Territory Sales Representative - Virtual Location
The Territory Sales Representative - (TSR) will be responsible for managing existing accounts and relationships to ensure that the
DEM Solutions maximises its opportunity through these customers. The TSR will be accountable for developing and maintaining account plans for major accounts within the region and reporting progress against account objectives. The SR will be responsible for developing relationships within key accounts and introducing DEM Solutions management, as appropriate.
Additionally, the purpose of the role is to sell DEM Solutions products and services to prospects defined as being in our Commercial Research and Development sector. This excludes the mining industry and academic sectors, and includes everything else. The role will be accountable for the development and delivery of the DEM Solutions sales plan for the territory. The role will also contribute towards the overall strategy for DEM Solutions ensuring that the strategy is informed with the issues and opportunities pertinent to the territory.
The Sales Representative (SR) will be responsible for targeting prospect companies in the territory in line with the market plan. A territory will be assigned that will identify the candidate customers and geographic spread. The SR is accountable for introducing DEM Solutions to these companies and developing and closing sales of DEM Solutions products and services.
In addition to activity associated with major accounts, the SR will be required to develop contacts and relationships within the broader market place. This will include attendance at trade shows and participation in relevant industry forums. This intelligence will be used to assist our selling activities in other regions.
Key activities of the role:
· Identifying sales opportunities
· Qualification of sales opportunities
· Preparation of bids, proposals and tenders
· Closing Sales
· Maintaining and managing Customer Satisfaction
Technical / Operations· To maintain regular client contact against agreed sales and marketing plan to ensure that the Company has the intelligence required to formulate the commercial strategy for future product and service development · To source new Clients and expand business relationships with existing Client base for DEM Solutions · To conduct presentations to the DEM Solutions Management Team to report progress as appropriate · To be accountable for the completion of all quotations, tender and other prospective business proposals and follow up through to award of contract, including contractual negotiations in conjunction with the management line. · To regularly advise and inform other departments of current and future development activity and plans · To promote the DEM Solutions company brand and help specify territory-specific marketing materials and promotional literature General· Undertakes special projects and fulfils other duties as may reasonably be required by the company in line with the incumbent’s skills, knowledge, abilities and personal development opportunities · Acts in a professional manner at all times as is consistent with the aims and values of the company · Regular travel to international locations in pursuit of Sales objectives, harnessing support from other DEM Solutions resources · Out of hours support as appropriate |
| Requirements Of The Job (Essential Skills, Qualifications And Experience) · Able to demonstrate a current successful track record in Sales within a sophisticated technical software sales environment is required. · Evidence of formal sales training in recognised techniques eg ‘Solution Selling’, SPIN · Highly developed analytical, communication and presentation skills · Highly developed organisational, interpersonal and networking skills · A proven ability to develop and maintain strong client relationships · A proven ability to develop and drive strategic and tactical issues · Requirement for regular nationwide travel and occasional international travel Close to a major international airport required |