SUMMARY OF JOB
This position is responsible for growing revenues via effective inside selling techniques for all potential autoTRADER Commercial Customers with the mandate of growing and converting new prospects into advocate customers.
This position has responsibility for all over-the-phone sales activities, from lead generation and prospecting using effective sales techniques through to closing and signing contracts with clients.
This position is accountable for increasing sales revenue by selling core business product lines and strategic consulting offerings to businesses.
We offer a rewarding sales compensation plan; with competitive base pay and variable commission. In addition, we offer a competitive flexible benefits package, a matching pension plan, free underground parking, free access to the wellness center and a tuition reimbursement program.
Key Areas of Responsibility :
Sales & Customer Service
Consistently achieves weekly, monthly, and quarterly sales targets and customer acquisition targets through outbound call management.
Grows revenue and expands our current client list by providing creative advertising solutions and actively prospecting new professional business opportunities.
Initiates sales process by prospecting, making initial presentations, understanding business needs, developing proposals, and closing sales;
works proactively to secure new clients by effectively positioning autoTRADER and presenting the value of our product lines to clients.
Develops a database of qualified leads through referrals, cold calling on business owners, and networking.
Maximizes time on the phone with a potential client and takes control of the conversation to lead the prospect to an end result - a sale.
Responds to objections quickly by reinforcing the standard features and benefits of our products; helps the prospect understand why the proposed product offering is the best alternative.
Effectively prepares and researches prior to calling on potential clients; conducts effective needs assessment and designs proposals to address the customer's specific needs.
Discusses advertising needs with customer; understands and promotes autoTRADER products, services and solutions relevant to each customer.
Establishes partnering effectively and ensures the customer's style is mirrored through effective initial contact.
Accountable for complete understanding of pricing, proposal models, and all product lines.
Administration & Management :
Maintains sufficient customer records to ensure proper account administration.
Prepares a variety of status reports, including activity, closings, follow-up, KPI's and adherence to goals.
Presents and negotiates rates with clients; prepares and signs client contracts.
Submits customer orders, following procedures and completes necessary documentation or electronic ad files accurately and in a timely manner.
Ensures all documentation & reports are complete, accurate and submitted to other departments within established timelines.
Completes weekly sales planner to forecast weekly sales to targets, to manage sales activities, and to help focus efforts on requirements necessary to achieve sales targets.
Contributes information to autoTRADER's market strategy by monitoring competitive products and reactions from clients;
recommends new solutions and services by evaluating current solutions and identifying needs to be filled.
Represents autoTRADER professionally and enthusiastically both to internal and external customers.
Responsible to meet overall sales targets and objectives for specific client base.
Ability to immediately engage customers with an enthusiastic and persuasive presentation style.
Ability to maximize time to generate new business development; must be quick on your feet and take control of telephone conversations.
Must have endurance and ability to push physical resources to the limit during periods of peak demand without becoming fatigue.
Capable of responding to objections quickly and use the limited opportunity to detail features and benefits of product offerings.
Willingness to commit time and effort to ensure success and results; ability to remain focused on the goal and not easily discouraged or distracted.
Ability to tailor image to fit customer expectations by adapting to different situations with sincerity and realism.
Ability to develop relevant product knowledge specific to customer needs.
Intermediate level computer skills in Microsoft Office and other computer tools
People skills; effective team player with strong communication (verbal & written) and listening skills.
Strong time and resource management skills along with organizational skills; ability to prioritize and quickly respond to customer requests.
Problem solving and analytical skills.
Minimum 2-5 years competitive sales experience in an inside sales or direct sales environment.
Proven results and consistency in achieving / exceeding sales targets.
Experience in intangible, media and internet product and solution sales.
Advertising or Marketing experience.