Job Purpose

The field sales consultant will be responsible for selling a solution of packed business leads to maximize revenues, customer growth and satisfaction.

Main Challenges:
Acquiring new customers to generate new revenue - Prospecting
Maintaining and penetrating existing accounts to generate increased revenue - Renewing
Achieve sales, quality and customer satisfaction targets as defined in the sales plan for their department.

Key Activities

Prospecting

Plans and prospects effectively in order to maximise time spent on high value activity
Obtains initial client meeting by being a skilled appointment maker
Builds relationships with key decision makers
Identifies growth objectives for target opportunities
Monitors competitive media on a regular basis to establish client activity
Achieves new business targets including call rates
Understands selling process including structure and segmentation/customer requirements

Renewing

Develops lucrative working relationships with existing customers
Penetrates existing customers to gain increases and share and deliver additional products
Conducts business review to analyse account performance and manages effectively
Create appropriate solutions for customers that maximise opportunities for the customer and Yell
Negotiates effectively
Possesses up to date knowledge of customers and the market
Maintains customer database including revenue forecasts to enhance customer relationships and revenue management
Supports customer strategy and process
Build & develop professional customer relationships by agreeing service requirements, owning customer issues and keeping customers informed in order to grow revenues.
Proactive in responding to customers current and future needs, identifies innovations that can be made to build the business
Achieves targets including call rates
Complies to Yell sales workflows/standards and campaign planning