Inside Sales Executive


Business title Telephone Account Manager Business Unit Sales Team Enterprise Reports to Manager, Reseller & Inside Sales ROLE PURPOSE This role requires a highly energised and motivated individual to sell a range of Equifax products and services through outbound telephone contact to both new and existing customers to achieve a predetermined revenue target. The role will work closely with the Manager, Reseller & Inside Sales, to substantially increase the market awareness for the Enterprise Accounts offerings and in turn drive aggressive revenue growth. This role requires not only growing new business from new customers but also protecting an existing customer base. Page 2 of 5 KEY DELIVERABLES & RESPONSIBILITIES Key Deliverables  Selling Equifax products/services over the telephone by making outbound telephone calls to new and existing customers.  By converting sales leads to opportunities, conducting white space analysis and maintaining account reviews on a quarterly basis.  To consistently achieve and/or exceed monthly sales targets by upselling/cross selling to current customers and proactively prospecting new customers.  Proactively manage a portfolio of approximately 1,200 SME customers across multiple locations and industries. Establishing a segmented call plan to manage customer contact, based on their annual or projected annual spend, e.g. A, B’s and C’s.  Constantly monitor customer transactions and product usage identifying possible opportunities and threats to the Equifax customer relationship.  Promote further services of Equifax that existing customers may not be aware of to continually maximise the potential of the customer’s and Equifax’s business.  Maintenance of Equifax’s customer data by entering all relevant information into Salesforce on all sales activity across new and existing customers.  To achieve and maintain a consistently high level of efficient and effective service to Equifax’s customers and prospects by ensuring follow through of all aspects of the sales process.  To develop and consistently maintain an extensive knowledge of the products and services offered by Equifax.  To develop a strong working knowledge of Equifax’s systems that is needed for the representative to effectively operate, including vedacheck.com TM1 and Salesforce  Achieve set number of calls per week determined by the Manager in conjunction with the General Manager Enterprise Accounts.  On appropriate sized opportunities complete a minimum of 2 Miller Heiman Green sheets per month (size will be determined by the Manager).  Where required complete Blue Sheets where opportunity size is warranted i.e. $50k  Accurately report monthly and quarterly forecast to support Enterprise Accounts team overall forecast. Budget  Manage an existing revenue base of approximately $3.5m with a target of growth over LYA (yet to be determined).  Achieve set new business click, non-click as advised at the beginning of each new financial year.  Provided via Sales incentive plan letter signed off by staff and manager. Page 3 of 5 KEY DELIVERABLES & RESPONSIBILITIES Challenges  Build market awareness of Equifax Solutions and services Create market awareness for Equifax’s offerings and in turn, drive aggressive revenue growth. The role is both a product evangelist as well as a business development specialist and is a vital component in supporting Equifax’s goal of achieving a dominant market position.  Strong customer relationship/focus The position requires the TAM to have a dedicated call cycle approach ensuring that all customers are touched on a regular basis. The TAM must also work closely with customers who have multiple offices that use Equifax with an objective of cross-selling these services to both the national office and all state offices.  Meet and exceed revenue targets both new business and base.  The overarching purpose of the role is to develop a high level of market awareness of the Equifax value proposition across the target customer set and achieve the growth targets for ‘click’ revenue growth, New Business, Initiatives and other nonclick or value added services. KEY RELATIONSHIPS Internal  GM, Sales Enterprise Accounts  Sales Manager – Northern/Southern Region  Account Managers, Client Engagement Managers and Key Account Managers.  Product Sales Consultants  Solutions Consulting Team  Equifax Advisory Services  Finance  Subscriber Queue/Customer Service External  Customers POSITION REQUIREMENTS Qualifications Relevant tertiary qualification or equivalent experience. Page 4 of 5 Knowledge, skills, experience  Extensive telesales experience in the credit and financial services, professional services and/or technology sectors (3 years).  Proven ability to forecast accurately on a monthly and quarterly basis.  Demonstrated understanding of pipeline management.  Strong track record of sales in a complex market with proven track record of consistent achievement of sales targets.  Exceptional personal customer relationship management skills and outstanding interpersonal and liaison skills with all levels of stakeholders.  Exceptional time management skills and be a committed and dedicated professional who will devote the time to fulfil position requirements.  Mature, well balanced and emotionally resilient  Excellent presentation skills (written and verbal). CAPABILITY FRAMEWORK – CORE (CAPABLE/MEETS) Self-awareness/management Self-understanding, composure, conflict management, emotional intelligence, resilience, manages pressure  Has self-awareness; understands impact of behaviours on others  Resolves conflict effectively when it arises, responds with empathy  Is calm under pressure Communication Communication, listening, maintain effective relationships, effective negotiator, collaborates effectively with others  Communicates well to colleagues  Listens effectively; understands key messages  Negotiates effectively for necessary resources  Uses internal and external networks and relationships towards work outcomes when required  Collaborates with colleagues at all levels effectively  Effective written communication skills  An effective public speaker  Resolves conflict effectively when it arises, responds with empathy Planning and organising work output Develops plans towards outcomes, organises to gain resources, makes effective decisions  Has required planning skills  Has effective organisational skills; seeks assistance when necessary  Makes decisions using available information to meet job objectives Time management and prioritisation Identifies priorities, manages time effectively, delivers on time, effective project management  Undertakes tasks conscious of priorities  Manages time effectively; productive  Meets stakeholder expectations around results  Uses project management techniques effectively Page 5 of 5 CAPABILITY FRAMEWORK – CORE (CAPABLE/MEETS) Customer focus and results orientation Has a customer focus, gains customer feedback, is innovative in meeting customer needs, delivers results, committed to business outcomes  Meets customer expectations  Seeks and responds to customer feedback when required Quality and continuous improvement Is committed to quality in work output and results, continuously improves processes/practices, open and adaptive to change  Actively produces solutions to meet customer needs  Understands and delivers results that fit with the business plan  Improves processes and practices in their area  Sees change positively and as an opportunity  Has necessary industry and technical knowledge to do their work effectively Business ethics and integrity Has integrity, understands and respects confidentiality, operates in an ethical and honest manner  Trusted and relied upon by colleagues  Treats confidential information appropriately  Is open and honest Primary Location: AUS-Sydney-100-Arthur Function: Function – Sales Schedule: Full time



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