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 alignment with target market.
♦ 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
