Overview of Position
This position is responsible for inside/Outside Sales to maintain and develop customer relationships, in an effort to sell professional services to new and existing customers. This position reports to the Manager of Sales.
Requirements
Bachelor*s degree and/or 2+ years of experience in professional service sales.
1-3 years of staffing experience (technical staffing desired).
Ability to maintain and develop both new and existing customer accounts.
Proven ability to achieve sales objectives related to revenue, margin and headcount.
Soft Skills: Outstanding teamwork, relationship building, and communication skills a must!
Familiarity with Microsoft Office (Word, Excel, Outlook) as well as familiarity with contact management databases.
Duties of Position
Actively prospect new business from all sources (Current consultants, potential candidates, current customers, newspapers, periodicals, etc.)
Develop a list of prospects and existing customer contacts.
Office hours are 8 am to 5 pm. After hours calls and meetings will be required as business dictates.
Actively call contacts on a regular basis.
Schedule face-to-face meetings with new and existing customers.
Actively and continually initiate information gathering from customers (# of headcount for quarter/year, # of employees vs. consultants, types of technologies, etc.) and record in the internal database iTeam.
Solicit/create organization charts for each active customer.
Provide recruiters with account summaries on each active account and update as needed.
Solicit and qualify all new job orders completely.
Enter job orders into iTeam.
Responsible for all client contact throughout sales process (follow up on resumes, interviews, *closing* the client.)
Develop account strategies for cross-practice selling and increasing coverage within accounts.
Prepare change notices on all consultants when adding/deleting or modifying consultant billing information to ensure correct payment to contractor and invoicing to client.
Achieve and maintain revenue quotas as outlined on SBO (Sales By Objectives).
Achieve minimum overall gross margin of 40% on each consultant. Obtain Manager of Sales approval if margins fall below minimum.
Maintain regular communication with consultants.
Other
Document all client activity in iTeam (phone conversations, meetings, job orders, etc.)
Ensure that permanent and time and materials contracts are in place with existing and new customers and a Dunn & Bradstreet report has been obtained on all new customers.
Arrange, when necessary, for consultant equipment (pagers, laptops, etc.) and training.
Prepare documentation for and participate in quarterly meeting.
Actively encourage and promote teamwork.
Perform other tasks and projects as directed by the Sales Manager.
Prepare weekly status reports.
