About this role
The role holder will work within the Field Sales division of Business & Public Sector UKSME division. Reporting to the Specialist Sales Manager.
They will be responsible for new business sales within a defined segment (target company size and geographical territory) within the UK SME customer base (typically, but not exclusively companies with
The individual will be responsible for identifying, developing and closing sales through sustained Prospecting and activity.
They will be able to develop strong internal relationships delivering solutions to meet customer demands and requirements.
He / she will have a clearly defined sales methodology & will be required to create and present a credible sales plan. Keeping up to date with market developments & customer insight will be needed in order to contribute to the wider Field Sales strategy.
BT Enterprise has around 1.2 million customers and serve over half the FTSE 350. Our customers range from big household names, government departments and public service organisations right through to small businesses and new start-ups.
We cover both the communications and IT services markets. Overall we’re focused on four main product markets : Fixed Voice;
Mobility; Fibre and connectivity; networked IT services provided over the biggest UK network in both fixed and mobile communications.
Our Wholesale business helps communications providers (CPs) and other organisations provide fixed or mobile phone services.
Our ventures provide mass-market services like directory enquiries and payphones, and enterprise services including BT Redcare.
We also offer specialist enterprise services to our Internet of Things customers.
You'll have the following responsibilities
Provide accurate detailed monthly and quarterly forecast and ensure information on Sales Force.com is kept up to date
Be an exemplar for BT system usage and drive the right behaviours of SF.com usage within BTLBs
Understand and sell the whole product portfolio, including voice, data and new customer solutions as appropriate to customer needs
Maintain a high awareness and knowledge of the SME market, including industry, competitors and telecoms and internal activities to ensure that all business opportunities are identified, considered and implemented appropriately
Interface with other internal departments (e.g. customer services) as required ensuring that customer issues are resolved to their satisfaction
Provide a professional handover of accounts as necessary on a timely basis
Maintain professional customer liaison and ensure the ethics of Best Advice are followed at all times
Operate within published commercial and contractual guidelines, making effective use of escalation routes
Act as an ambassador for BT and BTLB across the external market and within internal stakeholders, demonstrating best in class sales behaviour and delivery of excellent customer experience results
Comply with all elements of the SME sales charter, and with all company policies and procedures
To lead by example
To drive appropriate awareness of products for all segments and lead the drive of campaigns for specific portfolio
To own the regional and personal forecasting for specific products / propositions
To adhere to and exceed minimum productivity (customer visits) measures
To create cross portfolio, customer need focussed solutions as appropriate
To contribute in identifying in business & market needs, across a variety of portfolio areas, feed this back to internal BT stakeholders to help drive future direction and segment development
To establish key internal and external relationships to support their sales plan
To understand customer requirements & provide solutions
Assist in training / coaching development of the wider (sometimes virtual) team
Support & Implement the Field Sales Strategy launching propositions into the UKSME market
Support the Sales Effectiveness program to continuously improve sales behaviours & capability
Grow market share and customer revenues across a variety of portfolio areas
Take personal responsibility for developing a Personal Development Plan
Make a positive contribution towards the employee engagement survey
Help and support your team mates to the best of your ability
Comply with all Mandatory Training required for your role in a timely manner
You'll have the following skills & experience
Demonstrable communication, interpersonal and relationship management skills
Strong presentation skills
Strong commercial awareness
Appreciation of channel environment and winning through others
Negotiation and influencing skills
Strong stakeholder management skills
Able to make commercial decisions within defined delegation levels
Challenging, empowering leadership style
Customer and partner focused
High level of personal resilience
Good negation skills able to create win / win outcome
Comfortable working with all aspects of organisational effectiveness, including people, process and systems
Evidence of sound commercial judgement and decision making capability
Significant experience within the field sales environment
Experience and track record of selling in the mobility market
Ability to demonstrate the self generation of new business opportunity via various methods
Evidence of delivering consistent new business results, revenue growth and positive customer satisfaction
Sound technical understanding of BT’s products and services is an advantage but not essential
Experience of selling EE network is an advantage, but not essential
Educated to degree level, or relevant job experience
At BT, we entertain, educate and empower millions of people every single day. We’re a brand built on connecting people whether that’s friends, family, businesses or communities.
Working here, you’ll receive an attractive salary and a range of competitive benefits, but more than that you’ll be joining an ambitious organisation with a culture of togetherness, collaboration and inclusivity, that takes a genuine and proactive interest in your progress and development.
Benefits of working for BT include :
Competitive salary and on-target bonus plan
World-class training and development opportunities
25 days’ annual leave (not including bank holidays)
Discounted broadband, mobile and TV packages
Car allowance (dependent on your role)
Share option and pension scheme programmes
Automatic enrolment into our Sales as Profession’ community
Flexible benefits to fit around you
BT has a key role in British society, fostering change and leading technology innovation. From delivering the Olympics, to supporting the emergency services, to investing more into research than any other UK technology company, we take pride in everything we do - and in the people who work here.
We're now a global company operating at the forefront of the information age, employing 90,000 people in 180 countries. And we're on a mission.
Guided by our core values of Personal, Simple and Brilliant our goal is to help customers, communities and businesses overcome barriers and release their potential.
So, if you're interested in the power of potential, why not join us today and release yours? You can read more here about