Field Sales Executive Glasgow   £34000 per annum + OTE £42,500 + Car +Benefits

Eden Scott are currently recruiting for an experienced Field Sales Consultant to join one of the UKs leading media organisation.
The role will cover South West Scotland for 3 months of the year, the other 9 months will be spent in and around the Carlisle and Stoke area.
You will be responsible for selling a solution of packaged business leads to maximise revenues, customer growth and satisfaction.

Main Challenges
 Acquiring new customers to generate new revenue.
 Maintaining and penetrating existing accounts to generate increased revenue
 Achieving sales, quality and customer satisfaction targets as defined in the sales plan for their department.

Key Activities
Planning and Preparation
 Thorough industry and classification planning.
 Thorough competitor analysis of external customers.
 Analysing data and translating it into useful opportunities.
 SWOT and PEST analysis of customers/markets.
 Flexibility of approach - viewing customer on their own merits.
 Planning the time to plan as well as anticipating challenges and planning for these.
 Documenting planning activity
 Identify objectives for each customer, what would success look like, key questions to focus on.
 Planning networks.
 Securing the Customer meeting.
Conducting the Sales Meeting
 Maximise effectiveness of sales collateral.
 Introduction and agenda setting.
 Conducts in depth business review to analyse account performance.
 Rapport building and trust, use of open questioning.
 Judgement around customer - putting self in customer shoes.
 Use of optimistic and positive language.
 Greater breadth of questioning.
 Adopting a customer centric approach.
Closing the Sale
 Creating solutions on the fly.
 Creative presentation of the organisations proposition.
 Ability to articulate the benefits of products and proposition.
 Making the pitch in a customer friendly way.
 Managing the expectations of the customer for continuous contact with the organisation

Knowledge and Skills
 Proven sales skills including prospecting, closing, telephone and face to face in a business to business area.
 People orientated, excellent listening skills.
 Able to build relationships.
 Analytical and quantitative skills.
 Demonstrated negotiating skills.
 Good time management.
 Strong organisational and planning abilities.
 Computer literate.
 Understanding of SEO/SEM - New Media proposition.
 Strong commercial acumen.
 Knowledge of customer products.
 Demonstrable understanding of market they work in
 Demonstrable understanding of building sales propositions
 Able to evidence track record of success
 Full driving license with no more than 6 points
 Eligible to work in UK

Job Reference:   14354

Closing Date:     11-Feb-2010

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