Technical Sales Consultant

Infrastructure Sales Specialist

Division: Sales & Marketing

Department: ICTSales

Reports to (Job Title): ICT/UC Sales Manager

Location: Field Based – Reporting to the Reading office

Main Goal

This senior sales level person will be responsible for meeting and exceeding the sales target and performance objectives directly aligned with the Kyocera strategy for ICT services. They will sell ICT products, solutions and services to both existing Annodata print customers, along with new Kyocera prospects and customers.

This person will work alongside other teams to ensure harmony in client engagement when cross‐selling into the existing Annodata, MCL and Kyocera client base.

Sales Lead Creation and Pipeline Management

• Identify new (cold) business opportunities via multiple methods i.e. frameworks, researching the external market, utilisation of personal network, networking events, word of mouth, etc.
• Take ownership, develop and progress any personal leads created, including any leads provided by the business.
• Utilise tender portals and framework tender leads to identify and pursue high value ICT opportunities.
• Operate with selected external partner organisations to identify and pursue third party generated leads and referrals.
• Using the approved pricing models, build and regularly maintain comprehensive pipeline of prospective sales opportunities with identified prospects/clients. This could include, but is not limited to the following:
• ICT Managed Services
• Professional & Consultancy Services
• Hardware & Software sales

Ensure all leads, opportunities and client accounts are identified, managed and regularly updated on the Salesforce.com CRM platform.

Be responsible for acting as the focal point for prospects, ensuring that the sales process is managed effectively. The process should also be fully documented through use of the established ISO quality procedures.

Attend relevant industry conferences and events, as required, to create awareness of Kyocera.

Document Classification: Internal Use – Trusted Parties

Responsibilities/Tasks

• Present, promote and sell products & services to existing and new prospective customers.
• Understanding customer requirements and translating this into an offering which will work well and in turn ensure repeat business.
• Establish, develop, and maintain positive business and existing customer relationships in person and via telephone calls and emails.
• Working collaboratively with other team members and the wider Kyocera UK Group, to ensure that customer orders are delivered within agreed timeframes.
• Delivering agreed target on a monthly, quarterly and annual basis.
• Preparation and delivery of weekly forecasting and reporting to the ICT New Business Sales Manager to measure forecast v’s monthly, quarterly and annual budgets.
• Building successful new business sales relationship with Kyocera’s chosen ICT technology vendors.
• Initiate and coordinate development of action plans to penetrate new markets.
• Assist in the development and implementation of marketing activities as needed.
• Able to understand and communicate own training and development needs.
• Ensures sign off for proposal presentations and RFP responses.
• Take ownership of preparation of proposals and presentations.
• Adheres to all company policies, procedures and business ethics.
• Active management of allocated customer accounts and liaison with operational teams as necessary.
• Able to interact and co-operate with all company employees to support the ongoing development of our cross‐selling activity.
• Any Sales Vendor/Supplier accreditations are to be maintained as directed by the company.
• Undertakes regular coaching sessions with ICT New Business Sales Manager to maintain motivation and selling skills.
• Contribution to and support the development of sales and marketing campaigns for ICT solution sales.
• Input where required into ICT proposition development and any associated industry sector messaging.
• General development and promotion of Kyocera into the UC market, making them an established and valued business partner of choice for companies wanting to transform their business processes and practices.

Essential Skills and Experience:

• Experience with HPE/CrowdStrike/Fortinet etc would be advantageous
• Demonstratable previous experience within a sales role is essential, along with a prior knowledge of selling ICT solutions with the Corporate and Public Sectors.
• Ability to demonstrate previous success in personally preparing, submitting and taking ownership of detailed tender/ITT submissions for public and corporate sectors and subsequently winning the business.
• Ability to demonstrate previous success in working within a targeted Sales environment and negotiating to close profitable business.
• Previous experience of working in a cross-functional environment and building successful relationships with cross-functional teams.
• Previous experience in a commercial environment of project planning and successful implementation.
• Previous experience of establishing and developing customer relationships to a senior (C) level.
• Highly IT Literate, with experience in a CRM system such as Salesforce.com or a bespoke equivalent, and a good degree of competency in MS Office packages to include Excel, Word, MS Project, Teams and PowerPoint.
• Ability to retrieve and analyse data, able to produce reports to a professional standard.
• Able to take a planned and organised approach to workload, prioritise urgent tasks effectively in order to meet deadlines and work with the required level of attention to detail.
• Strong and confident communicator, with the ability to communicate with others in a professional and business-like manner.
• Demonstrable presentation and negotiation skills to a high level, with the ability to influence and inspire others.
• Ability to work as a genuine team player (not just within the sales function) to maximise all opportunities.

Competencies and Key Success Factors

• Strong communication and listening skills ensuring relevant and timely communication with all stakeholders who might be impacted by actions or inactions. Recommending solutions and/or alternative propositions when things go wrong.
• High levels of commitment, with the willingness to contribute additional effort if required.
• Highly self-motivated, with the desire to succeed and meet both personal and professional goals.
• Building rapport with customers- Relationship management skills and openness to feedback.
• Comfortable in cross selling being able to use initiative to offer alternative solutions to potential customers.
• Prioritising, time management and organisational skills.
• Ability to create and deliver presentations tailored to the audience needs.
• Awareness of how the role impacts on company performance. Considering the needs of all stakeholders, pre-empting potential situations and taking action to avert them. Proactively seeking to improve the service provided to colleagues and/or customers
• Committed to achieving business goals- always going the extra mile in order to exceed expectations.
• Being courageous- proactively trying something different and speaking up to put forward new ideas.
• Understanding of how the Kyocera Group operate. The values that underpin the Kyocera Group are the 5 C’s- Communication, Courage, Commitment, Cooperation and Consciousness. It is our firm belief that employees should live by these values and we would expect that you should show your commitment to these values by carrying out your work fairly and honourably, respecting people, our work as a business, and both our local and global community.
• Location: Field based- the expectation is a mixture of visiting client sites, office working and working from home as appropriate.

What we can offer you

• Salary (Competitive)
• Car Allowance
• 25 days holiday (All statutory bank holidays relevant to regional country) – 1 extra day after 5 years. Part time/temporary employees is a pro rata equivalent.
• A buying and selling holiday scheme
• Life Assurance (4 x base salary)
• Pension Scheme – A total contribution of8% – 5% Employer and 3% Employee.
• Company sick pay (1 week after 6 month probationary period in first year, 4 weeks in years 2-3, 8 weeks in years 4-5 and 13 weeks from year 6 onwards)
• Enhanced Maternity and Paternity leave
• Employee Assistance Programme
• Bike2Work Scheme – salary sacrifice scheme to purchase bikes at a discount
• Lifeworks – Access to discounts / perks
• EyeCare – Access to money off for glasses and sight test

Values:

The values that underpin the Kyocera Group are the 5 C’s- Communication, Courage, Commitment, Cooperation and Consciousness. It is our firm belief that employees should live by these values and we would expect that you should show your commitment to these values by carrying out your work fairly and honourably, respecting people, our work as a business, and both our local and global community.