BT Careers – Sales Specialist, Mobile In Brighton, UK

Overview

Position Title: Sales Specialist, Mobile

Company: BT Group

Location: Brighton, UK

Job Description:

The role holder will work within the Field Sales division of Business & Public Sector UKSME division. Reporting to the Specialist Sales Manager. They will be responsible for new business sales within a defined segment (target company size and geographical territory) within the UK SME customer base (typically, but not exclusively companies with <250 employees). He/she will self-source leads and sell new connections, products and services to achieve revenues in line with business objectives and sales targets. The role holder may also work as part of a wider virtual team and be responsible for generating leads for other BT sales teams

The individual will be responsible for identifying, developing and closing sales through sustained Prospecting and activity. They will be able to develop strong internal relationships delivering solutions to meet customer demands and requirements. He/she will have a clearly defined sales methodology & will be required to create and present a credible sales plan. Keeping up to date with market developments & customer insight will be needed in order to contribute to the wider Field Sales strategy.

BT Enterprise has around 1 -2 million customers and serve over half the FTSE 350. Our customers range from big household names, government departments and public service organisations right through to small businesses and new start-ups. We cover both the communications and IT services markets. Overall we’re focused on four main product markets: Fixed Voice; Mobility; Fibre and connectivity; networked IT services provided over the biggest UK network in both fixed and mobile communications.

Our Wholesale business helps communications providers (CPs) and other organisations provide fixed or mobile phone services. Our ventures provide mass-market services like directory enquiries and payphones, and enterprise services including BT Redcare. We also offer specialist enterprise services to our Internet of Things customers.

Responsibilities:

• Be an exemplar for BT system usage and drive the right behaviours of SF.com usage within BTLBs
• To adhere to and exceed minimum productivity (customer visits) measures
• Understand and sell the whole product portfolio, including voice, data and new customer solutions as appropriate to customer needs
• Maintain professional customer liaison and ensure the ethics of Best Advice are followed at all times
• To understand customer requirements & provide solutions Assist in training / coaching development of the wider (sometimes virtual) team
• Support & Implement the Field Sales Strategy launching propositions into the UKSME market
• Grow market share and customer revenues across a variety of portfolio areas
• To own the regional and personal forecasting for specific products / propositions
• Interface with other internal departments (e.g. customer services) as required ensuring that customer issues are resolved to their satisfaction
• Comply with all Mandatory Training required for your role in a timely manner
• Provide a professional handover of accounts as necessary on a timely basis
• Maintain a high awareness and knowledge of the SME market, including industry, competitors and telecoms and internal activities to ensure that all business opportunities are identified, considered and implemented appropriately
• To create cross portfolio, customer need focussed solutions as appropriate
• Support the Sales Effectiveness program to continuously improve sales behaviours & capability
• Act as an ambassador for BT and BTLB across the external market and within internal stakeholders, demonstrating best in class sales behaviour and delivery of excellent customer experience results
• Operate within published commercial and contractual guidelines, making effective use of escalation routes
• Make a positive contribution towards the employee engagement survey
• To lead by example
• Take personal responsibility for developing a Personal Development Plan
• Comply with all elements of the SME sales charter, and with all company policies and procedures
• Provide accurate detailed monthly and quarterly forecast and ensure information on Sales Force.com is kept up to date
• Help and support your team mates to the best of your ability
• To establish key internal and external relationships to support their sales plan
• To drive appropriate awareness of products for all segments and lead the drive of campaigns for specific portfolio
• To contribute in identifying in business & market needs, across a variety of portfolio areas, feed this back to internal BT stakeholders to help drive future direction and segment development

Requirements:

• Appreciation of channel environment and winning through others
• Working collaboratively
• Strong presentation skills
• Experience of selling EE network is an advantage, but not essential
• Strong commercial awareness
• Comfortable working with all aspects of organisational effectiveness, including people, process and systems
• Able to make commercial decisions within defined delegation levels
• Significant experience within the field sales environment
• High level of personal resilience
• Customer and partner focused
• Experience and track record of selling in the mobility market Ability to demonstrate the self generation of new business opportunity via various methods
• Evidence of sound commercial judgement and decision making capability
• Good negation skills able to create win/win outcome
• Demonstrable communication, interpersonal and relationship management skills
• Sound technical understanding of BT’s products and services is an advantage but not essential
• Challenging, empowering leadership style
• Strong stakeholder management skills
• Evidence of delivering consistent new business results, revenue growth and positive customer satisfaction
• Negotiation and influencing skills
• Educated to degree level, or relevant job experience