JD :

- Sales Representatives sells products, goods, and services to customers. Sales Representatives are responsible for finding and engaging with new customers through referrals, networking, and cold calling

- Sale Representatives are often in charge of penetrating a specific industry, client, or geographic area

Responsibility Deliverable

- Sales Strategy Plan

- Weekly Sales Status Report

- Create & Maintain Customer Database

- Sales Dashboard

Tasks & Activities :

- Developing and executing sales strategies and plans in order to achieve sales targets.

- Develop effective sales plans using sales methodology

- Forecasting and delivering against substantial revenue targets and achieve the assigned sales volume

- Gain an understanding of customers' diverse and specific business needs and apply product knowledge to meet them.

- Working with IBM global and local Marketing and Business Development teams to drive lead generation and awareness

- Carry out cold-calling in order to create interest in products and services, generate new business leads and arrange meetings

- Identify and develop new business through networking, follow-up courtesy calls and any other tools.

- Network with existing customers in order to maintain links and promote additional products and upgrades

- Attracting relevant stakeholders for workshops in group format, help create basis for customer business case

- Prepare and deliver presentations and demonstrations of IBM DMS/Workflow products to customers

- Market and promote a portfolio of IBM DMS/Workflow products by writing and designing sales literature and attending industry events

- Ensure quality of service to Client by developing a thorough and detailed knowledge of technical specifications and other features of IBM products and processes, and then documenting them.

- Identify and respond to tender documents, proposals, reports and supporting literature

- Manage workload in order to organize and prioritize daily and weekly goals

Measurement :

Metrics - Webinar & Event Status reports: KPI - Cold Vs Warm leads, Customer Engagement Metric (Exploring attendee engagement etc.), Audience Retention (Was there a decrease when you hit the 40-minute mark?), Brand Awareness (Measure Social Media interactions before & after), Attendee Feedback

- Measure Success of tender documents, proposals, reports every quarter

- Sales Dashboard: YTD New Customers, YTD Sales Revenue, Average monthly sales, Monthly Target Vs Actual, Monthly sales growth, Region wise Sales figures, Region wise product/ solution-based sales

- Lead to opportunity ratio, opportunity to win ratio, Lead Conversion ratio

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