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Division: Sales, Scotland Reports To: Scotland Sales Manager Based: Home/Edinburgh Company Overview Banner, an EVO Group company, is a major direct provider of business services into businesses of all sizes from large corporates to micro businesses in both the Public and Private sector. Banner’s story started 200 years ago as part of Her Majesty’s stationery office to evolve into the 21st century multi-channel business it is today. Now we’re the largest distributor of workplace products in the United Kingdom and Ireland, with a stock holding in excess of £50m. We have over 350 fleet vehicles, making over 18,000 deliveries per day. We pick over 100,000 lines per day in our 625,0000 square feet of warehousing. The EVO Group of Companies is the largest specialist multi-channel distributor of business supplies and services in the UK and Ireland with a turnover in excess of £600m with unparalleled reach and experience in the UK. EVO Group companies provide sourcing, storage and fulfilment services to over 20,000 resellers, corporate organisations and direct customers through VOW Wholesale, VOW Ireland, Banner, and Truline. Role Specification Role Objective: The primary role is to prospect for new business (Private & Public Sector) customers and opportunities by networking, cold calling, and managing a CRM pipeline and/or other means of generating interest to convert from a potential customer to win budgeted profitable new business utilising proven sales tools. This role is field based. Summary of Role Responsibilities: Prospect for potential new corporate/strategic customers and opportunities to convert into profitable business. Cold call as appropriate within your vertical market or geographic area to ensure a robust pipeline of opportunities to identify potential customers, key decision makers of other categories within the prospect customers organisation. Ensure that data is accurately entered and managed within the company’s CRM system. Research, set up meetings between key decision makers and build relationships with new customers by growing, maintaining and leveraging your network. Work with support teams (Contracts/Sales Director/ Channel Manager/Marketing) to develop compelling proposals and pitches that speak to the customer’s needs, concerns, and objectives. Proficiency in commercial pricing with proven experience will be an advantage. Handle objections by clarifying, emphasising agreements and working through differences to a positive conclusion through the use a variety of styles to persuade or negotiate appropriately. Forecast, track and report on performance via appropriate sales tools. Any other duties as and when required by management. Person Specification QUALIFICATIONS/EXPERIENCE Essential Proven ability to meet and exceed targets Proven expertise in the planning, execution of new business strategies Proven ability to close new business opportunities Proven ability to work with internal telemarketing team Collaborative and adaptive to working with all disciplines within the role ABILITIES/SKILLS and EXPERIENCE/ DISPOSITION Ability Networking, Persuasion, Prospecting, Presenting, Research, Writing, Closing Skills, Motivation for Sales, Prospecting Skills, Sales Planning, Identification of Customer Needs and Challenges, Market Knowledge, Meeting Sales Goals, Professionalism, CRM, PowerPoint and Microsoft Office. Skills and Experience Experience of selling business services solutions, business supplies and additional product categories into Corporate, Private & Public Sector customers Integrity, honesty and a proven desire to be the best in class in our industry when representing Banner, to our customer base and internally Excellent communication skills, both written and verbal. Outstanding presentation skills Proven negotiating and interpersonal skills to facilitate key internal and customer stakeholder communications A self-starter who is willing to tackle new challenges bringing a positive ‘can-do’ attitude. Strong organisational skills and a ‘completer-finisher’. Highly developed relationship building skills are required, as is the ability to influence stakeholders at all levels Ability to be proactive and work alone as well as being a team player as part of cross functional groups Numerate, analytical and ability to digest data sets and draw conclusions from findings. Ability to project-manage tasks to completion. Achievement of agreed new business revenue target, which will be implemented and trade at the forecasted sales and margin Creation of a strong convertible pipeline across Corporate, Private & Public Sector Develop and forge new relationships with potential customers Pre-tender engagement with identified target opportunities Input and be fully engaged throughout the tender stage with key themes, differentiators, competitor strengths and pricing Extensive use of CRM ensuring all activities, contacts and opportunities are recorded, tracked and monitored accurately Full clean driving licence is required Disposition Adaptive Acts with integrity Communicates with impact Driven Resilient
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