Description: |
About the roleThe role is responsible for the supervision and carrying out of direct sales activity to prospect, contact and recruitnew members for the company. It will work closely with the field team in recruiting new members. The primary route willbe by direct marketing and telephone sales/lead generation.Principal Accountabilities:- Work with the internal and external sales team to plan, develop and deliver an achievable and stretching sales andmarketing plan for membership recruitment.- Plan, organise, and be responsible for all aspects of Membership recruitment to achieve company and personal targets.- Plan, organise and prioritise prospecting, sales activities, personal efficiency and productivity in line with thesales business plan.- Have specific day-to-day responsibilities for the team, ensuring it achieves its business objectives and thatindividual and collective KPI's are attained.- Act as the referral point for the team on a day-to-day basis, coaching and developing staff on a regular planned basisto cover all aspects of their processes and their objectives.- Ensure that training needs in staff are identified and meet all the requirements of each role. Depending upon thetraining need, to attend to this personally or communicate the need to the Human Resources Department if appropriate.- Interact between the team and other departments in order to achieve Company objectives.- Understand and interpret Management Information that is produced so that development trends are understood andproactive action is taken at every opportunity.- Develop computerised management information that can identify trends and issues within the team that need action. Thiswill require the use of various software packages including Microsoft office. Action where possible or refer to seniormanagement if required.- Personally handle and resolve any complaints that cannot be dealt with by another member of the team.- Control departmental costs to ensure departmental profitability.- Report on a regular agreed basis to senior management on all of the above, identifying successes barriers and supportneeded to achieve company objectives.- Create and maintain a contact database for prospecting and follow up in order to establish a continuous sales approach.- Monitor and report on market and competitor activity.- Compile weekly / monthly sales reports in order to monitor progress towards the Company's objectives.- To effectively communicate to senior management any activities or influences within your operational area that mayeffect the overall business.- Ensure compliance with relevant systems and procedures.- Adhere to required legislation regarding Health and safety.- Any other duties as required by the post.Principle Duties (the detail):- Daily, plan the team's activities.- Create a positive sales environment for the team to work in.- Review the daily activity and results, share the results, discussing any areas of concern.- Meet at least once each week with the team. At a minimum, review the following topics:- Review the past week's events, including statistics, results and industry news.- Disseminate new product information to the team.- Discuss a sales theme or point-of-interest topic for the team and its potential relevance to the team's activities- Communicate company information.- Answer questions and comments.- Provide the team with a forecast of potential work so that they are aware of what the Company's expectations are.- Perform at least one monitoring evaluation with each telesales operator every week.- Spend 30 minutes to one hour monitoring their activities.- Spend 20 to 30 minutes reviewing their performance, using a standardised, formal approach.- Copy the checklist and put it in the telesales operator's file, giving the original checklist to the telesalesoperator.- Deal with people management issues that arise within the team, in conjunction with the Human Resources Department andsenior management as required, ensuring that any action taken is in line with Company policies and procedures.- Present to the Field Operations Manager at the conclusion of each week a breakdown of the past week's monitoringchecklists and a written performance summary of the team.- Present to the Field Operations Manager at the end of each week a breakdown of the next week's monitoring assignmentsand a plan for the team.- Create a forecast describing the areas each telesales operator will be focused upon.- Create a detailed plan of the way in which the team's day-by-day performance will be monitored and reported on.- At the end of each working day, take time to log into the 'daily notebook' any feedback, analysis or reflections fromthat day's interaction with the team.- In liaison with the Human Resources Department, recruit, train and motivate staff so that Company targets are achievedand exceeded- Develop schedules with the team each week to ensure objectives are covered.- Schedule residual training, departmental meetings, sales training, and computer training.- Administer training programs for new and existing staff.- Work with management on refining and scheduling appropriate training sessions.- Develop training documents that support operations.- Create residual training pieces to foster growth.- Develop contests, awards and themes that increase the team's focus and performance- Produce reports for senior management as requested, outlining the team's performance and growth.- Establish monthly meetings with other departments to review operations.- Produce performance reviews as established by the Field Operations Manager.- Create effective channels for feedback both internal and external to the team.Decision Making Authority:- Understand and embrace the concept of empowerment' and be willing to make decisions without referral that fall withinagreed parameters.- With input from the manager, negotiate and agree with potential members, price structures for the supply of specificproducts/services which fall outside of the agreed MVRA price structure.- Agree appropriate steps/action to resolve complaint issues.- Deal with any people management issues that arise, in accordance with Company policies and procedures.Job Challenges & Problem Solving:- Managing a high workload with ever-changing priorities.- Understanding in detail the issues that surround/affect individual members.- Working in isolation and under self motivation and regulation.- Understanding full product/service range and identifying ways in which they can be extended/improved.- Continued and effective internal communication.- Always being aware of the bigger picture' and anticipating situations and potential problems.- Working towards very tight deadlines.- Developing and maintaining a telesales team that is of value to the Company.Relationships:Internal- All levels of staff from CEO to junior administrators regardless of Team or DivisionExternal:- Professional peers, clients, bodyshops, insurers, intermediaries and competitorsJob Knowledge, Skills and Experience:- Telephone sales experience with a proven track record of achievement.- Previous cold calling' experience at both telesales operator and supervisor level.- Negotiation skills with a proven track record of achievement.- Previous knowledge of the automotive industry would be advantageous but not essential.- Previous supervisory experience within a telesales environment is essential.- Ability to plan and manage time and resources systematically.- Ability to conduct meaningful communication and build relationships at all levels within member organisations fromoperational staff to senior management.- Possess the powers of persuasion and negotiation and have the confidence and ability to influence member thinking.- Demonstrate a high level of literacy and the ability to create concise and effective written business communications.- Demonstrate sound judgment together with commercial awareness.- Possess excellent interpersonal, communication and self-motivational skills.- Possess strong organisational skills with the ability to plan, implement and deliver business objectives.- Ability to use initiative at all times and make decisions when necessary.- Be PC literate having a good knowledge of Microsoft office.Location: BlackburnStart date: 28/11/2005 |
