Desk Based Sales Specialist

Job Description

Closing Date: 17/06/2024

Location: Birmingham Snowhill

Why this job matters?

As a DR to the Regional Specialist Manager of the Mid-Market specialist team, you will be responsible for aligning closely with the Account Management function to build strategic sales plans; build strong relationships with customers; develop pipeline; and successfully achieve sales targets. Maintaining a broad architectural knowledge, having opinions across all areas of BT Specialist Portfolio (Mobile, Voice, Networking, and IT), and understanding this portfolio at a sufficient level is required to generate quality opportunities, and to be able to differentiate our offerings against those of our competition. For the portfolio you are accountable for, you will be expected to have a deep architectural knowledge of your area of specialism, along with the associated systems and processes by working with manufacturer partners, internal product managers and portfolio groups. You will be expected to use skills and knowledge to influence the strategic direction of the BT propositions portfolio based upon customer market knowledge, and effectively articulate our Mid-Market business strategy and that of the wider BT. This role will be responsible for following and understanding the latest trends and developments in our industry worldwide and be able to present and share knowledge to colleagues to improve others learning, as well as delivering campaigns and events to help deliver revenue growth targets.

Particular emphasis will be placed on acting as an ambassador both in the external market and within internal stakeholders, demonstrating best in class sales behaviour and delivering excellent customer experience results This role will also be accountable for working with finance and Pricing to understand the P&L in detail for the customer solutions being sold to ensure margins on all deals are maximised and component pricing parameters are aligned to market expectations.

What you’ll be doing

• Manage, deliver, and exceed sales targets for a specific customer base in the region.
• Develop solutions that exceed customer needs, ensuring return on investment and profitability for BT.
• Maintain up-to-date architectural knowledge and influence stakeholders with insights on emerging technologies.
• Drive high levels of customer satisfaction and advocacy through personal efforts and team collaboration.
• Create incremental sales opportunities across the BT portfolio and achieve sales targets.
• Develop and execute sales plans with Account Managers to retain existing business and grow new revenue.
• Promote service attachments to product sales for a diverse product mix.
• Ensure timely service renewals within the customer base.
• Maintain accurate forecasts and robust pipelines.
• Foster peer and executive relationships within virtual teams and wider BT.
• Collaborate with finance and Pricing to optimize deal margins and pricing parameters.
• Lead the migration from traditional services to new core propositions.

The skills you’ll need

• Proficient in analytical skills including forecasting, pipeline management, P&L analysis, and competitor proposal evaluation.
• Capable of engaging at a board level with customers to strategically position BT and its competitive advantages.
• Possess excellent financial and commercial acumen.
• Demonstrated resilience in achieving challenging targets.
• Ability to plan, forecast, and report on sales plans and targets.
• Skilled in working autonomously, as part of a team, and presenting a professional image.
• Willingness to travel and work from customer and BT sites as needed.

What we would like to see on your CV

• Demonstrated success in meeting sales targets consistently.
• Proficient in managing change and prioritising multiple demands effectively.
• Strong communication, presentation, and interpersonal skills, with a knack for influencing and negotiating.
• Familiarity with industry-standard sales methodologies.

Benefits

• 50% OTE
• Pension scheme (up to 10% BT contributions)
• Flexible Hybrid working
• Access to training and development to help you grow with us
• 25 days annual leave (plus bank holidays)
• Shares Plan
• Flexible benefits: cycle to work, childcare vouchers, healthcare, etc.
• Discounted BT products and services

A FEW POINTS TO NOTE:

Although these roles are listed as full-time, if you’re a job share partnership, work reduced hours, or any other way of working flexibly, please still get in touch.

DON'T MEET EVERY SINGLE REQUIREMENT?

Studies have shown that women and people who are disabled, LGBTQ+, neurodiverse or from ethnic minority backgrounds are less likely to apply for jobs unless they meet every single qualification and criteria. We're committed to building a diverse, inclusive, and authentic workplace where everyone can be their best, so if you're excited about this role but your past experience doesn't align perfectly with every requirement on the Job Description, please apply anyway - you may just be the right candidate for this or other roles in our wider team.