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Account Executive - Proagrica - SA

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Sales
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Reed Business Information
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GLO001E2 Requisition #
About Adaptris
 
Adaptris Professional Services (https://www.adaptris.com) are a small team of specialists within our larger company Reed Business Information, itself a part of the RELX group – one of the largest companies in the UK. We’re agile, we get to work on different things for different customers nearly every day. We’re hugely respected within our key enterprise accounts within aviation, agriculture and telecommunications. We deliver products and services that connect and empower industry participants to address their key needs around trading, productivity and compliance. We have created farm and enterprise-focused solutions for a global community of connected businesses

Job Purpose:

Generates sustainable new business for Adaptris by establishing relationships with new customers and securing contracts that achieves assigned sales quotas and targets.

Objectives:

Drive the entire sales cycle from initial customer engagement to closed sales.
Prospect for potential customers using various direct methods such as calling and face to face meetings, and indirect methods such as networking.
Qualify prospects against company criteria for ideal customers and sales
Consult with prospect about business challenges and requirements, as well as the range of options and cost benefits of each.
Maintain a high level of relevant domain knowledge in order to have meaningful conversations with prospects.
Conduct presentations to existing and potential customers
Draft and deliver effective business proposals and pitch documents
Work with technical staff and product specialists where required to address customer requirements
Develop and maintain territory plans which outline how sales targets will be met on an ongoing basis
Develop and maintain key account plans that identify opportunities for company to deliver value, strategic motivators, main stakeholders, buying processes and forecasted sales
Report on sales activity on agreed frequency
Keep detailed notes on prospect and customer interactions
Provide forecasts on best case and most likely sales volumes over relevant time periods
Work with delivery teams to proactively address problems
Cultivate strong relationships with third party and partner companies that may be required to deliver full solutions to customers
Work with management to plan and execute lead generation campaigns
Provide feedback to management on ways to decrease the sales cycle, enhance sales, and improve company brand and reputation
Provide feedback to company management on market trends, competitive threats, unmet needs, and opportunities to deliver greater value to customers by extending company offerings
Identify sales support requirements and work with management to develop and improve sales tools
Be a positive representative of the company and its brand in the marketplace
Conduct all sales activities with the highest degree of professionalism and integrity
Generates sustainable new business through converting opportunities from a mixture of self-generated leads and referrals from existing customers
Identifies, builds and tailors relationships with key decision makers and establishes a network of contacts within client organizations
Effectively negotiates with clients following agreed guidelines
Achieves revenue targets and KPIs on an annual basis.
Engages prospects in a detailed discovery process to identify relevant solutions, presenting Adaptris as a partner of choice, able to solve the customer’s challenges and meet or deliver on their strategic objectives
Monitors a range of information sources on a regular basis to establish prospect/customer activity, to identify self-generated leads and to keep abreast of latest industry news
Provides input into the sales strategy
Proactively makes sales calls and uses time management practices to exceed targets 
Develops an effective working knowledge of the industry, competitors and key account customers
Provides client, competitor information and intelligence to colleagues within Proagrica / Adaptris

Additional Responsibilities:

Compliance Knowledge pertaining to Money Laundering, Regulatory Reporting, Transaction Screening etc would be advantageous
Proven sales experience
Software sales experience advantageous.
Track record of over-achieving quota
Experience working with Salesforce.com or similar CRM
Familiarity with different sales techniques and pipeline management
Computer use competency
Strong communication, negotiation and interpersonal skills
Self-motivated and driven

About Reed Business Information  
 
Reed Business Information (RBI) provides information, analytics and data to business professionals worldwide. Our strong global products and services hold market-leading positions across a wide range of industry sectors including banking, petrochemicals and aviation where we help customers make key strategic decisions every day.  RBI is part of RELX Group plc, a world-leading provider of information solutions for professional customers across industries. 
http://www.reedbusiness.com  
 
RBI is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, colour, religion, sex, national origin, disability status, protected veteran status, or any other characteristic protected by law

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