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Job Description

Position:

Sales Executive

Salary/Package:

Basic + Sales Incentive

Benefits:

25 days holiday entitlement rising to 28 days after 5 plus years’ service
Holiday Purchase Scheme
Company supported CSR Volunteer Day
SAGE employee benefits membership
2 days for personal wellbeing
Pension – Including option to join Salary Exchange for Pension scheme (SXP)
Death in Service – x4 basic salary
Private Medical Insurance available, partially subsidised by the company
Corporate gym membership available, partially subsidised by the company
Salary sacrifice charity donation scheme
Company Christmas savings club
Company lottery
Electric Vehicle Salary Sacrifice
Out of town offices with free parking
Car Allowance

Business Unit:

Private Sector

Reporting to:

Business Unit Manager of Private Sector

Location/site:

Basingstoke

Vetting requirements:

No

Company Overview

Since 1983, Centerprise International (Centerprise) has been shaping the future of technology and delivering innovative and cost-effective IT solutions and services. Our financial strength, heritage, knowledge and experience is further strengthened by our adherence to internationally recognised ISO quality standards, specifically designed to protect and support the delivery of high-quality solutions and services to our customers.

 

For 40 years, we've been a trusted IT provider for the Public Sector, including Central Government, MoD, Healthcare, Education, and Blue Light organisations. In the last five years, we've significantly expanded into the Private Sector, delivering highly effective IT solutions for (SME) UK businesses. We're looking for ambitious and talented sales professionals to join our expanding private sector team and help us accelerate growth. This is a unique opportunity to be part of a high-performing sales environment, where you'll shape the future of our business, leverage our strong industry expertise, and build lasting relationships with customers across a range of industries.

 

Throughout our history, Centerprise has evolved to meet market demands and now offers a comprehensive portfolio of fully managed services and support solutions specifically designed to complement and enhance our existing hardware, software and support capabilities.

 

The Centerprise Group comprises of wholly owned companies and a joint venture business, providing ample opportunity for our staff members to develop a wide and varied career path.  All employees have the opportunity to learn from successful, highly capable business professionals with extensive knowledge and experience to learn first-hand how a thriving privately owned business operates. 

Role Description

Working within the rapidly growing and successful Private Sector sales team, the ideal candidate will demonstrate a keen understanding of ICT sales and possess strong consultative selling skills.  To excel in this role, you will be an active listener, have a compelling sales personality, and a passion and determination to succeed.

 

Excellent communication and interpersonal skills are essential as are comprehensive negotiation and collaboration capabilities. You will be comfortable building relationships, influencing and managing complex situations/requirements, presenting compelling/persuasive sales pitches and liaising with key contacts and external stakeholders to get things done.  You will also demonstrate a history of over achievement of sales targets and KPI’s.

 

You will be self-motivated and responsible for the acquisition of new Private Sector customers, you will be comfortable collaborating with Centerprise Technical, Service and Marketing teams to proactively deliver Business Development campaigns and Account Development plans with the specific objective of securing net new customers.

 

The successful candidate will confidently engage in both cold and warm calls, creating  compelling emails and proposals that effectively guide the next steps in the sales process. The goal is to build trust and strong relationships, ultimately enhancing the sales cycle. While initial conversations may focus on End User Compute products and services, the primary objective will be to identify and promote Centerprise’ s broader portfolio of IT solutions delivering a seamless, end to end user experience. Aligned with the company’s strategic goals, we are focused on changing customer relationships from transactional to recurring business models. This includes promoting our Managed Services, Business Continuity solutions, and End-User Device-as-a-Service offerings to drive long-term partnerships and business growth. Ideally, you will be competent using Microsoft Dynamics CRM and will have experience within the I.T. Solution/Services sector.

 

The candidate will be exposed to every element of the sales cycle, including but not limited to:

 

  • Lead generation
  • Opportunity identification
  • Proposing and presenting the solution
  • Quotation/proposal creation
  • Sales negotiation
  • Closing sales
  • On-going account management

 

The successful candidate will be at ease selling autonomously, but also able to work in partnership with key stakeholders and as part of the Private (SME) Sector team.

 

a)            Key Objectives:

  • Deliver against and exceed sales targets
  • Achieve agreed KPI’s
  • Identify and build effective influence networks
  • Promote the Centerprise product and solution portfolio
  • Proactively grow and maintain an account base in partnership with Ci’s Marketing and Tech Services team
  • Manage and maintain performance levels to achieve targets
  • Be professional and courteous at all times
  • Manage time effectively and productively
  • Work effectively as part of the team, but also Centerprise as a whole
  • Interact and cooperate with all company employees
  • Build trust, communicate effectively, drive execution, foster innovation

 

b)            Responsibilities:

  • Partner with customers, adding value to their business and solving problems, through technology
  • Identify and nurture leads and opportunities using effective and persuasive communication
  • Active involvement in company marketing and business generation initiatives
  • Maintain accurate records of all sales/prospecting activities using Dynamics CRM
  • Deliver lead and opportunity updates via CRM during Monday sales meeting
  • Sell consultatively and make recommendations to prospects and clients
  • Identify and report any performance issues to allow for prompt remedial action
  • Maintain effective communication with existing customers on a regular basis
  • Ensure Business Unit Manager / and Director receive regular activity updates
  • Continually improve knowledge and capabilities to support job function

 

Relationships:

•             Report to Business Unit Manager

•             Be a productive part of the Private Sector Sales team and Centerprise as a whole

 

 

     As with all personnel within the business, the individual will also be required to show:

 

•             A commitment to comply with the Company’s Information Security Policy

•             A commitment to promptly report any security weaknesses or incidents

•             A commitment to adopt and maintain a Health and Safety culture within the Group

Competencies

Collaborate & Influence Makes an effort to connect with people outside the immediate team and has the ability to positively influence the way others think.
Conviction & Courage Will take a stand and share a point of view, understanding he/she may not always be right.
Communication Skills Effectively communicates his/her thoughts in a well organised and effective manner in order to get the desired message across.
Open Communication Is professional and positive in interacting with others and is able to establish rapport quickly, treating others with courtesy and respect.
Drive for Results Demonstrates a strong work ethic committed to seeing tasks through to completion, whilst taking responsibility for and taking pride in achieving successful results.
Innovation Pushes to think beyond the obvious, contributing new ideas to enhance and ways of working and ensure high quality deliverables.
Focus & Prioritisation Develops measurable objectives, with management guidance, to focus and prioritise what’s important, ensuring efficiency and effectiveness in the delivery of work/projects.

Experience and Skills

Essential

  • Essential Industry and Sector Knowledge • Previous experience selling IT Managed services • Familiarity with on-premise IT Solutions/Services Sales Experience • Proven track record of hunting and farming accounts • Previous sales experience making cold and warm calls with confidence and ease • Building relationships and customer understanding and conversion into sales opportunities • Experience with pipeline management and accurate forecasting • Effective objection handling • The ability to thrive in competitive situations and negotiations • Excellent communication skills (verbal and written) Technical knowledge • Good general IT knowledge • A passion to learn and understand key IT concepts and trends • Able to effectively articulate the Centerprise value proposition • Competent in O365 package i.e. Word, Excel, Powerpoint etc • Good time management and administrative/organisational skills

Desirable

  • Desirable • Selling Public, Private, & Hybrid Cloud solutions • Selling Business Continuity Solutions • Selling Device as a Service • Familiarity of sales tools, such as Tussell, Linkedin, and Microsoft Dynamics CRM • Experience in managing long and complex sales cycles

Company Profile

Essential

  • Customer-Centric - Ensure customer satisfaction is our number one priority
  • Commitment - Be true to your work and go the extra mile to deliver on your promise
  • Courage To Challenge - Have the strength to make a difference and don’t be afraid to constructively challenge the status quo
  • Succeed - Be innovative and do all that is reasonable to deliver a positive outcome
  • Dedication - Giving your time and energy in the best interests of the Company

Education/Qualifications/Specific training

Essential

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