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Informazioni offerta

Sede

Milano

Settore funzionale

Commerciale

Descrizione

Inside Sales Account Manager

For our office in Legnano (Milan) and within our Business Unit Professional Hygiene, we are looking for an Inside Sales Account Manager, who will play a key role in managing an existing portfolio of distributors -using a new and modern virtual approach- and scanning the distribution market, identifying new distribution partners that can be managed with a remote approach.

He/she will report to the Sales Manager Professional Hygiene for Italy.

The Inside Sales Account Manager will execute the retention and profitable growth of our current distributor and customer relationships with small to moderate size distributors and end customers; and/or as determined by the LMT. The position will be accountable for profitable growth, retention, up selling with a select group of customers assigned to the Virtual Sales Team. The Inside Sales Account Manager operates with clear guidance from the Sales Manager, executing on priorities defined by Commercial Planning. Interactions is done by remote selling, such at phone and virtual tools such as live chat (Skype, Microsoft Teams), web portals, and e-mail as key touchpoints to deliver on decided retention rate, profitable growth and sales KPIs.

The Inside Sales Account Manager continuously scans the market to identify new distribution partners in agreement with the Sales manager and the guideline set by the LMT.

We’re looking for people who embody our values, aren’t afraid to challenge, innovate, experiment, and move at a fast pace. We’re always looking for ways to improve our products and ourselves. If this is you, we’d love to talk!

What You Will Do

  • Sales & EBIT Development to plan across a wide account/geographic coverage for assigned inside sales accounts.
  • Collaborate with internal channel & functional partners to plan and achieve annual OGSM of assigned accounts.
  • Virtual Direct Relationship: be proactive in developing relationships as well as responding to requests from customers, activating promotional activities, and understanding needs and requirements utilizing SPIN selling tactics through virtual interactions.
  • Self-Service Platforms: manage daily operations of web-shops and other self-service digital tools to drive interest and purchase of Tork products. Responsible for attaining basket, frequency and conversion KPIs.
  • New Product Introduction: analyze current accounts and identify cross/upsell opportunities; leverage digital marketing automation tools to activate launches.
  • Virtual Customer Meetings/Training: perform effective online education and demonstrations.
  • Execute end-customer ‘Push Strategy’ for the development of new business.
  • Management of account’s Price/Contracts/TBPs to drive profitable growth.
  • CRM: maintain database of accounts within your assigned territory.
  • Pipeline management of end-customer accounts of scale.
  • Value Added Selling (in virtual environment).
  • Open account coverage (as necessary/determined by LMT).
  • Contact to respond to questions on products or address needs that may come up from web-shop/digital platform users.
  • Takes proactive approach in driving cross selling and upselling in existing accounts. Marketing, Sales, E-commerce and Business development to stay knowledgeable and up-to-date on changes and developments in the channel.
  • Secure and actively develop own sales competence such as in-/of sales & business systems, sales techniques-/analytics-/customer-/product-& hygiene solutions-/organizational-/administrational competence.
  • Secure strong own competence and actively develop leadership competence according to Essity Leadership platform “Leading.

Who You Are

Education:

  • Bachelor’s degree required and/or at least 2 years of experience in an inside sales role or equivalent combination of experience and education considered.

Experience:

  • 2 years of accomplished sales experience involving virtual/digital platforms.
  • Health and Hygiene Industry experience preferred.
  • Strong working knowledge of Microsoft Office and digital platforms such as live-chat, knowledge databases and web applications.
  • Fluent in English spoken and written.

Skills:

  • Demonstrated ability to seek out, identify, qualify and capture revenue opportunities to achieve short- and long-term strategic goals.
  • Strong phone presence and experience dialing several calls per day.
  • Proficient with corporate productivity and web presentation tools.
  • Experience working CRM systems (i.e. Microsoft Dynamics).
  • Excellent verbal and written communications skills.
  • Strong listening and presentation skills.
  • Ability to work virtually with customers and internal teams.
  • Ability to multi-task, prioritize, and manage time effectively.
  • Excellent interpersonal skills and ability to build relationships on all levels.
  • Strong drive for results and sense of urgency.
  • Strong organizational & collaborative skills.
  • Confidence in own ability to succeed and possess a winning attitude.
  • Ability to travel up to 10-15% domestic travel.

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