The SES is a corporate professional who is responsible for equipping the company’s sales team with the resources, training, content, and tools required to sell effectively and close sales orders faster. The SES works behind the scenes to optimize the sales process through several core tasks, and reports to the Sales Manager.
Core Responsibilities:
- SES is the first line of contact for customers, suppliers, stakeholders, and inside / outside sales team for Sales Manager.
- Builds trust with prospects and customers by meeting commitments in a timely manner.
- Organizes meetings on behalf of Sales Manager and establishes meeting objectives and agendas.
- Keep the website up to date, request changes and/or lead generation initiatives.
- Supports the sales with administrative tasks.
- Designs ongoing coaching programs for sales representatives based on performance analytics and skill assessments.
- Support the sales team to achieve customer retention and growth goals and quota attainment rates. They track performance indicators (KPI’s) to identify skill gaps and refine sales strategies based on data.
- They oversee the adoption and optimization of sales tools, such as CRM & BI software systems.
- Help with revenue operations to align sales enablement efforts with broader business objectives.
Operations
Sales Collateral, Marketing and Promotion:
- Maintains an up to date section in the sales playbook that catalogues all specialized requirements, certifications and procedures for various customer industries and/or specific customer requirements.
- Creates and maintains learning resources for sales teams.
- Creates enablement materials to support post-sale customer success and upsell opportunities.
- Assigns leads to appropriate sales representative in a timely manner.
- Tracks lead conversion rates, time of first contact to closing ratio and annual sales for new business by sales person.
- Analyzes activity and presents to management monthly.
- Leverages social media such as Linked In and other sites to generate interest.
- Provides research for sales team on key prospect opportunities that align with targeted business categories and industries.
- Identifies key players within A level and targeted accounts, their current suppliers when possible and the business scope.
Systems and Processes:
- Ensure Workflow standard procedures and minimum field requirements are being executed correctly by the sales reps and department.
- Conduct and document any Workflow retraining activities, and recommend potential improvements to the Sales and Quality Managers.
- Develop a process to manage collaborative communications for quotes that require a creative approach.
- Updates CRM daily and after each prospect or customer interaction and ensures similar compliance from Sales Reps.
- Assists in maintaining the e-commerce platform through proposing new products to be added and liaising with the web marketer.
- Other related duties as assigned.
Education:
Bachelors degree combined with relevant professional experience in sales, marketing, or corporate training.
Experience:
B2B Sales Experience: Working as a Sales Development Representative (SDR) or Account Executive (AE) provides firsthand knowledge of the sales cycle, common buyer objections, and tool pain points.
Corporate Training or Teaching: Experience onboarding new hires or coaching team members translates directly into the training aspect of the SES role.