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Senior Sales Executive

  • location

    London

  • sector:

    Sales/Ops

  • job type:

    Permanent

  • salary:

    Up to £110,000 £220,000 OTE

  • Contact:

    Charles Woolward

  • Email:

    charles.woolward@orbisconsultants.com

  • published:

    5 months ago

  • expiry date:

    2019-08-31

The New Business Sales Executive will be part of the Financial Services UKIMEA Sales team, focusing on winning business with both new logo Insurance customers. The role will be focused on selling high-end analytical solutions and consultancy services to solve Financial Crime, Cyber Security and Data Exploitation problems.

What you will be doing:

  • Achievement of agreed annual sales targets for operating income and licence.
  • Ensuring quarterly ‘commit’ numbers for operating income and licence are achieved.
  • Expanding my client’s solution footprint, both licence and services, within the assigned target accounts.
  • Day-to-day sales responsibility for the defined territory and all sales activities therein.
  • Define sales strategy for the territory including the annual preparation of sales plan for the territory.
  • Building a pipeline through telephone and other direct marketing methods of prospecting.
  • Build relationships with contacts across client organisations so as to ensure that my client are best positioned.
  • Participation at exhibitions & seminars.
  • Build relationships with local and global technology, consulting and marketing partners.
  • Preparation for and demonstration of the solutions to prospects through sales presentations.
  • Supervising “hands-on” sessions with prospects as well as “trials” of the product.
  • Completion of RFP’s and preparation of quotations and proposals.
  • Ensure customer requirements are understood and documented prior to proposal generation.
  • Ensure an appropriate solution is determined and designed for the customer to fulfil their requirements.
  • Ensure proposals are generated, validated and approved in accordance with defined procedures and revenue recognition parameters, prior to release.
  • Reporting market information and new requirements back to the marketing and product development groups.
  • Gathering & filing of competitor information.
  • Maintain accurate sales lead, opportunity and client information in the CRM database, on a real-time basis.
  • Reporting on leads, sales opportunities, progress and activity on a regular basis including weekly forecasting, monthly pipeline development and annual territory plans.
  • Expand your knowledge of my clients and competitive products and the environment in which they are deployed.
  • Work to the company’s quality standards and performance criteria.
  • Ensure health and safety standards are adhered to at all times.
  • Comply with the company’s information security policy at all times.

Skills and experience:

  • Proven track record of selling enterprise grade solutions into the insurance vertical with experience of the Life and Pensions segment preferred.
  • Ideally proven track record of selling financial crime or risk management solutions.
  • Knowledge of insurance vertical, how it operates, and the value levers that buyers are driven by across Financial Crime & Cyber Security.
  • A strong network of relevant contacts across the insurance vertical in UK & Ireland.
  • Sales experience with a proven track record of achievement in new business sales.
  • Proven, consistent, achievement of sales goals and meeting/exceeding financial objectives
  • Proven ability to manage a complex sales cycle and undertake structured sales processes.
  • Proven track record of selling complex solutions to ‘C’ level executives.
  • Strong commercial, client-facing skills with the ability to present & demonstrate a value-add solution sale.
  • Highly articulate with excellent presentation skills.
  • Forward looking strategic thinker with good judgment and a practical understanding of sales dynamics.
  • Entrepreneurial, energetic, driven to make a difference, resilient and focused and able to use initiative.
  • Good interpersonal skills and able to work as part of a team.
  • Able to make decisions accurately and quickly.
  • Exceptional written and oral communication skills.
  • Strong analytical, deduction and research skills.
  • Good organisational skills
  • PC literate with good IT literacy and knowledge.
  • English language is essential. The ability to speak/write in other languages would be extremely beneficial.