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about 1 month ago
The Curve Group
Salary band: Any
Location: London
Job type: Permanent
Contact: The Curve Group
Category: Consulting Jobs
Job Title: Junior Sales Consultant-Trustee and Corporate Consulting Location: London Summary This is an exciting opportunity which will enable the successful Candidate to forge a career in Sales with strong support from existing sales team and others within the business.This is a new business focused role requiring the candidate to research and engage with prospects, create and qualify sales opportunities and support the winning of new business from prospects via a combination of initiatives, some self-developed, others instigated by the wider business.As a Junior Sales Consultant the candidate will focus more on prospecting activity with initially accompanied prospect contact. Over time the balance will move more towards unaccompanied prospect contact as they build and develop their own portfolio of prospects.The candidate may have an existing network of external contacts but must have the ability to network effectively, being adept at building and developing relationships from new contacts.Possessing a good understanding of client buying process within the Employee Benefits sector, ideally with a focus on DB and Trust Based DC arrangements, the candidate will have the ability to distil complex ideas and be able to articulate their essence.Good communication, writing and presentation skills are essential. Responsibilities Prospecting Carry out research on prospects in order to identify those that may be a good fit for the companyin terms of having issues or challenges that the business could addressCreate and manage client prospect pipeline to ensure a sufficient level of sales opportunities to deliver required revenue for Employee Benefits businessCreate opportunities from company sponsored events (seminars, workshops, conferences, webinars etc.)Generate referrals from the wider businessCultivate relationships with, and generate leads from, associations with procurement consultants, independent trustees and other professional connections as directed Sales Identify opportunities for winning new clients for Employee Benefits businessDevise, plan and set strategy for sales related activitiesGenerate and undertake initial "first" and subsequent meetings with prospects, bringing in other specialists as necessary to increase traction with the prospectIdentify issues facing prospects, converting prospect meetings into sales opportunities by adopting a consultative selling approachManage and develop the relationship with prospect, identifying and developing relationships with other potential buyers and decision makersElicit sufficient information from prospect to adequately inform the sales process, qualify opportunities and develop winning themesWork with the Bid Team to ensure the RFP addresses the needs of the client and presents a compelling offer; review and sign off the RFPPrepare, coach and lead the "pitch" team for final presentations to prospectUndertake prescribed activities in sufficient number to create and win required number of sales projects Relationship Management Lead and own client project and relationship from post sales to handover to ongoing delivery team.Interact with Employee Benefit consultancy teams to engender a sales culture within the business focused on understanding the needs of the prospect Technical Maintain knowledge and awareness of industry developments with a focus on DB and DC issuesEnsure that relevant technical knowledge is kept up-to-date to deliver the technical advice on all relevant servicesCollate competitor intelligence through day to day activity and report to Head of Proposition and Sales Reporting Produce in an agreed time-frame, all reports required by including but not limited to activity reports and win/loss reportsUpdating CRM system (Salesforce) in a timely and accurate manner ensuring all activity and opportunities are recordedCompletion of timesheets in a timely and accurate manner Team Support the team in the delivery of projects.Interact effectively with Bid, Proposition and PR team to maximise opportunities Risk Management Highlight problems or compliance issues as early as possible to line managerSupport the Employee Benefit consultancy teams if appropriate in the delivery of projects. Sales Target: This will be made up of proposition specific elements which, when summed, give a total annual revenue figure for one or more portfolios. This annual revenue figure is the revenue recognised in the relevant financial period for "new clients" which are defined by the business from time to time.The primary accountability associated with the role will be to ensure that the total new business target is met for the portfolio to which you are assigned.A further, secondary, accountability associated with the role will be to ensure that each proposition specific new business target is met for the portfolio to which you are assigned Experience and Education Requirements Experience in and technical knowledge of the Employee Benefits sector with a focus on DB issues as they impact on trustee and corporate buyers.Demonstrable ability to network amongst senior management, opinion formers and decision makers.A proven sales ability in a similar rolePublic speaking.Engaging and presenting at Boar

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