|
Main duties and responsibilities:
|
|
- Develop and deliver a compelling case for certification, and lead customers through the certification process by explaining business benefits, methodology, certification process and requirements
- Work with available resources such as independent assessors, CT Group account managers and other colleagues to identify potential leads and cross-sell opportunities within the CT contact database
- Evaluate, pursue and close the sale on leads generated by CTC customer marketing activity
- Collaborate with the Marketing Manager to identify/prioritise sectors to be targeted for lead generation purposes
- Involve CTC colleagues as appropriate to assist customers in understanding/achieving the big picture benefits of certification
- Work with other departments and sub-contractors to ensure the completion of each assessment
- Ensure customers sign up to the appropriate certification service.
- Supply feedback to sales support such that appropriate resource (skill set and time) can be allocated on a customer by customer basis
- Assist customers not yet capable of achieving certification to find the right route to emission reduction and certification
- Maintain relationship with customers that achieve certification and re-engage appropriately to encourage re-certification
- The role is predominately office based there is a requirement to attend external meetings with customers and events as required
- Act as an ambassador for the Carbon Trust, continually reinforcing its position as the leading, not-for-profit group with the mission to accelerate the move to a low carbon economy.
|
|
Key Performance Indicators
|
|
- Ratio of sales achieved to qualified leads pursued against target
- Sales mix
- Proportion of delivered customers achieving certification
- Cross sell to other CT businesses/services
- Repeat business
- Customer feedback from both Project Champion and Project Manager
|
|
Key skills
|
|
- Exceptional interpersonal, influencing and presentation skills
- Some understanding of carbon reporting and lifecycle analysis is desirable but not essential as training will be given
- Ability to grasp and apply salient information across a broad spectrum of markets/industries/organizations
- Ability to communicate complex concepts in a simple and understandable way to a variety of stakeholders in customer organisations.
- Ability to multi-task and work with a number of customers at different stages of commitment concurrently
- Self-sufficient and capable of working with minimal administrative back up
- Sales not relationship focus
- Ability to use both formal and informal information to evaluate customer potential
- Ability to use Microsoft Office, specifically a proficiency in MS Excel will be advantageous
|
|
Qualifications/Experience:
|
|
- Experience selling at key account/national account level
- Experience of technical/professional services selling
- Demonstrable track record of hitting sales targets with new business clients
|
Closing Date: 16 January 2013
