Internal Sales

Company Profile:

The Company is a leading supplier of innovative packaging solutions, offering the largest range of quality packaging and office supplies.

Title: Internal Sales

Salary: Circa £30,000

Purpose of job:

Internal Sales Managers are part of the Large Customer Development (LCD) Sales team whose role it is to maintain, defend and grow our market position. The role jointly manages (with a field-based Key Account Manager) a portfolio of circa 250 accounts worth around £3m. This portfolio will be made up of circa 160 A+, A and B accounts, 60 large potential accounts from our customer base of CDE accounts and 30 new accounts.

The purpose of the Internal Sales role is to proactively maximise the spend of customers within their region by identifying linked or associated products (gap analysis) and to maximise the value-added benefits of working with the company as their sole packaging and workplace supplier. An Internal Sales Manager will do this by working with their KAM to create and implement effective call and visit cycles adapted to the individual needs of their customers. They act with the needs of the customer at the heart of their decision-making, striving to build loyalty and satisfaction through every interaction.

An Internal Sales Manager will achieve this by managing specified customers through agreed call cycles, and supporting the KAM with order processing, quoting and arranging visits where appropriate. Internal Sales Managers and KAMs are accountable for the same region and, as such, there is an expectation that they will succeed together.

Key Performance Indicators:

• Regional Invoiced Sales
• Regional Invoiced Margin
• Account Retention Rate
• Call Cycle Compliance

Key Accountabilities:

• Accountable for ensuring all communication is honest, open and respectful and has the customer at the centre of the decision-making.
• Customer - To identify and maintain a call cycle that defends and develops our position in the market in order to capitalise on any opportunities for growth within the region.
• Do the Right Thing - To ensure that the need of the customer is the priority when setting call and visit cycles and to work closely with your regional KAM to develop and adjust these cycles where necessary.
• Be Accountable - To maintain an acceptable level of customer retention and development within your region ensuring margin is managed at an acceptable level
• Be the Best - To map out and maintain a call cycle to the requirements of the customer ensuring that the potential is maximised and a long-term relationship is built
• Succeed Together - Demonstrate unconditional teamwork towards the wider sales teams. This includes sharing best practices and being open, honest and respectful in providing constructive feedback to wider members of the team.
• Responsible for building relationships with internal stakeholders, including Operations, Finance, and the product, planning and purchasing team to ensure that customers' expectations can be met and are managed effectively.
• Accountable for driving own personal development and responsible for building relationships with other sales team members too enable all members of the team to reach their full potential.