Internal Sales Specialist - Trust

Northamber PLC is the UK's longest established trade only, IT and AV distributor. Over the last 44 years the business has established a strong reputation for its high levels of reseller service combined with specialist, technical support.
We believe in the importance of Proactivity, strong stakeholder Relationships, a passion for Service levels and wanting to be more Knowledgeable than our competition on what we sell. This drives our day to day as a business and what we expect from our team.
Purpose of Role:
The Trust focused Internal Sales Specialist will play a critical role in supporting the sales and product management teams by leading with sales of the Trust brand in Northamber. This involves proactively contacting lapsed / existing and potential customers, to generate sales opportunities for Trust and other Northamber brands, following through on quotes and bids to understand what is needed to successfully close the opportunities, have a strong understanding of the technical & commercial benefits Northamber offers. Success will be defined from growing revenue, traded breadth, and Trust brand presence against targets and KPI’s.
This position requires a proactive, detail-oriented individual with excellent organisational skills, strong communication abilities, and a passion for speaking to customers. The ideal candidate for this role will be a confident and driven salesperson who has experience within telesales and is keen to speak with customers.
Key objectives i.e. ‘Your day to day’
* Exceed 2 hours minimum call times with customers daily.
* Call identified customers to introduce them to new products and promotions for the vendor.
* Generate new business opportunities by planning outbound calls to customers.
* Proactively following through on quotes and bids to close them successfully and if unsuccessful determine why so we can improve.
* Generate and own a pipeline of sales opportunities.
* To provide a sales forecast to the sales management from opportunities identified and ensure any pipeline information is always up to date.
* Sell the features and benefits of the vendor’s products across Northamber and its associated companies with customers, organising demos of products where required at Trust and other vendor offices.
* Review changes in customer spend behaviour (Recency, Frequency, Monetary) to speak to customers who have changed their spending behaviours and understand why, if relevant defining plans to address.
* Ensure all customer information and contacts are recorded in OrderWise (internal system).
* Ensure all customer correspondence is acknowledged and responded to within 2 hours.
These are achieved through the exposure of Trust and Northamber products, services, and value proposition to identified accounts, in conjunction with the Vendor Business Manager’s across the business.
Key Responsibilities:
* Achieving personal sales and margin target on a monthly basis.
* Driving traded breadth and customer recruitment.
* Delivering an expert service to their reseller accounts.
* Confidently position why Trust and Why Northamber on commercial and technical level to swap sell resellers to Northamber from competing distributors.
* Delivering against organisational and personal KPI’s including margin and activity levels.
* Developing and maintaining customer relationships.
* Developing, qualifying and following up on sales leads.
* Following up e-shots and marketing activities with prospective customers.
* Promoting Northamber services and accessories on every sale to increase margin and value.
* Proactively develop relationships with key internal and external contacts.
Experience
Desirable:
* Excellent track record of internal sales in AV distribution.
* Proven success of delivering sustained incremental sales and profit for a sales organisation through proactive customer engagement.
* Clear understanding and experience of working within a channel focused environment.
* Knowledge of AV products and industry trends is a plus.
* Able to easily understand technical products in order to effectively sell their features.
Essential:
* Strong organisational skills with the ability to manage multiple tasks and deadlines.
* Excellent communication skills, both written and verbal.
* Detail-oriented with a focus on accuracy and data integrity.
* Proficiency in Microsoft Office Suite, particularly Excel.
* Ability to work independently and as part of a team