Virtual Sales Expert
1 week ago
The Virtual Sales Expert will be responsible for developing and growing installed base services by deploying sales activities 100% remotely with customers. This role maximizes services revenue through customer relationship management, handling all customer requests and leads from different demand generation engines.
Main Responsibilities:- Lead Management: Manage the leads and customer requests by reacting quickly to customer requests within prescribed SLAs and managing all leads which have standard services scope with a main focus on contract renewals and upselling recurrent business.
- Sales Activities: Take inbound calls and emails to support existing customer bases, answer customer questions, educate them on all SE services offers, research and develop new points of contact and potential accounts identified from demand generation engines, engage with customers on digital platforms, quote and close deals for standard services offers, and develop and maintain relationships with uncovered accounts where there are open/common opportunities to upsell.
- Pipeline Management: Build and manage services opportunity pipelines by analyzing and qualifying opportunities in Bridge Front Office, maintaining account or installed base data in SE systems, meeting daily goals for outbound sales calls to follow up customer requests and leads, fostering new points of contact and potential accounts thanks to marketing campaigns, FSR leads, and CCC/other sales leads, documenting all records of customer interaction and activity in bFO, developing up and cross-selling between line of businesses service offers, transferring new product sales opportunities to account managers from the business units or product virtual sales from the country, coordinating with all services teams and product teams if needed to satisfy service opportunities, and reporting accurate monthly order forecasting.
Clients (end users and partners), virtual services sales manager, services operational marketing, CCC, outside services sales, services execution, services tendering, services operations, and services partner program leaders.
Key Success Factors:- Reactivity and Hit Rates: React quickly to leads (FSR, CCC, Marcom, web, contracts management etc.) and win the leads ensuring high hit rates.
- Customer Satisfaction: Manage all customer demands in the fastest way to ensure customer satisfaction.
- Customer Facing Time: Ensure up to 35% of customer facing time including calls and virtual interactions.
- Collaboration and Productivity: Close collaboration with outside services sales for complex on-demand sales when developing platformed accounts and mastering dashboards and digital tools to gain productivity.
- Sales Quotas: Meet and exceed monthly, quarterly, and yearly sales quotas.
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