JOB DESCRIPTION JOB TITLE: External Sales Representative DEPARTMENT: Sales REPORTS TO: Customer Service & Sales Coordinator LIAISES WITH: Internal and External Sales Reps., Customer Service Reps., Accounts Receivables Officers, Fibre Engineer, Project Administrator, Info Tech Officer, Radio Frequency Officer, Procurement Manager, Internal & External clients. ___ JOB PURPOSE The incumbent designs a successful sales strategy geared towards consistent growth of a pipeline of qualified residential, commercial and government prospects while satisfying or exceeding IslandNet’s agent-based revenue targets and client quota. He/she expands existing customer base by building relationships and incentivizing brand loyalty; pursuing sales leads and moving prospective clients through the sales pipeline from qualification to close stages. KEY OUTPUTS Sales strategy designed, implemented, tracked and achieved Employs successful client-servicing strategy to achieve minimum retention rate of 85% of assigned niches Achieves successful Upselling target of minimum of 30% of assigned clients Achieves successful cross selling target as per established SLA case and revenue quota Develops and maintains pipeline of 100 qualified leads monthly Achieves conversion rate of 30% of qualified leads Supports sales team’s performance and cohesion Promotes products and services effectively KEY RESPONSIBILITY AREAS Collaborates with Sales Lead in designing sales plan Develops comprehensive awareness of products and services and keeps apace with IslandNet’s marketing strategies Compiles and replenishes monthly prospect list of 30 qualified leads within each niche Designs and implements relationship-building and Lead generation programme Designs and uses communication protocol effectively (cold calls, emails and sms). Schedules in-person sales appointments and ensures follow through on clients’ requests Qualifies and classifies prospective customers quickly by fact-finding to identify decision-makers and near term prospects Conducts on-going market research and utilizes data analytics to ascertain industry trends, verify budget/affordability indices, decision timelines and competition. Schedules and/participates in promotional sales campaigns The Company reserves the right to amend responsibilities to meet business and organizational needs as necessary and expects the employee to perform any other duties that may be assigned from time to time PERFORMANCE STANDARDS Targets achieved within minimum agreed and approved standards Revenue contribution within 70% of base earnings in 1st Quarter Revenue contribution exceeds base earnings after 1st quarter Maintenance of pipeline of agreed quota of qualified leads MINIMUM REQUIRED EDUCATION AND EXPERIENCE Certificate/diploma/degree in Business Administration/Marketing/Sales 3 - 5 years experience Sales (Inbound/Outbound) Proficiency in MS Office Competence in Autotask Competence in navigating PRTG OTHER SKILLS/CHARACTERISTICS High level of assertiveness and self-awareness Well-organized and responsible with an aptitude in problem-solving, scheduling and lead generation Good interpersonal skills High level of emotional intelligence Excellent written and verbal communication skills Comfortable with change and complexity in dynamic environments Team player with high level of competitiveness SPECIAL CONDITIONS ASSOCIATED WITH THE JOB Islandwide travel May be required to work beyond normal working hours and on weekends Ability to respond quickly to changing/competing issues.
