite. Managing the entire sales lifecycle through Quadient Customer Relationship Management (CRM) system from inception to closing the deal and responsible for achieving the allocated monthly revenue target.
Key Accountabilities include:
Sales Objective – in line with regional and company targets undertake the following; maintain agreed appointment levels, Sales Pipeline management, associated Administration, achieve agreed Revenue Targets Product Mix targets and required business quality
Account Management– Regular account management reviews face to face with key influencers and decision makers within customer and prospect base, to discuss and develop opportunities to upgrade, replace or enhance the use of Quadients’s expanding portfolio of products and solutions. Provide pre sales and post sales support and respond to all customer issues within 24 hours. Undertake Public Sector Account Management, understanding processes, associated decisions and behaviours, Procurement Rules, Tendering Processes, Service Level Agreements, Framework Agreements and Public Sector Timescales.
Time Management (Organisation & Administration) – Attend one team day per week in the office / 4 days per week in the field and organise a minimum of 12 customer/prospect appointments per week. Apply effective territory management to minimise the costs to the business through efficient time management, and reduction of fuel and travel costs. Manage the CRM system to update opportunities and activity for the purpose of self management and business reviews with line manager. Process orders effectively on the CRM system and submit the completed paperwork on time to the Regional Administrator.
Reporting – Update the CRM system accurately with all appropriate KPI’s, Pipeline, Opportunity and Revenue achievement on a daily basis in order to assist in monitoring progress towards set targets as well as allowing Line management to carry out productive one to one sessions. Sales Forecasts should be submitted on a Weekly/Monthly and Quarterly basis Update MAPS documents on specific target accounts; maintain daily contact with line manager in relation to progress and undertake twice yearly competency framework reviews carried out by the Sales Manager.
Forward Planning – Present a Business Plan at the start of each financial quarter to include KPI management and Target Account activities which should align with the annual plan that will assist in achieving weekly and monthly targets.
Budget Management/Financial Resources – Achieving Annual Revenue Target, broken down by Quadient’s business and product mix as well as being influenced by the company objectives of 75% Lease Penetration and the correct discount levels for hardware, software and service.
Quadient offers a wide range of benefits including:
Excellent compensation package plus car
23 days (rising to 27 days) holiday plus your birthday off (and a buy/sell scheme)
Agile/flexible working with family friendly policies
An environment in which you can grow and develop with top class L&D offerings
Smart Spending – excellent discounts and cashback offers on an ever-growing list of retailers
Generous pension schemes
Cycle to work discount scheme and interest free season ticket loan
Employee assistance programme and regular wellbeing initiatives
Excellent recognition (incentive trips and award schemes)
Skills, experience and knowledge required:
Significant essential Knowledge of the sales cycle - skilled in both transactional and solution selling
Significant sales experience in a similar field, selling to Public Sector
Knowledge of presentation skills and associated technologies E.g. PowerPoint and comparable CRM systems
Essential significant knowledge in the theory and application of Account Management
Have a Significant understanding of Bid Management and Tendering processes
Have a Significant understanding of framework agreements and understand customer SLA’s
An awareness of forward planning and an understanding of the Sales Cycle within Capital Equipment or Solutions Environment
Significant time management and organisational skills & experience
Extensive demonstrable experience of ability to achieve set targets including revenue, margin and business mix as per Key Metrics
Understanding of calculations associated with the Sales process such as Lease Rates etc
Extensive experience and ability to influence and negotiate with customers successfully and effectively
Exposure of working with customers to identify issues and needs and apply appropriate solutions
Graduate (or demonstrate the ability to learn quickly and relay information accurately to customers)