Sales Executive at Interswitch

JOB PURPOSE

To execute sales according to sales plan and detailed activities, and in accordance with Interswitch Sales Networks' policy and procedures. To comply with sales regulatory requirements, and report progress to Team Lead, Sales (CORPORATES).

RESPONSIBILITIES

Data Exploration, Insights and Reporting

• Conduct research and select relevant information to enable analysis of key themes and trends using primary data sources and business intelligence tools.
• Leverage sales tools and methods and deploy consistent communication channels with customers to enhance service delivery.
• Use data from a wide range of sources to analyse key themes, and identify trends  of customers’ interests, direction and sales and suggest changes to products and services accordingly.
• Contribute to the preparation of various data and analytics reports.
• Develop weekly progress reports which include activities progress against set timelines, key risk and control indicators, and overall improvements on current processes and procedures that minimise relevant risks, and submit reports to Team Lead, Sales.

Customer Relationship Management / Account Management / Prospecting.

• Develop and implement a customer contact plan to communicate product launches and engage the customers in relevant sales campaigns.
• Act as first point of contact for customer queries and complaints and resolve these, referring complex issues to the Team Lead, Sales and ensuring that the customer receives an appropriate response.
• Deploy sales network integration, and participate in communication with business partners, service providers and subsidiaries.
• Attend meetings led by Team Lead, Sales along with relevant stakeholders, and acquire client needs on sales processes and requirements and execute sales mitigation activities in line with communicated requirements.
• Build and maintain long-term relationships with contractors, clients, and consultants in sales ecosystem.
• Resolve queries from internal or external customers or suppliers by providing information on complex processes and the related policies, referring to others where necessary for interpretation of policy.

Sales Opportunities Creation

• Identify potential customers by obtaining information, referrals, and recommendations from existing customers and other contacts and through participation in trade shows and conferences.

Customer Needs Clarification

• Set clear objectives for each sales call or meeting, use standard materials to make a presentation to the customer and ask relevant questions to evaluate the customer's level of interest and to identify and respond to areas requiring further information or explanation.

Sell Customer Propositions

• Use personal expertise to identify the complex standard products and service offered by Interswitch that meet the customer's needs, together with quantities and product configurations.
  Present these to the customer with a clear rationale and at standard commercial terms, referring to Team Lead, Sales where necessary to ask for concessions (e.g. price reduction) that gain the customer's agreement.

Customer Relationship Management (CRM) Data

• Schedule follow-up actions and enter relevant information into the customer relationship management system after each contact with a customer to create a call plan and to ensure that Interswitch has quality data to enable effective customer retention and business development activities.

Operational Compliance

• Develop knowledge and understanding of the Interswitch's policies and procedures and of relevant regulatory codes and codes of conduct to ensure own work adheres to those standards.
  Obtain authorisation from Team Lead, Sales for any exceptions from mandatory procedure.

BEHAVIORAL COMPETENCIES

 Manages Complexity

• Makes sense of complex, high quantity, and sometimes contradictory information to effectively solve problems. 

Communicates Effectively

• Develops and delivers multi-mode communications that convey a clear understanding of the unique needs of different audiences. 

Ensures Accountability

• Holds self and others accountable to meet commitments. 

Tech Savvy

• Anticipates and adopts innovations in business-building digital and technology applications.

Customer Focus

• Builds strong customer relationships and delivers customer-centric solutions. Frequently adjusts approach to ensure customer needs are met and to improve service.

Instills Trust

• Gains the confidence and trust of others through honesty, integrity, and authenticity. For example, demonstrates integrity, upholding professional codes of conduct. Instills trust by following through on agreements and commitments despite competing priorities and by being honest and straightforward.

Interpersonal Savvy

• Relates openly and comfortably with diverse groups of people. 

Plans and Aligns

• Plans and prioritises work to meet commitments aligned with organisational goals. 

Builds Networks

• Effectively builds formal and informal relationship networks inside and outside the organisation.
• Leverages a wide network to provide insight and influence outcomes.

SKILLS

 Data Collection, Analysis, Assessment and Control

• Works without supervision and provides technical guidance when required on analysing data trends for use in reports to help guide decision making.
• Works without supervision and provides technical guidance when required on analysing data from multiple sources to draw appropriate conclusions and make suitable recommendations.
• Works without supervision and provides technical guidance when required on acquiring, organising, protecting and processing data to fulfill business objectives.

Policy, Procedures and Regulations

• Works without supervision and provides technical guidance when required on developing, monitoring, interpreting and understanding policies and procedures, while making sure they match organisational strategies and objectives.
• Works without supervision and provides technical guidance when required on interpreting and applying knowledge of laws, regulations and policies in area of expertise.

Initiates Compelling Sales Conversations

• Works without supervision and provides technical guidance when required to propose a mutually agreed-upon agenda to start sales conversations that offer value to the client.
• Adds value through perspective; Confirms client understanding; Leverages pre-call  prep; Leverages pre-call prep for partnerships; Proposes mutually valuable agenda; Provides context for conversations.

Knows Buying Influences and Manages Indifferences

• Works without supervision and provides technical guidance when required to accurately identify and understand the key buying influences pertaining to an opportunity.
• Works without supervision and provides technical guidance when required to acknowledge and ask questions to understand the circumstances surrounding client indifference.
• Assesses buyer feelings about the proposed solution; Assesses each buyer's sense of urgency and readiness; Identifies all buyers and their level of influence;
• Leverages a strategic coach to support the partner relationship; Secures a coach within the buyer organisation to facilitate introductions and access; Seeks to understand each buyer's desired business results and concerns; Acknowledges indifference; Identifies new needs or opportunities; Probes for relevance to proceed; Probes to understand indifference.

Customer-Focused Approach and Build Rapport

• Works without supervision and provides technical guidance when required to orient the seller's organisation around delivering to the key needs of their customers.
• Works without supervision and provides technical guidance when required to continuously provide effective solutions and value to the client's organisation.
• Works without supervision and provides technical guidance when required to quickly and effectively establish trust within the buying centers in the client's organisation.
• Confirms understanding; Incorporates client's point of view; Provides relevant context; Reinforces professional capability; Respects the client's time; Shows empathy with buyer's circumstances; Shows interest in buyer needs;
• Collaborates with customers; Elevates partner insights; Keeps customer at center of sale; Uses common terminology.

In-Depth Questioning

• Works without supervision and provides technical guidance when required to explore the depth and breadth of a problem, draw out the implications of not changing, and help clients self-discover and articulate the value of a solution.
• Differentiates between complaining and a desire for action; Explores client problems and solutions; Seeks to understand the client's situation.

Review and Reporting

• Works without supervision and provides technical guidance when required on reviewing and creating relevant, lucid and effective reports.

Prospecting, Qualifying and Closes Effectively

• Works without supervision and provides technical guidance when required to identify ideal potential clients.
• Works without supervision and provides technical guidance when required to spend the appropriate time for the size and potential of each opportunity.
• Works without supervision and provides technical guidance when required to arrive at mutually beneficial commitments that help move the sales / client relationship forward.
• Defines ideal client; Evaluates partnership's value contribution; Identifies clientorganisation fit; Identifies long-term clients; Closes calls with mutually beneficial commitments; Focuses toward mutual profitability; Pre-plans for commitment;
• Identifies and communicates benefits; Identifies budget and timing; Identifies competition; Qualifies opportunities; Invests appropriate effort.

Effectively Presents Solutions

• Works without supervision and provides technical guidance when required to clearly present solutions that link directly to the key objectives and challenges important to the client.
• Aligns stated needs with solution benefits; Communicates offerings in a compelling way; Compels clients to a desire to act; Conveys initiatives to partners; Explains how the solution aligns with needs; Invests appropriate time to understand core needs; Offers solutions at the optimal time.

Understands Issues / Motivations

• Works without supervision and provides technical guidance when required to quickly identify and accurately articulate why a client does or does not want a change based on their business objectives and challenges.
  Adapts to changing goals / objectives; Identifies key interests; Maintains focus on win-win goal; Recognises key negotiation points; Shares goals and recognises value.

Customer System Operation

• Works without supervision and provides technical guidance when required on understanding and effectively operating all customer management systems.

EDUCATION 

• University First Degree in Business Administration, Sales and Marketing or Finance-related field.

EXPERIENCE

• At least 4 years experience in Sales in order to enable the job holder to deal with the majority of situations and to advise others.