Qualifed Sales Engineer
Location: South Africa Posted Date: November 10, 2014
Employer: To view company name. See instructions below Apply By: January 9, 2015
Employer Job Id: CareerMine Job Id: 1143071
Sales Engineer’s primary focus is on:
Prospecting for new opportunities
The qualification of newly identified prospects
Nurturing of existing contacts
The Sales Engineer will work closely with The Company in the development of industry or regional specific content. This Sales Engineer will be an integral part of the National business development team working with the Companies Management team and Consultants
Prospecting for new opportunities
The Sales Engineer is accountable for:
Developing and managing a local demand generation strategy for the identification and qualification of new leads and opportunities within specific target markets.
The Demand generation strategy will define how to exploit inbound leads that come from Marketing campaigns, as well as, outbound leads created by regional prospecting activities (webinars, golf days, networking breakfasts, regional marketing, personal networks, etc).
Developing direct sales efforts for new prospects and opportunities in Continuous Improvement and integrative improvement systems implementation for efficiency improvement in
Chemical,
Food, Beverage,
CPG,
Pharmaceutical
Mining & Mineral Industries
The qualification of newly identified prospects
The qualification process will assess whether those prospects are ready to engage (what we call a Sales Qualified Lead) with Sales Executives and/or Leadership.
The Sales Engineer will support the Sales and Leadership to convert the Opportunity to a sale.
Nurturing of existing contacts
Analyse CRM feedback; draft solutions to issues identified and discuss these with Regional Managers or Directors (as applicable).
Engage with existing clients to understand their current experience of the companies and their future needs.
Key Responsibilities:
This role is responsible for new business by developing relationships with prospective accounts through:
Lead sourcing: identifying sufficient decision-maker and influential contacts to add to nurturing campaigns.
Ensure all communication and sales activities are documented and updated regularly in Sugar CRM.
Lead qualification: conduct BANT qualification of prospects, assessing if prospects have the budget, authority, need, and timeline to make purchasing decision.
Lead research: conducting initial research on prospect to identify the decision makers and influencers, understanding the symptoms and causes by discovering the prospect’s problems and challenges (pain points), and establishing the companies relevance to the prospect.
Developing a value hypothesis that will enable Consultants or the Companies leadership to establish relationship/s with the C-Suite and core decision makers
Coordinate activities that will enable Consultants or The companies Leadership to convert opportunities into new customers
Coordinate events within regions to improve the existing clients understanding and establish an avenue to new contacts e.g. golf days, breakfasts
Support the TRACC conference and event management company who run the conference
Maintain a repository of marketing and sales collateral e.g. TRACC, case studies, regional expertise
Ensure a Competitive Advantage is created and maintained
Effectively engage with the prospects to maintain their continued support of the TRACC proposition
Help influence client's selection process and evaluation criteria
Assist Sales and Leadership in the administration and facilitation of the negotiations and closing activities.
Candidate Requirements:
Required Criteria:
Qualified either academically (Finance/Economics/BCom Marketing) or by experience.
Experience in Sales generation, Marketing and information analysis
Able to engage at a strategic level
Innovative
Good communication skills
High Integrity
Delivery focused big thinker
Only shortlisted candidates will be contacted.
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