www.infrastructureuk.com 01273 258730 Job Description – Sales

							                                                                                    www.infrastructureuk.com
                                                                                               01273 258730
JOB DESCRIPTION

Job Title:                                       Sales Account Manager

Reports to:                                      Managing Director

Date prepared:                                   23rd December 2009

Prepared by:                                     Martin Townshend

THE POSITION

1. Purpose of the Job

The Sales Account Manager focuses on business development on a daily basis, delivering our Cisco based
network solutions in conjunction with well defined and targeted Marketing Campaigns.

This is a new business sales role, with responsibility for the entire sales process from intelligence gathering
and prospecting to negotiating, securing and providing Account Management for new and existing
accounts.

The position involves selling network solutions including voice & conferencing, network security &
surveillance, network storage, wireless networks, routers and switches. Solutions consist of a mixture of
products, professional services, support and managed services. The target market is small to medium
sized businesses that have between 5 and 250 employees.

2. Principal Responsibilities

   Business Development including identifying, developing, maintaining and closing new and existing
    business opportunities
   Building and maintaining excellent customer relationships
   Attendance at external meetings to qualify projects and opportunities in terms of budget, compelling
    event and project definition
   Open and manage own Client Account portfolio
   Proactively identify, engage in, and drive sales based on targeted customer lists and up-sell
    opportunities.
   Use consultative approach to drive and close significant sales
   Duties include pre-sales analysis of customer requirements, determination of integration requirements
    to existing customer systems, and presentation of customer solutions.
   Ability to qualify and document customer strategic business requirements, negotiate contracts, exhibit
    strong financial management and return-on-investment skills.

3. Supervisory Responsibilities

   None initially

4. Budgetary Responsibilities

   None




Job Description – Sales Account Manager v1-0                                                       Page 1 of 2
                                                                                     www.infrastructureuk.com
                                                                                                01273 258730
5. Geographic Scope & Travel Requirements

   Role is UK based and applicant must have the ability to travel as required, including to client sites.

6. Key Performance Measures

   Actual performance against agreed goals
   Able to achieve and exceed personal and team targets
   Deliver excellence in customer satisfaction whilst delivering successful and profitable projects


THE CANDIDATE

1. Eligibility

   Candidates must be eligible to work and live in the UK.

2. Education / Qualifications Required

   GCSE or O Level equivalent is essential
   ‘A’ level standard is desirable
   Degree level would be an advantage

3. Work Experience Required

   At least 2 years previous sales experience selling Cisco based network solutions and Managed
    Services is essential
   Proven track record of new business sales within an IT and communications business

4. Competencies

   An outgoing and competitive attitude
   Ability to forecast business/opportunities in an accurate manner
   Able to work under their own initiative and prioritise workload to achieve goals
   Be keen, quick to learn, energetic, ambitious, dedicated and motivated to succeed
   Excellent communication skills and demonstrate a fantastic telephone manner
   Excellent presentation skills and demonstrate a natural ability to build relationships with partners,
    technical contacts and business decision makers
   Computer literate and can demonstrate a good knowledge of current IT solutions
   Customer service focused and able to resolve any problems as they occur
   Able to produce proposals and meaningful business cases
   Previous knowledge of networks and security would be a distinct advantage

5. Language Requirements

   Fluent in English




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