Sales Executive

Sales Executive

eTeam Workforce Pte Ltd
3-6 years
Not Specified

Job Description



Job Description
Main purpose of role:
  • Responsible for developing, coordinating and driving Client within the business sector.
  • Ensuring growth of allocated Client contracts with corporate and government business partners, achieving set revenue targets, developing organizational capacity, project management and leading negotiating major bids on optimal commercial / risk terms.

Core Key Responsibilities / Accountabilities:
TARGET SALES
  • Meets, and aims to exceed, personal, team and divisional Client Budgeted Greenfield GET, GROW and KEEP Sales Targets for each calendar year.
  • Ensures that Pipeline business is a quality one and that it is sufficient to cover budgeted sales targets.
  • Focusses on sector assigned but must follow up and refer other opportunities to line management for guidance if outside personal sector.
  • Follows and adheres to the Sales Process in respect of Prospecting, Qualifying, Proposing, Negotiating and closing.

PRE SALES
  • Assist to ensure competitive pricing is provided to clients. If special pricing is required seek written approval in advance together with reasons for the required special approval.
  • Ensure all correspondence, product / service data material and presentations that is sent to clients is current and in accordance with G4S corporate image guidelines.
  • Use sales materials, that will help promote sales and win new business.
  • Recommend relevant sales materials to be developed.
  • Uses appropriate sales tools to help make sales effectively.
  • Prepares written Proposals and relevant correspondence for clients and ensures all details are correct, current and accurate and approved in advance as appropriate.
  • Ensures that all proposals / tenders submitted have the correct and up to date information within them and ensures that proposals and tenders are submitted on time every time. Check and prevent errors such as wrong client names created by cut and pasting from other proposals.
  • Prepares and gives presentations to clients and gets Operations and senior management support as appropriate.
  • Carries out security survey's together with Operations as applicable to ensure any security solution proposal covers / mitigates the identified risks associated with the site / task being proposed.
  • Attends approved and appropriate Trade Events, Business Chambers network meetings.

COSTINGS / PRICING
  • Ensures all costings are approved in writing in advance in accordance with prescribed costing formats.
  • Ensures a costing is done and gets approved for all sales including new sales (permanent and temporary) as well as additional sales.
  • Emergency approvals can be given via emails initially by the authorized company management personnel and then followed up by using a summary format as held by the Commercial Team.
  • Ensures all gross margins are identified and approved in the costing.
  • Works closely with the Client Commercial Costing Team and in their absence of Client Senior Finance Manager to get accurate costings out on time.
  • Ensures line item costs within costings are checked to ensure accuracy and up to date.
  • Ensures costings are checked fully, correctly and that they are maintained confidentially.
  • Advises line management of changes in the market place re-pricing, services offered and/or tactics adopted by competitors in the market place.

AFTER SALES & CUSTOMER SERVICE
  • Ensures smooth start-up for new Client contracts by correct planning and that procedures are in accordance with the Contract Start-Up instructions working in close conjunction with relevant Operations.
  • Pro-actively manages client relationship and alerts Ops or HR in writing of any issues that the client wants resolving. The aim being to maintain, retain and grow business with these clients
  • Identifies opportunities at the existing client for areas of growth in business and or upselling.
  • Following up with and ensuring the clients agree price increases well in advance of contract renewal time (normally 3 months in advance) and when the government introduces increases to minimum wages or other mandatory changes. Ensure that agreed communication process and approved letters are followed. Obtain relevant documents from Contracts Team.
  • Keeping their own personal accounts information up to date in Salesforce at all times.
  • Provides agreed regular and timely reports for sales performance and pipeline business as required by management.
  • Identifies clients that maybe considering termination and advise senior line management to assist in rescuing the contract. If termination occurs then ISO Procedures are to be followed.
  • Assist and communicate regularly with Operations to maintain and improve service quality to the Client, and that requirements and levels meet Client needs and are carried out in accordance with agreed Client service contracts and relevant instructions, SLA's + KPI's as applicable.
  • Assist to ensure complaints are reported and assist to solve where appropriate in a timely manner and in accordance with the divisions ISO QMS.
  • Ensures that requests from Clients are documented accurately and actioned accordingly to the satisfaction of the Client in a timely manner and in accordance with service contracts.
  • Establish and follow a weekly, monthly and annual client visitation / meeting plan for the sector clients.
  • Formal meetings must be documented using prescribed MOM format for the company file and copied to immediate line management and scanned and uploaded to Salesforce. Any action points and deadlines agreed must be followed up with on a timely basis to the satisfaction of the client and in accordance with the service agreement, and any company policies as applicable.
  • Attend meetings as requested / required by and with Client(s) and initiate the same meeting records as the circumstances dictate.
  • Follows and complies with all the company's ISO processes.
  • If there are operational deviations from client expectations documented in client contracts then bring this to the immediate attention of line management stating the relevant and specific service failure / variations from the contract in writing. If necessary escalate to more senior management in a timely manner.
  • Works closely with Client Ops and HR to ensure feasibility and timeliness of service delivery.
  • Responsible for immediately reporting to immediate line management any contract / client that may be considering terminating the company's service and working on / implementing a recovery plan. If a client terminates our service complete the Client Service Termination form and submit promptly.

SALES COMMISSION
  • Ensures that the company sales commission scheme is in place for yourself and signed in writing by yourself and the company.
  • Ensures personal sales commission claims, format and submission are submitted accurately, truthfully and in a timely manner, checked, approved by line management so prompt payment can be made.
  • Ensures IF (Instruction Forms / Work Commencement Notices) are completed correctly and in a timely manner to ensure all relevant staff are aware of actions needed to be taken whether it is for new sales, amendments, reductions, additions, price changes and or terminations.

FINANCIAL
  • Works to help to ensure no loss of contracts nor loss profitability at customer sites / projects through good client relationship management.
  • Ensures that appropriate personal expenses claimed by self are justified, verified and accurately documented for approval by immediate line manager and submitted on a timely basis as appropriate.
  • Responsible for following relevant and pre-approved authority limits for approving relevant work related operating expenses / sales contracts / margins etc
  • Assists with collecting Client Division's receivables in a timely manner from customers and assists in helping the Client debtor days are in line with, or better than budget. Reports to be obtained from Credit Control's Business Partner.
  • Conduct checks with Senior Finance Manager that new and existing contracts in your own portfolio are being invoiced correctly. If discrepancies are found report to Senior Finance Manager and DIR ISS SEA line management immediately to ensure correction. Poor or incorrect invoicing can lead to delays in collections and be a client irritant.

LEGAL
  • Maintains up-to-date information and keeps line management informed in writing regarding any applicable legislation or new legislation for the security industry affecting the Company and or Division / services offered that might be announced or as is appears in press or social media and etc.
  • Ensures that any requests by clients for amendments to contracts / services are correctly documented and advised to the relevant Dept in writing in a timely manner, i.e. in advance of any operational change and ensures invoicing reflects the amendments accurately to avoid client irritation and payment delays.
  • Maintains strong awareness of customer contract terms and conditions of relevant Client contracts to ensure they are strictly observed and the service delivered is in accordance with them.

HEALTH & SAFETY
  • Follows all company health and safety policies and procedures.
  • Reports any poor HSE practices witnessed to line management and HSE Manager in writing.

PERSONAL
  • Live and demonstrate the SAFEGUARDS G4S Values at work at all times and be a role model. Carry out all work lawfully, securely and with integrity.
  • Ensures the smart and correct appearance of self at all times so that the image of both the company and yourself is maintained at the highest levels.
  • Maintain confidentiality of company related work at all times both in day to day interactions and during social times
  • Ensures compliance to all companies Policies.
  • Maintain a Cost Conscious approach to business dealings
  • Maintain a Quality and Quality Improvement focus
  • Maintain and display a positive attitude at all times
  • Always act in the best interests of the company first and foremost and report anyone who does not through Whistle Blowing Safe to Say Channels
  • Make recommendations for business growth improvements and enhancements which should be backed up in writing with appropriate supporting documentation and business cases as appropriate and as required.
  • Maintains high level of contact availability as the business is a 24/7 operation.
  • Follows all company procedures, policies regulations as exist and or as may be amended from time to time and will not work against or disrupt the company or its activities directly or indirectly in any manner that affects or could affect the operations or the profitability or the workings of the company.
  • Do nothing that would bring the company's name or image into disrepute.
  • Encourages and actively participates in the cross selling of all SAFEGUARDS G4S core service streams and the selling of Integrated Security Solutions. Works closely with other SAFEGUARDS G4S Sales Managers and Account Managers.
  • Daily liaison with immediate line management as required
  • Make recommendations for business improvements and enhancements which should be backed up in writing with appropriate supporting documentation and business cases as appropriate and as required.

DECISION MAKING AUTHORITY (Describe the types of decisions which are made alone and those for which the immediate line manager / supervisor must be consulted.)
  • Alone but keeping immediate Line manager informed as appropriate:
  • Non-financial impact operational decisions such as:
  • Client site visit schedules.
  • Changes to service provision of customers that does not adversely affect profitability
  • Approval to sell contracts within Sales guidelines given.

With immediate line manager:
Client contract amendment that affects the legal status of the contract or liability or profitability or validity

No Authority (i.e. must have approval first):
  • Decisions that have Financial impact but only up to limits set by the company including use of petty cash.
  • Sales to clients below agreed gross margins and without appropriate costs inclusion.
  • Termination of Sales and Support staff.
  • Salary or allowance adjustment Sales and Support staff.
  • Increase of overhead
  • Purchase / lease / renting of vehicles, assets or equipment or office / accommodation space the value of which is over limits set by the company
  • Repair of vehicles and equipment over limits set by the company
  • No authority to admit liability or to agree amounts to be paid in respect of claims from clients
  • Credit note issue within limits set by the company
  • Termination of client contracts

KEY PERFORMANCE INDICATORS (KPI's)
The following is a general indicative list of Key Performance Indicators (KPI) that a Managers performance can be judged/assessed on by senior company management. The list is not exhaustive and they are subject to certain parameters and measurements provided separately. The total list may increase or decrease, or change in composition and focus, to meet the demands of the business and the market place. They are all important areas to be aware of and focus on for the efficient management and profitability of the business. These are in addition to the financial performance targets i.e. annual budgets which must be met.
  1. New Sales (GET, GROW & KEEP)
  2. Existing Client expansion sales
  3. Employee retention/turnover rate (of dissatisfied staff)
  4. Contract renewal + price increase
  5. Contract terminations
  6. Incidents at sites
  7. Receivable days (and collections from clients)
  8. Client retention
  9. No. of complaints
  10. Compliance with company ISO system
  11. Client satisfaction
REQUIREMENTS FOR THE ROLE
  1. Formal Education
  2. Relevant formal tertiary qualification professional or Degree in relevant field is preferred.

Experience
  1. Strong background in service sector sales preferred.
  2. 3+ years experiences in sales
  3. Received training in the sales process.

Personal Qualities
  1. Experience in the development of new Greenfield business.
  2. A proven track record in driving business development.
  3. Strong negotiation, communication (written and verbal), persuasion skills and presentation skills.
  4. Computer literacy.
  5. Demonstrates an understanding of the solutions strategy, vision, values, goals and key objectives of the organization.
  6. Accurately assesses people, data and situations and responds accordingly making rational rather than subjective judgments.
  7. Gains customers confidence and trust by demonstrating expertise, empathy and commitment.
  8. Clearly and confidently explains ideas.
  9. Always strives to deliver the highest of standards.
  10. Actively builds relationships and develops networks which are beneficial to SG4S.
  11. Be a Team Player.

Competencies
  1. Awareness Of The Market Environment
  2. Delivering Strategy
  3. Driving Change
  4. Leading People
  5. Delivering Performance
  6. Working With Complexity
  7. Managing Professionally
  8. Customer Thinking
  9. Collaborating And Co-Operating

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