Desk Based Sales Professional BT Conferencing
Location: Hong Kong - Asia Pacific
Rate: N/A (Permanent)
Key Purpose of the Role:
The key purpose of this role is the management of existing revenue streams and acquisition of new revenue streams within existing accounts and new accounts within the Channel. The post holder will aim to exceed all sales targets by selling the entire conferencing product portfolio and ensuring maximum penetration of services into their accounts in order to enable growth in profitable revenue for BT Conferencing.
Key Job Responsibilities:
1 – Prior sales experience both inbound and outbound.
2 – Experience owning and managing client relationships and expectations.
3 – Experience driving new business/generating a sales pipeline.
4 – Experience working with channel partners such as Microsoft and Cisco.
5 – If internal to BT then experience working with other channels/divisions of BT to drive revenue and generate opportunities.
• This is a pro-active outbound sales call role. Hence necessary skills are either prior sales experience inbound or outbound or experience working in a customer facing target driven environment.
• The DBAM defines, develops and owns key customer relationships and the customer contact strategies for their account patch. The DBAM will manage client relationships and expectations, by driving conferencing usage and penetration throughout their designated account patch in order to exceed target. The role also involves keeping the customer – end user to DM – appraised about new developments and how these can enhance the effectiveness of the client’s functional departments – for example upgrades to their web conferencing service, or enhancements to the BT MeetMe service.
• The DBAM will find and develop new business within their team Channels, working with other parts of BT and their BT Conferencing Channel Managers.
• The DBAM will make significant contributions to company's sales revenue and targets. The impact is primarily short-term through calling campaigns but it is also vital to develop a pipeline for medium and longer term business opportunities such as winning new accounts and generating video conferencing opportunities.
• The DBAMs play a call role in maintaining healthy existing customer relationships within accounts by ensuring customer queries are dealt with quickly and professionally. One of the key parts of the DBAMs job role is ensuring maximum use of remote teams such as Service Management and Operations Centre staff so that they can concentrate on driving revenue.
• The DBAM will be expected to be involved in three hours per day of outbound customer calling. These are not cold sales calls but up sell and cross sell calls to people already using BT Conferencings’ services. The calls will focus primarily around the following:-
o Up selling web conferencing to existing audio conferencing users
o Up selling head sets and audio conferencing phones to existing customers
o Generating leads for video conferencing opportunities
o Generating referrals for additional MeetMe and Web Conferencing users
o Finding out who the key people are in companies and departments who can raise awareness of BT Conferencings services
o Welcome calls to new users - especially those with key job titles such as Director, CSR, Finance Director, HR Director etc
o Seeking out event call prospects (PA’s etc)
o Help co-ordinating CRM campaigns and liaising with marketing, service management and ops - e.g. up-sell / cross sell campaigns, security campaigns (reduce shared accounts) / data integrity work
o Channel prospecting calls
• Support calls if needed for service launches or significant changes
• DBAMs will also log onto the inbound line(s) daily as directed and be setting up customer accounts live as well as working with other team members to maximise resource on both inbound and outbound calling.
• The DBAM will work closely with the Implementation and Adoption Specialists in order to maximise the penetration within an account and to ensure the full usage potential is reached.
• The post holder will work with other areas in BT Conferencing, including Bid, Operations and Service in order to achieve excellent customer satisfaction and reduce time to cash.
• The DBAM may be required to be a Team Leader and / or cover for Account Managers and Line Manager.
Resources for which Job Holder is accountable:
People:
Budget:
To manage the personal T&S & Mobile annual budget £210, submitting all expense claims within the same month they are accrued via the Michael Page Expenses procedure
Fixed Assets:
Desktop & mobile comms
