Sales Consultant

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RESPONSIBILITIES

Customer Relationships Development

Make calls by telephone to customers to offer new products to existing client

Base.

Customer Needs Clarification

Interview the customer, following a complex multi-level sales script, to clarify the

customer's requirements. Or assist in conducting interviews with potential

customers to collect client requirements making detailed notes.

Sell Customer Propositions

Identify the products or services that best meet the customer's needs, use

personal expertise to propose quantities within standard operating systems,

policies and procedures. Explain the selection to the customer, influence the

customer to make a purchase with the best benefits and solutions to meet

customer needs.

Operational Compliance

Develop working knowledge of the organisation's policies and procedures and of

regulatory codes and codes of conduct relevant to own work, adhering to

mandatory procedures to ensure own work is undertaken to the required

standards.

Customer Relationship Management (CRM) Data

Schedule callback and enter relevant information into the customer relationship

management system after each contact with a customer to create a call plan and

to ensure that the organisation has quality data to enable effective customer

retention and business development activities.

Performance Management

Prioritise own workflow and ensure work is completed to the required standards

of quality and timeliness; use performance management systems to improve

personal performance to meet SLA.

Personal Capability Building

Keep abreast with current changes in internal policies and procedures, external

regulations which is facilitated by the online training system and tracked by a

formal assessment.

Sales Opportunities Creation

Identify potential customers by obtaining information, referrals, and

recommendations from existing customers.

BEHAVIORAL COMPETENCIES

Customer Focus

Builds strong customer relationships and delivers customer-centric solutions. For

example, keeps in contact with customers to ensure problems are resolved, or to

improve customer service. Studies customer feedback and emerging customer

needs and uses these to determine some creative new ideas.

Being Resilient

example, is calm and professional in difficult situations; continues to work toward

objectives. Overcomes obstacles without becoming discouraged; draws lessons

from failures. Recovers from setbacks and adversity.

Situational Adaptability

Adapts approach and demeanor in real time to match the shifting demands of

different situations. For example, swiftly and easily adapts approach to a wide

array of different or changing situations. Is inquisitive about evolving situations;
identifies how to adapt early.

Interpersonal Savvy

Relates openly and comfortably with diverse groups of people. For example,

recognises even subtle social cues and nimbly responds to others' needs and

preferences. Helps to defuse difficult interpersonal situations by showing high

levels of tact, sensitivity, and consideration. Builds rapport with ease.

Instills Trust

Gains the confidence and trust of others through honesty, integrity, and

authenticity. For example, acts consistently with the organisation's policies and

practices. Shows honesty and candor when working with others. Honors

agreements and meets commitments.

Ensures Accountability

Holds self and others accountable to meet commitments. For example, accepts

responsibility for own work, both successes and failures. Handles fair share and

does not make excuses for problems. Usually meets commitments to others.

Persuades

Uses compelling arguments to gain the support and commitment of others. For

example, positions and packages ideas so that they will resonate strongly with a

wide variety of stakeholders. Uses strong logic and compelling evidence. Works

with others to find creative win-win solutions; achieves consensus through

compromise.

Communicates Effectively

Develops and delivers multi-mode communications that convey a clear

understanding of the unique needs of different audiences. For example, seeks

out others' perspectives and asks good questions. Shares information that

people want to know; gives appropriate context and details when speaking.

Plans and Aligns

Plans and prioritises work to meet commitments aligned with organisational

goals. For example, adopts a sequence of activities that allows for optimal

efficiency and effective coordination with others. Makes skillful use of resources

and support to deliver efficient, high-quality work.

Manages Conflict

Handles conflict situations effectively, with a minimum of noise. For example,

seeks out a variety of opinions and options; maintains an open mind; takes steps

to ensure conflict remains constructive; avoids polarized or unilateral decisions.

seeks agreement on critical issues.