Job Description

The Sales Specialist’s primary emphasis is on driving revenue growth through net new clients and client development. The role encompasses a variety of responsibilities across new client development, client experience management, marketing communication, and team collaboration. Sales Specialists qualify potential business opportunities and contact key decision-makers through a combination of targeted sales and marketing strategies while leveraging omnichannel communications to maintain a robust sales pipeline. Successful people in this role are comfortable engaging with businesspeople at all levels and selling critical business services. This requires the ability to use consultative selling techniques (communication skills, questioning, listening techniques, etc.), digital platforms, and the discipline to be persistent while following a daily and weekly plan and demonstrating the desire and drive to become a top-performing sales professional. This role necessitates a proactive approach to both client acquisition and retention, coupled with dynamic marketing communications know-how to elevate the company's brand presence in the respective territory.

Responsibilities

• Identify leads, manage prospects and acquire new business
• Service existing clients
• Effectively demonstrate service lines
• Meet established goals for territory development and sales quotas

1. New Client Development: Generate a sufficiently high level of outbound sales and marketing activity to secure a minimum of one new client per week.

• Develop and execute a Sales Action Plan, including the expected cadence for outreach, for each prospect on the Top 20 Hit List and Ideal Client list to secure a minimum of 20 virtual and/or in-person appointments per week with decision-makers.
• Utilize sales lead tools regularly to effectively source and connect with 100 new prospective decision-makers weekly through phone, virtual, and/or in-person visits to introduce Express, assess needs, and secure accounts.
• Ensure 100% coverage of ideal client prospects weekly.
• Build relationships with prospects through active listening, engagements, and responding to messages and triggers.
• Responsible for leading the utilization of the company’s sales marketing program(s) and ensuring necessary messages, graphics, and documents are available and timely.
• Maximize sales efficiency by properly using account classification, territory management, and automated sales/marketing systems.

2. Client Experience Management: Execute the Total Client Care sales and engagement strategy to secure 70% or higher client retention.

• Effectively onboard clients, establishing clear expectations and accurate account setup (billing, online portal access, service team introductions, communication preferences, client newsletter subscriptions, etc).
• Establish an appropriate cadence for Business Reviews and Renewal terms, at a minimum annually, to review staffing performance, suggest improvements, perform safety tours, showcase additional services and solutions, and solidify investment and staffing terms.
• Follow up regularly with key accounts and develop unique value-added sales opportunities.
• Develop and execute an Account Development Action Plan, including the expected cadence for phone, virtual, and in-person visits, for each Ideal Client to strengthen professional relationships, expand service offerings, and retain accounts.
• Using a combination of multiple channels of communication (email, direct mail, social media, targeted advertising), send relevant messages and share helpful insights related to the outcomes our ideal clients desire.

Qualifications

• Competitive, growth mindset.
• Bachelor's degree in Business, Marketing, Sales or a related field
• 3+ years' experience in cold-calling sales and social selling in a B2B or B2C environment with a strong track record of success
• Experience in developing and executing territory sales strategies
• Strong presentation, negotiation, and closing skills
• Self-motivated and able to work independently to meet or exceed goals
• Proficiency in Word, Excel, & Outlook, social media platforms, automated sales/marketing systems, sales lead tools, operating platforms, targeted advertising platforms, and email marketing tools.
• Creative software experience preferred.
• CMS experience preferred.

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