Internal Sales Consultant at Kerridge Commercial Systems South Africa

Working within the Sales and Marketing Team, the Internal Sales Consultant’s main responsibility will be to help meet and exceed quarterly and annual sales targets through the successful lead generation and qualification activities. 

Key Responsibilities:

Lead generation and qualification

The key focus of your sales activity will be to:

• Book high-quality, fully-qualified appointments for our New Business sales team. 
• Maintain a pipeline of cold and warm leads to support the generation of new business.
• Create excitement with prospects and generate demand for our solutions.
• Monitor your own call rates and lead generation results (and actively work to improve them).
• Ensure that our brand values are reflected in all discussions.
• Respond to incoming inquiries from Marketing communication (including newsletters, ads, and associated campaigns).
• Ensure every inquiry is managed in the best way possible.
• Serve as the transition point for sales opportunities from the Marketing team to the Sales team (ie. you will be the first point of contact in the sales process).

Relationship development
In order to secure as many qualified sales appointments as possible, you will be expected to develop: 

• A deep understanding of the issues our prospects face
• A strong rapport with key decision-makers at our target companies  
• As a core part of the Sales and Marketing team, you will be required to develop a strong, effective rapport with the sales team in order to understand our customers’ needs.

Product knowledge
A crucial part of your role will be to continuously increase your knowledge of:

• Our product portfolio and its specific selling points, and 
• Successful customer case study examples that you can use as part of your prospecting. 

Data management

• Every lead must be documented in our CRM system and captured on your lead sheet in MS Excel.
• You will need to be pro-active and accurate in creating and maintaining the CRM system as far as possible, to ensure that the Sales and Marketing teams have accurate data to work with (for follow-up engagements, automated email campaigns, identifying cross-selling and upselling opportunities, etc.) 

Sales and market research

• A key part of this role will be to research the most appropriate decision-makers within target companies, and document your findings in our CRM.

You will also be expected to conduct:

• Market research via cold-calling, to find out what products prospects/customers currently use, how familiar they are with the KCS brand, and what they think about our products/services.
• Competitor research, by monitoring news updates and industry trends, then capturing your findings to support Sales and Marketing with new sales opportunities and campaign ideas. 

Marketing support
If/when requested, you will be required to align with the Marketing team to:

• Support them with information they can use for promotional material related to specific campaigns. Your market knowledge, experience, and research findings will therefore be invaluable. 
• Line up your outbound telesales efforts to the marketing campaigns that are running, respond to incoming inquiries, and ensure Sales gets in contact with qualified leads.
• Ensure a healthy attendance of hosted events, and follow up with sales prospects in a timely manner. 

Management reporting

Every week, you will be responsible for providing the SA Management team with a lead report, that includes a summary of:

• All all inquiries received, contacted, and handed over to Sales.
• All qualified Sales meetings confirmed for the month. 
• Job function competencies
• Lead generation and management
• Sales qualification
• Prospect and market research
• Outbound sales planning
• Support with incoming inquiries

Key Requirements:

Essential

• A passion for sales and generating new business.
• Excellent planning and organisational skills.
• Grade 12 (minimum), a tertiary education, diploma, or similar.
• Experience in IT/Software – ERP and POS would be advantageous. 

Desirable

• Telemarketing/telesales experience.
• Strong working knowledge of IT/Software – such as CRM, Payroll, or HRIS.
• Experience of Marketing Automation software such as Hubspot, Marketo, Salesforce, or similar.
• Valid driver’s licence and own car. 
• Personal skills required

Essential

• Pro-active self-starter with a passion for sales.
• Strong communication skills – both written and telephonically.
• Effective time management skills.
• A talent to develop excellent relationships with customers, prospects, and internal teams.
• Strong analytical, organisational, and administrative capability.
• Ability to work under pressure, with tight deadlines.