Main Tasks
1. New business
a. Self generated opportunities.
b. Telesales generated opportunities.
c. Externally generated opportunities.
2. Account management
a. Maintenance and development of business from existing accounts.
b. Maintenance and development of business from new business accounts.
c. Ongoing relationship management.
d. Keep all customer documentation up to date- network diagrams, account maps, contact information.
3. Vendor Relationships
a. Maintenance/development of relationships with vendors.
b. Obtaining and maintaining vendor accreditations as required.
c. Technical competence to as high a level as possible.
4. Internal Systems/Reporting
a. Preparation of regular sales progress reports.
b. Confirmation regarding the quality of initial meetings arranged by telesales.
c. Attendance and participation in regular sales progress meetings.
d. Real time maintenance of customer records on CRM system.
e. Management of own diary (plus any teamed internal sales staff) ensuring optimal use of time and resource.
f. Completion of internal documentation regarding sales closed or lost. **
We identify the main stages of the sales process as follows:
1. Initial meeting to identify and qualify opportunity, ensuring that the four main qualification criteria are met (decision maker, defined project, budget and timescale).
2. Preparation and presentation of alternative solutions, together with preferred route. ***
3. Preparation of commercials/quotations, including sales and cost prices, availability and timescales, related services revenues, ensuring that expected profit margins are achieved. **
4. Obtaining agreement in principle on commercials.
5. If product evaluation is required, preparation and agreement of specific evaluation criteria and timescales, together with confirmation of purchase on successful completion of testing. ***
6. Management of evaluation process. ***
7. Close sale.
Hydra uses a sales process known as Account Management Excellence. AME is not onerous and was introduced to assist sales staff in account management and prioritisation.
Hydra operates mainly in the City. We rarely do business outside the M25 and most customers are within walking distance of the office. The role is therefore office based, and staff are expected to base themselves at the companys offices in the City.
** Once an appropriate level of activity has been built up, sales admin support will be provided to deal with matters such as internal documentation, obtaining quotes from suppliers and sales order processing and delivery.
*** Technical support is always available to assist where required. Any solution proposed to a prospective customer MUST be validated by the technical manager before it is presented to the customer. This does not remove the requirement for sales staff to be technically competent.
Key Targets
# Annual gross profit target is split into quarters/months so that commission can be paid monthly in arrears. The target is reduced in the first year. The target will only increase if the basic salary increases.
# Minimum acceptable performance is 50% of target.
# Minimum acceptable performance is 100% of business committed.
# Pipeline should exceed annual target.
# CRM records for all prospects and customers to be up to date at all times.
Remuneration
1. Basic salary depending upon experience and track record. Salary will not be a barrier to attracting the best.
2. Commission based on performance. At 100% of target, total remuneration will be 2 x basic salary. There is no cap on commission earnings and once the target has been exceeded, commission rises to 20% of GP. Above 150% of target it rises to 30% of GP.
3. Discretionary annual bonus based upon overall company performance.
4. After 1 years service, the companys pension scheme will match the employees contribution.
5. Discretionary private health cover.
6. In the event that the company is sold, all current employees will receive an ex-gratia payment based on length of service, seniority and performance.
Career Progression
1. The initial step, once success has been demonstrated, will be to take on responsibility for some of the companys larger accounts.
2. The next step would be to take on an internal sales person. Sales admin staff may also be added.
3. Further success may result in a promotion to a sales management role, taking on responsibility for a team of external sales people and their support staff.
Priorities
1. Prospecting new appointments
2. Farming and prospecting existing customers
3. Confirmation/ rescheduling appointments
4. Managing appointment diaries
5. Assisting with account management
6. Assisting external sales staff with sales administration tasks
7. Handle smaller sales opportunities and manage sales process on these appointments
8. Production of regular statistics/reports
9. Maintenance and improvement of vendor product knowledge.
1. Initiate 50 calls day
2. Make 10 contacts per day
3. Arrange 10 appointments per month
4. Close business with at least £5,000 of GP per month
Minimum Performance to Maintain Position with Company
1. Initiate a minimum of 175 calls per week
2. Make a minimum of 25 connections per week
3. Arrange a minimum of 5 qualified appointments per month
4. Close business with at least £2,500 of GP per month
5. Maintain relationships with existing team customers by contacting each customer a minimum of once every 3 months
6. Submit weekly sales statistics by noon each Monday
7. Follow instructions of sales management.
1. Basic salary of £18,000-£25,000 (£25,000 within 1 year if targets are achieved)
2. £50 per appointment for the first 10 qualified appointments in each month
3. £100 per appointment for each appointment in excess of 10 appointments in each month
4. Commission of 1% of GP of teamed Sales Persons GP
5. Discretionary annual bonus based upon overall company performance.
6. After 1 years service, the companys pension scheme will match the employees contribution.
7. Discretionary private health cover.
8. In the event that the company is sold, all current employees will receive an ex-gratia payment based on length of service, seniority and performance.
1. After a successful period as an internal sales person, the first promotion would be into an external sales role.
2. Further promotions into sales management or directorship would depend upon future performance.
1. Prospecting and qualifying new appointments
2. Prospecting and qualifying existing customers
3. Confirmation/ rescheduling of appointments
4. Managing appointment diaries in conjunction with sales staff
5. Production of weekly statistics from CRM system showing calls made and meetings arranged.
6. Production of monthly list of meetings completed, with sign off from external sales staff confirming that meeting was properly qualified.
7. Maintenance of CRM records, ensuring that contacts database is kept clean.
8. Obtain sufficient knowledge of Hydra products and services to be able to qualify opportunities prior to arranging meetings
1. Initiate 100 calls day
2. Make 20 contacts per day
3. Arrange 20 appointments per month
4. Maintain and develop reasonable knowledge base of Hydra products
1. Initiate a minimum of 350 calls per week
2. Make a minimum of 50 connections per week
3. Arrange a minimum of 10 qualified appointments per month
4. Submit weekly sales statistics by noon each Monday
5. Follow instructions of sales management.
1. Basic salary of £15,000-£18,000 (£18,000 within the first year if targets are achieved).
2. £50 per appointment for the first 20 qualified appointments in each month.
3. £100 per appointment for each appointment in excess of 20 appointments in each month.
4. Discretionary annual bonus based upon overall company performance.
5. After 1 years service, the companys pension scheme will match the employees contribution.
6. Discretionary private health cover.
7. In the event that the company is sold, all current employees will receive an ex-gratia payment based on length of service, seniority and performance.
1. Once a successful track record has been demonstrated, the first promotion would be to an internal sales role, teamed up with an external sales person. This would normally happen after approx 12 months.
2. After a successful period as an internal sales person, the next promotion would be to external sales.
3. Further promotions into sales management or directorship would depend upon future performance.
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