Internal Sales Consultant

Internal Sales Consultant

The Internal Sales Consultant will be responsible for generating qualified leads and setting up appointments for our new business sales teams in the UK & Ireland to increase sales income through outbound B2B cold calling. In addition, this role will also be responsible for data cleansing/management, campaign management and research, ensuring our information systems are up to date & accurate for key decision makers within target companies.

Working within the Sales and Marketing Teams, the Internal Sales Consultant’s principal objective is to help the Sales organisation meet and exceed quarterly and annual sales targets through the successful delivery of lead generation activities.

Key Responsibilities:

Personal Development

• Product Knowledge: you will continually increase your knowledge of our product portfolio and its specific selling points and will build up an extensive knowledge of case studies so that you can talk with authority and confidence about existing customers and how they have benefited from using our software.
• Targets: pro-active approach to meeting and exceeding targets set for you. You will work to achieve KPI’s, learning to qualify opportunities into appointments whilst maintaining your pipeline of cold and warm leads to ensure maximum ROI from our marketing activities.

Lead Generation

• Prospect/Customer Relationship Development: develop strong, effective rapport with key decision-makers in order to maximise the client/revenue opportunity.
• Sales Activity: as part of on-going sales activity outbound "cold-calling/telemarketing" to prospects across a range of business sectors contributing to the KCS sales targets, including any follow up activity where necessary. The main focus for your efforts will be to book high quality, fully qualified appointments for our new business sales team. The key objectives of the sales activity are:
  • To ensure that our brand values are reflected within each and every discussion.
  • Create excitement with prospects and generate demand for our solutions.
  • Ensure every enquiry is managed in the optimum manner.
  • Monitor your own call rates and lead generation results - and actively work to improve these.
  • Develop a deep understanding of the issues facing our prospects and use this knowledge to secure as many qualified appointments as possible.
• Documentation: every lead must be fully documented for Sales and tracked within Marketing Automation (HubSpot) and Lead Sheet
• Internal Relationship Development: develop strong, effective rapport with the sales team in order to understand all relationships with customers.
• Answer telephone calls from customers and/or potential customers in response to campaigns/advertisements and respond to on-line information requests.

Data Management

• Working with a large database of contacts, you will need to be pro-active and accurate in creating & maintaining the KCS databases/CRM system, e.g. data cleansing, ensuring accurate information for marketing and re-targeting, tracking all information/leads, etc.

Research

• Sales Activity: a key part of this role will be to research and document the most appropriate decision-makers within target companies, whether in-call or via internet based research.
• Market Research: another key element of the role will be carrying out market research via cold calling to find out what products prospects/customers currently have or what they think about our products/service or general sector research.
• Competitor Analysis: assess competitors by analysing and summarising competitor information and trends hence identifying sales opportunities.

Marketing Activity

• You will be regarded as the transition point for opportunities from marketing to sales and therefore the first point of contact in the sales process.
• Collateral Compilation: assist the Marketing Team with promotional material relating to specific campaigns.
• Campaign Management: as part of your role you will also be tasked with devising and managing various marketing campaigns (including any external agency telemarketing campaigns). This will include following up progress with the sales team and reporting on campaign status.
• Events: working with the marketing team to ensure maximum attendance achieved and follow-up activity completed in a timely manner.

Management Reporting

• Responsibility for the production of regular, accurate and timely management information to enable the Marketing and Sales Managers to complete various reporting activities for the KCS Executive Team.

Job Function Competencies

• Lead Generation and Management
• Digital & Telesales Campaign Creation & Management
• Proactively working with the Sales & Marketing teams
• Timely and Accurate Planning

Key Requirements:

Essential

• A passion for sales and generating new business
• Telemarketing/telesales experience
• Excellent planning and organisational skills
• Valid driving licence and own car

Desirable

• Experience in IT/Software
• Knowledge of the UK and Irish markets
• Experience of Marketing Automation software such as HubSpot, Marketo or others

Personal Skills Required

Essential

• Communication - must be a strong communicator in verbal and written forms
• Self starter - must be able to manage themselves, develop task list and work through it
• Strong interpersonal skills - ability to develop excellent relationships both internally and with prospects
• Strong analytical, organisational and administrative skills
• Ability to work under pressure and to tight deadlines
• Able to communicate effectively on the phone

Desirable

• Presentation - able to comfortably present to internal audience