Sales: Roles & Qualifications

Sales Representative

Top responsibilities
Key objectives
Interaction

Top responsibilities:

The Sales Representative is responsible for achieving an identified annual revenue target through the development and maintenance of ongoing relationships (primarily face-to-face) with prospective and current clients, with the intention to sustain and increase revenue per client. He/she also identifies client needs and potential sales opportunities within an assigned client base within a specific geographic territory, to the overall satisfaction of the clients.

The Sales Representative offers all Bell products and services, and is responsible for the entire portfolio.

Sales territory:

He/she will have a mix of local, regional and multi-location accounts (a few accounts may be national), as dictated by the assigned territory. The individual mix may depend on proximity to major centres.

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Key objectives

He/She develops, modifies and implements effective individual sales strategies, and responds to RFPs or client requests to meet assigned revenue. This includes:

• Identifying sales opportunities - for existing and new clients - from a defined client base
• Preparing standard written proposals/contracts and pricing, with some customization, and attempting to secure agreement
• Consulting with Legal to ensure all legal obligations are considered and addressed
• Ensuring the required approval for out-of-scope proposals
• Identifying and establishing contact with key individuals within an existing or potential client base
• Managing sales opportunities with new and existing clients to achieve assigned revenue targets
• Working with multidisciplinary teams of Bell or Alliance partner technical specialists to develop moderately complex customized solutions

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Interaction:

• Manages and maintains responsive and mutually beneficial relationships with clients to respond to their current needs and capabilities
• Functions as an initial and ongoing point-of-contact for his/her established client base with respect to specific products and services
• Ensures transition to the implementation team and client team to secure client satisfaction
• Maintains and shares awareness of competitive intelligence and is involved in activities within the industry/association of the assigned client base
• Liaises with Bell Alliance Partners when required
• On occasion, takes over client visits relayed by Sales Associates
• Regularly participates in sales-related social functions, representing Bell with client in attendance

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