Sales Executive - Cisco

Applicable to:Cisco Outbound Team

Department: Sales

Position Reports to : Team Lead, Sales

MANAGEMENT, SUPERVISORY, RANK AND FILE: Rank and File

DIRECT REVENUE IMPACT: Yes

PROCESS TYPE: Transactional and Voice

Summary:

• Sales Executive serves as a resource for the vendor, reseller, Sales and Product Management. The Sales Executive must be aware of all vendor programs, assigned customer lists and service contracts to engage with all pertinent teams and grow profitable sales and market share for the vendor/customer group that he/she represents. They also liaise with other sales members, organization, teams and management as they are required to resolve basic to moderately complex transactional issues and should be able to navigate through various sales support functions of IM. This includes sharing of critical business information with customers and service providers in line with order management under a scalable real-time network that help provide speed and performance levels to Ingram Micro customers.

Essential Functions:

• Selling and Customer Support Activities: Percentage of time spent in this area: 70%

1. Pro-active calls with B2B customers from the IT industry
2. Maintain accurate customer master record including licenses, software and service contract expiration dates; shipping address; updating customer contact information in the CRM or other available tools required by the business
3. Manage areas of focus to meet set targets and with regard to maintaining the existing customer base and revenue.
4. Answers customer inquiries via e-mail or phone calls to fulfill requests for information and resolution of basic/standard issues or sales inputs within the defined SLA.
5. Raise awareness regarding trends in customer defection and work cross-functionally to resolve issues related to potential dissatisfaction
6. Ensure customer queries are dealt with promptly and escalated appropriately where necessary
7. Performs e-mail or outbound calls to existing or prospective customers on basic company initiatives such as: customer follow ups, sales or vendor leads and potential orders
8. Interact with channel partners as per the scope of tasks assigned by direct manager
9. Follows up on phone calls placed to offer assistance, obtain status and feedback.
10. Gather feedback from resellers on follow up processes and business opportunities thru email or outbound calls
11. Probes for add on/solution selling opportunities during customer engagement conversations.
12. Recognizes and routes proactive sales opportunities to management when applicable and/or enters opportunity details into available tools required by the business.
13. Completes outbound calls to customer base and/or e-mail communications to existing or prospective customers on company initiatives such as: standard outcall campaigns, event recruitment, or vendor leads.
14. Advises resellers of appropriate programs (IM or Vendor) applicable to their business needs.
15. Advises and recommend on product options, add-ons and solutions best suited for customer and their end users.
16. Manages relationship with designated contacts (i.e. purchasing agents) in efforts to grow sales and maintain business partnership
17. Performs other tasks as assigned by direct manager

• Administrative Activities: Percentage of time spent in this area: 30%

1. Maintain detailed notes and relevant information on calls placed to respective partners
2. Maintains correct contact files, survey files, price files, and other files of pertinent account information/vendor documents.
3. To undertake any other reasonable duties as requested by team manager on a permanent or temporary basis