CRM Sales

JOB ID: 3496
INTERNAL ROLE TITLE: CRM Sales, Aspective
FUNCTION: New Business Development for Aspective, CRM & Field Service
REPORTS TO: VP Sales, Aspective CRM & Field Service, Aspective, Vodafone UK
DEPARTMENT: Aspective, EMS, EBU, Vodafone UK

Role summary

Responsible for leading all aspects of the new business sales cycle from identifying prospects, submission of proposals, through to negotiating and business closure for solutions based on the range of partner software applications that are offered by the Aspective CRM & Field Service team.

Essence of role

1. Achieve contracted revenue targets from development of new business opportunities
2. Effective communication, both orally and in writing, to sell high value added propositions, typically in the range £500,000 to £1,500,000, at boardroom level
3. Co-ordinate with internal and partner resources in preparation of lead generation campaigns, commercial proposals, technology demonstrations, negotiation of terms etc
4. Utilise consultative approach to deliver best practice and thought leadership to address customers specific circumstances and business needs
5. Manage multiple customer opportunities in parallel, often with multi-tiered relationships and long campaign life cycles
6. Work in conjunction with Aspective sales and marketing management to develop the Aspective go-to-market approach and proposition for CRM and Field Service related solutions; including service management, workforce management, scheduling, mobility, business intelligence
7. Liaise closely with Aspective chosen technology partners to deepen our relationships and relevance with the objective of being their preferred implementation partner

• Provide excellent customer experience which underpins the Aspective and Vodafone brand
• Introduce Vodafone mobile connection opportunities whenever possible

Role dimension

Financial (limits/mandates etc.)

• Meet and exceed contracted revenue targets
• Meet and exceed other KPI’s allocated from time to time

Non-financial (customers/staff etc)

• Manage customer relationship and opportunity pipeline
• Provide accurate pipeline forecasting , both financial and for Aspective resources
• Market and competitive awareness
• Deliver CRM and Field Service propositions through thought leadership to customers
• Follow all Vodafone governance and procedures

Typical outputs

• Achieve financial contracted revenue targets
• High conversion rate of opportunities
• Accurate opportunity pipeline forecasting
• Development of propositions
• Develop the knowledge, skills and behaviours of self and others
• Driving of lead generation activities

Competency / Performance Driver

Putting Customers First

• Understands the value of profitable customers and maintaining the reputation of the Aspective and Vodafone brand
• Listens to & understands customers’ needs
• Develops excellent relationships

Making a Personal Difference

• Objectively assesses the sales opportunity
• Develops and executes a winning strategy
• Strategic management and thought leadership
• Positive and courageous
• Personal impact
• Open, trustworthy & trusting
• High level of integrity
• Resilient, takes personal responsibility
• Curious, seeks opportunities to learn
• Flexible

Communicating for Impact

• Communicates with enthusiasm & clarity
• Inspires & influences stakeholders
• Excellent presentation and written skills and articulation

Performing Through People

• Team player
• Motivates and coaches team to perform and succeed

Managing a Changing Environment

• Analytical, simplifies the complex and ambiguous
• Thinks laterally & creatively
• Displays sound judgement, solves problems
• Manages stakeholders and risks

Delivering Results

• Can do, delivers, drives Vodafone to win
• Sets & prioritises challenging targets
• Decisive, makes decisions
• Focused, manages own time & resources
• Sales and negotiating skills
• Manages risk

Technical/Professional expertise

• Proven track record of selling enterprise software solutions and consultancy services with long and complex sales cycles
• Subject matter expertise in one or more of the following; field service management, resource scheduling, or specifically Siebel CRM. Advantageous to also have experience of mobility applications.
• Excellent customer management and presentation/communication. Able to articulate the concepts and benefits of ROI, matured through experience of selling to senior management level.
• Ideally educated to degree level with consulting or presales background.
  

To apply for this role email recruitment@aspective.com quoting 3496 as reference.