Inside Sales

Internal Channel Account Manager | Mid-Enterprise Sales Representative | Internal Account Manager | Renewals Representative

 

My Objective

To successfully drive profitable growth of Products, Services or Contracts within a defined territory or account basket from a desk-based position using telephone, web, and email tools; via existing account relationships and prospecting to create and close new business opportunities.

Principle Job Accountabilities

  • Sales Targets

    To achieve sales targets aligned with the responsibilities of the role, taking accountability for meeting and exceeding these targets over a sustained period.

  • Drive Business

    Drive business through proactive customer contact. Relatively infrequent travel to customer sites for face to face meetings to progress opportunities may also be required.

  • New Accounts

    Quantify, prioritize and develop new accounts in the defined region, driving territory penetration, new business growth and share of wallet.

  • Manage Relationships

    Manage existing account relationships in the region. Identify opportunities to grow revenue in existing accounts and maximize share of wallet and customer satisfaction.

  • Identify Key Influencers

    Create Account Plans which identify opportunities and initiatives to strengthen relationships with key influencers and decision makers.

  • Collaboration

    Build close working relationships with Customer Service and external sales colleagues to ensure close collaboration in account activities.

  • Reporting

    Timely and accurate reporting. Including maintaining and reporting on funnel opportunity management, revenue forecasts, Account Plans, progress on initiatives and status of relationships.

  • Presentations

    Prepare and deliver high quality web presentations to Accounts and prospects.

  • Lead Management

    Respond to leads and enquiries generated through the website and other marketing programs.

  • New Product Launch

    Ensure New Product Introductions are integrated into the Account planning and selling activities.

  • Fact Based Input

    Provide fact based input to Marketing and the Business Platforms to help specify new customer requirements.

Knowledge & Experience


  • Educated at least to degree level in a relevant field – Engineering or other technical field and / or Business (marketing, administration, economics) or possess a track record in professional career relevant to accountabilities of the role
  • Experience of working within a B2B sales environment essential in a relevant industry / market
  • Experience of using standard business reporting tools and reporting on key metrics
  • Experience of managing accounts in a structured methodology including account plan reviews
  • Experience of using a CRM system
  • Working experience of Miller Heiman methodology advantageous
  • Experience of working within an international environment advantageous
  • Ability to develop successful cross functional relationships internally
  • Ability to manage time and resources effectively, managing multiple activities successfully
  • Demonstrate ability to work effectively with the relevant Belden portfolio – technical expertise not required but an appreciation and ability to understand product applications is essential
  • Demonstrate excellent communication skills, both verbally and in writing
  • Business level English essential plus local language
  • Computer literacy essential
  • Demonstrate the Belden Values

Developing Critical Skills


Launch the interactive critical skills quiz to evaluate your current abilities.

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Selects Appropriate Prospects

Definition: Identifies the opportunity within an organization and correctly selects the targeted individuals along with the appropriate investment of our resources in the pursuit of the business.

Developing

Can prioritize key criteria that make a customer a good fit. Has a definition of what is a qualified opportunity. Would benefit from qualifying opportunities more clearly. Has low funnel integrity at early funnel stages. Has low frequency of walking away from low probability opportunities.

Proficient

Identifies the opportunity within an organization and correctly selects the targeted individuals along with the appropriate investment of our resources in the pursuit of the business.

Advanced

Judges the attractiveness of the Account based on leading indicators of success such as Strategic common interests, growing revenues, Channel alignment and product fit.

Understands Prospect Company

Definition: Identifies the prospect's business needs, key buying issues, and individual purchasing decision makers within the organization before making a sales presentation.

Developing

Has basic understanding of customer's business, its customers & its structure. Identifies possible technical fit of product & potential financial value but this is through a single Buying Influence. Often treats all opportunities as qualified.

Proficient

Identifies the prospect’s business needs, key buying issues, and individual purchasing decision-makers within the organization before making a sales presentation.

Advanced

Is able to link Market Trends with the Strategic Priorities within the Customer. Is literate in different organisational structures and quickly attunes to the political landscape within the customer.

Understands Buying Motives

Definition: Recognizes there are definite benefits sought by the prospect organization and there may be different issues to consider for each decision maker in that organization.

Developing

Identifies Buying Influences within the Account & their preferences. Can articulate the product environment our solution fits into but has limited or no visibility beyond product and technical attributes.

Proficient

Recognizes there are definite benefits sought by the prospect organization and there may be different issues to consider for each decision-maker in that organization.

Advanced

Understands the Business Results that each of the Buying Influences are looking for. Also has an understanding of the political influences on the sale and the Personal Wins or areas of Risk for Buying influences in this decision.

Customer Focus

Definition: Dedicated to meeting the expectations / requirements of internal and external customers; uses first hand customer information to provide products / services with customers in mind; establishes and maintains effective relationships with customers and gains their trust and respect.

Developing

Identifies and understands the overall business objectives of the Account. Will make every effort to meet or exceed Account expectations. May find themselves prioritizing internal, operational matters over customers.

Proficient

Is dedicated to meeting the expectations and requirements of internal and external customers; gets first hand customer information and uses it for improvements in products and services; acts with customers in mind; establishes and maintains effective relationships with customers and gains their trust and respect.

Advanced

Deep knowledge of customers’ marketplace and the opportunities and threats that customers face. Connects Belden's go to market strategy with addressing issues in the customer’s business.

Drive For Results

Definition: Can be counted on to exceed goals successfully; is constantly and consistently one of the top performers; steadfastly pushes self and others for results.

Developing

Has a plan to meet or exceed targets within the Account. May often be distracted from key deliverables and would benefit from more clarity about objectives.

Proficient

Can be counted on to exceed goals successfully; is constantly and consistently one of the top performers; has a clear plan that they execute against to meet and exceed targets within the Account; steadfastly pushes self and others for results.

Advanced

Each interaction with customers and colleagues has a pre-determined objective that drives towards excellent results. Is constantly looking for more efficient use of time and resources to drive results that have largest positive impact.

Problem Solving

Definition: Uses a breadth of methods to identify root causes and identify effective solutions and counter measures. Is honest and probing in their analysis; looking beyond first answers.

Developing

Takes a short-term view and does not identify and address core issues.

Proficient

Takes an objective and fair view of the factors concerned. Establishes the facts before acting. Involves others and considers systems and protocols that avoid repetition of the problem. Uses key data points such as account plans, sales funnel, revenues to inform their decision making.

Advanced

Uses rigorous logic and methods to solve difficult problems with effective solutions; probes all fruitful sources for answers; can see hidden problems; is excellent at honest analysis; looks beyond the obvious and doesn't stop at the first answers. Can evaluate key metrics and ratios relating to Funnel, Revenues, Activity and Resource allocation. Identifies clearly the core issues relating to a topic and able to think laterally around problem solving and value creation.