Demand Generation - Vohkus HQ

Published Jun 5, 2019 9:31:00 AM
demand generation vohkus hq
 

Overview

Formed in 2001, Vohkus is already a “top 50” UK Technology company, with 125 employees and annual turnover approaching £100m. We firmly believe that people are our #1 asset - It is the quality, and attitude, of our people that has delivered our impressive growth to date. Vohkus provides IT solutions and services to businesses in the UK with 20-20,000+ employees. We work in partnership with leading manufacturers such as HP, Cisco and Dell, as well as cloud providers such as Microsoft, Google, Vodafone and Amazon.

Role Overview

The Marketing function strives to deliver Best in Class user experience online and offline to our end users. We are responsible for everything you experience from websites to postcards from events to branding. We service the sales organisation through training and support to drive lead generation and sales conversion. We work closely with other internal functions, continuously improving the end user experience.

The purpose of the Sales Executive (Demand Gen) role is to provide exceptional support to our existing and prospect client base, with the aim of driving Marketing Generated revenues and improved client engagement and experience. You will set the bar high and work with your Sales Manager and Digital Marketing team mates to develop, evolve and deliver go-to-market campaigns into a customer base, both inbound reacting to the interest generated from Marketing activity and outbound working with existing or lapsed accounts using a prospecting database.

Your passion is what drives you and you will strive to open doors and close sales generated by Marketing. The conversion rates from Marketing Qualified Leads (MQL’s) to Sales Qualified Leads (SQL’s) will become a key focus and a KPI for the team to improve upon as we create a pipeline of opportunities and demonstrate our contribution to the overall company performance.

Key Duties & Responsibilities

  • You will be enthusiastic, always ensuring you are providing the best service to inbound queries – you will support via telephone and chat service.
  • Energised and motivated, your combined reactive and proactive sales activity will help close orders and nurture contacts. There is no account ownership, simply service customers as required.
  • Measured through reports for agreed KPI metrics and achieve all growth objectives agreed through quarterly objective setting and annual performance reviews
  • Develop and evolve all activities and plans for active GTM (go-to-market) campaigns and communicate with your manager and product development / web development team to prepare an effective schedule of improvement based upon customer satisfaction and feedback.
  • Accountable for daily baseline activity levels e.g. call stats, number of quotes and chat conversion.
  • Analyse customer feedback and recommend improvements as we evolve and improve our campaign assets.
  • Coordinate with internal team and provide support to all online marketing strategies, prioritise projects and assist to maximise revenue.
  • Maintain optimal level of customer services always.

Key Performance Indicators (KPIs): Measures of Success

 

Key Results Indicators

Measure of success

Inbound Sales Conversion

Grow to 20% conversion rate (Digital Sales)

Visitors to GTM campaign microsites

Growth in Unique Visitors

Online Satisfaction Scores

Client Survey Score

Active Online Clients

Growth in Active Clients using VPRO

Online Order %

Goal 50% Online / Offline Sales

Lines per Order / Lines of Business

Goal 5 Lines of Business = Client Engagement

Outbound Sales Activity

Call Volume to Target Customers

Client Demand: Ticket Handling            

Ticket Completion within SLA

 

Skills & Experience

 

Essential

Desirable

Excellent written and oral command of English

Excellent written and oral command of additional languages as required

Excellent communication and problem-solving skills are needed

Demonstrable track record of achieving in a fast-paced sales environment

Candidate should be a strong team player yet an aggressive self-starter

 

 

Qualifications Required

 

Essential

Desirable

Minimum Grade C English, Maths and Science or equivalent

Degree ideally in Business Studies, Marketing and/or E-Commerce

  

Competencies

Organisation - The ability to accurately scope out length and difficulty of tasks and projects, set objectives, develop project plans, anticipate and adjust for problems and setbacks. Effectively leverage resources (people, funding, material, support) to get things done, orchestrate multiple activities at once to accomplish a goal, use resources effectively and efficiently

  • Can scope tasks on a day to day and weekly basis to accomplish work within required timelines
  • Effectively prioritises work to ensure business critical activities are completed first
  • Schedules and plans work effectively so not to cause additional or unnecessary work for teammates

Relationship Building – Relating well to all kinds of people. Building appropriate rapport and constructive, effective relationships. Use of diplomacy and tact. Able to find common ground and solve problems for all while representing one’s own interests

  • Is coachable and accepts constructive feedback well
  • Establishes and maintains effective relationships throughout the organisation

Effective Communication - The ability to present in a variety of settings including one-to-one, small and large groups across a variety of audiences including peers, direct reports, clients and leaders as applicable. The ability to write or speak clearly and succinctly in a variety of communication settings and styles, getting messages across with the desired effect. Provides the information people need to make accurate decisions, to know how to do their jobs and feel good about being a member of the team and business

  • Uses all communication channels to ensure teammates receive the information they need to perform at their best
  • Commands attention and can manage group process
  • Communicates to ensure personal and team objectives are understood
  • Gives and receives constructive feedback

Results Orientation - The pursuit of everything with energy, drive and a need to finish, seldom giving up before finishing, especially in the face of resistance or setbacks. Drive towards the accomplishment of goals, working steadfastly and respectfully to push self and others for results

  • Meets deadlines and commitments
  • Takes the initiative to acquire needed information to adopt changes
  • Uses resources (time, knowledge, skills) to achieve deliverables and review own performance against agreed objectives

 

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