AV Sales Account Manager
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Job Profile Reporting to : Audio Visual Manager
Job summary : To generate new recurring revenue from existing and new customers
Typical decisions ♦ Identification of target sales opportunities for new business Audio Visual sales. ♦ Formulation of a sales plan to develop new customers and optimise cross-selling opportunities. (AMR)
Scope ♦ Flexibility to adapt working hours to meet with customer requirements. ♦ Geographical area of responsibility with occasional travel across area. ♦ Follow the monthly and weekly PSP plans, understand forecasting requirements and drive customer relationships. ♦ Drive new business AMR ♦ Key contacts include but are not limited to: internal – Sales Consultants in other Sales channels, engineering staff, external – FM companies, PM companies, Local Authorities, and NHS
Responsibilities ♦ Self generate sales leads by networking, referrals and working with existing reports. ♦ Lead generation - qualification of prospects in >♦ To maintain and achieve targets agreed within the monthly Personal Sales Plan, update all sales quote banks on a weekly basis and maintain an agreed pipeline of quotations. ♦ Prioritise self and company generated leads to maximise new business sales opportunities. ♦ Build strong relationships with potential and existing customers from initial call strategy gaining their trust and respect. ♦ Attend existing and potential business to business customers to undertake relationship building and surveys to progress future and present sales. ♦ Attend office to process customer contracts and finalise administration relating to the contract. ♦ Account management - to build relationships and develop new business, take ownership of the customer and their issues. ♦ Carry out on a monthly basis, telephone appointment making sessions and quote chasing sessions. ♦ To maintain and record all sales activity through the Activity Logging Process System. ♦ Produce detailed quotation and proposals for presenting to potential customers ♦ Produce and deliver clear effective presentations either directly to client or via seminar ♦ Present Tyco Integrated Systems as a credible and professional supplier of AV services. ♦ Maintain knowledge of products and services and industry developments. ♦ Make recommendations to the company on a number of AV requirements such as training and product introduction, trade and industry show attendance ♦ Bring new ideas to the table
Person Specification Personal Attributes ♦ Ambitious ♦ Competitive ♦ Self motivated and enthusiastic ♦ Excellent communication skills ♦ Emotional intelligence ♦ Persistence (resolute in focusing on results and able to set tough objectives, monitor progress and if necessary take corrective action) ♦ Develop a team atmosphere through hard work, calmness, tolerance and consistency, attempting to fulfil work projects with honesty and integrity. ♦ Comfortable and able to act with autonomy ♦ Ability to remain forceful when dealing with new and unexpected situations ♦ Professional approach ♦ Takes full accountability for performance and development ♦ Ability to build strong relationships and influence others ♦ Cultural fit with Tyco values ♦ Willingness to undertake irregular working hours ♦ Smart appearance ♦ Full driving licence
Competencies ♦ Integrity and trust ♦ Customer focus ♦ Drive for results ♦ Manage diversity; ♦ Excellent communication, interpersonal and leadership skills; ♦ Learning/Change agility; ♦ Perseverance ♦ Negotiating ♦ Action oriented ♦ Approachability ♦ Presentation skills ♦ Time management ♦ Standing alone
Experience ♦ At least 3 years field sales experience in an AV provider market. ♦ Demonstrate a successful track record of achievement in sales. ♦ Networking with relevant clients.
Knowledge ♦ Good understanding of Audio Visual products, suppliers and distributers ♦ Strong knowledge of various AV conferencing systems ♦ Tentative AV design ♦ PC literacy, including knowledge of Microsoft Office products ♦ Understanding IP based AV and general networking principles
Education ♦ CTS info comm certification ♦ Educated to A Level standard (or equivalent) ♦ University Degree in relevant subject desirable ♦ Demonstration of self learning
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