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Department: Sales - Retail Sales
Location: UK/Field based
Description
We are looking for a Retail specialist who may have spent some time in their career working in the Quick Service Restaurant (QSR), hospitality, or core retail (fashion and grocery) sectors, but not exclusively. This role will have Business Development responsibilities through prospecting for new clients within the Retail Sector but will also be expected to broaden & deepen existing customer relationships through networking, direct approaches, or other creative means of generating interest from potential clients within Tier 1 & Tier 2. The role is responsible for planning persuasive approaches and pitches that will convince customers and potential new clients to collaborate with Glory. The successful candidate will ideally already have access to an extensive contact list of clients they can bring create opportunities with and be able to develop a rapport with new clients, own revenue targets for sales and provide support that will continually improve the customer relationship. This is a pure new business ‘hunter’ role to bring in new account relationships and will hand these relationships over after a specified time period.
You may also support the activities of others responsible for developing business for the company. Strategic planning is a key part of this job description since it is the role holder’s responsibility to develop the pipeline of new business. This requires a thorough knowledge of the Retail market, the solutions/services the company can provide, and those of the company’s competitors.
Key Responsibilities
- Professionally trained New Business ‘hunter’ with at least five years of demonstrable success in achieving sales success at a National level and major opportunities.
- Prospect for potential major new clients and convert the opportunities into new business relationships.
- Demonstrate that they have or can quickly build an extensive network of contacts.
- Direct approaches as appropriate within your market or geographic area to ensure a robust pipeline of opportunities. * Meet potential clients by growing, maintaining, and leveraging your network.
- Identify potential clients, and the decision makers within the client organization.
- Research and build a network of relationships with new clients.
- Set up meetings between client decision makers and company’s practice leaders/Principals.
- Plan approaches and pitches. * Work with the team to develop proposals that speak to the client’s needs, concerns, and objectives.
- Create new routes to market to creatively position Glory portfolio of hardware/ software solutions to a client base.
- Have the credibility of a reputation as a trusted/ knowledgeable partner to prospective clients.
- Participate in pricing the solution/service.
- Handle objections by clarifying, emphasizing agreements, and working through differences to a positive conclusion. * Use a variety of styles to persuade or negotiate appropriately.
- Present an image that mirrors that of the client.
- Drive the entire sales cycle from initial customer engagement to closing sales.
- Prospects for potential customers using various direct methods such as calling and face to face meetings, and indirect methods such as networking.
- Maintain a high level of relevant domain knowledge (Retail, Wholesale, Hospitality, QSR, F&B) in order to have meaningful conversations with prospects.
- Make presentations to senior managers and decision makers.
- Draft and deliver proposals.
- Work with technical staff and product specialists where required to address customer requirements.
- Develop and maintain portfolio plans which outline how sales targets will be met on an ongoing basis.
- Develop and maintain key account plans that identify opportunities for the company to deliver value, strategic motivators, main stakeholders, buying processes and forecasted sales.
- Report on sales activity
- Cultivate strong relationships with third-party and partner companies that may be required to deliver full solutions to customers.
- Work with marketing to plan and execute lead generation campaigns.
- Provide feedback to sales management on ways to decrease the sales cycle, enhance sales, and improve company brand and reputation.
Management and Research- Submit weekly progress reports and ensure data is accurate.
- Ensure that data is accurately entered and managed within the company’s CRM or other sales management system.
- Forecast sales targets and ensure they are met by the team.
- Track and record activity on accounts and help to close deals to meet these targets.
- Work with marketing staff to ensure that prerequisites (like prequalification or getting on a vendor list) are fulfilled within a timely manner.
- Ensure all team members represent the company in the best light.
- Present business development training and mentoring to business developers and other internal staff.
- Research and develop a thorough understanding of the company’s people and capabilities.
- Understand the company’s goal and purpose so that will continue to enhance the company’s performance.
- To ensure routine use of bid review/approval processes, sales reporting and pipeline management/CRM tools
Skills, Knowledge & Expertise
Education Level:- Educated to degree level desirable but not essential
Qualifications: - Several years of related sales experience
REQUIRED SKILLS AND COMPETENCIES- Retail Industry knowledge or background (Either quickly build or ideally have an extensive network of contacts)
- Networking
- Persuasive communication style
- Presentation and public speaking skills
- Research, Analytical & Prospecting skills.
- Motivation for Sales
- Prospecting Skills
- Sales Planning
- Identification of Customer Needs and Challenges
- Territory Management
- Meeting Sales Goals
- Professionalism
- CRM
- Microsoft Office.
Job Benefits
- Company car allowance
- 25 days' holiday a year with the opportunity to buy up to five additional days each year
- Competitive Company pension scheme
- Sales Commission Plan
- Ongoing training and development
- Private medical insurance for all employees, (enhanced membership can be purchased for other family members)
- Life assurance
- Income protection scheme
- Dental insurance for all employees
- Employee assistance programme
- Loyalty awards
- Employee wellbeing events and Mental Health First Aiders
- Employee My Benefits portal offering extensive retail discounts
- Opportunity to volunteer for charity work
