Field New Business Development (Commercial)

Job Description

With over 40 years experience, IRIS is the UKs market-leading provider of business-critical software and services to the UK accountancy, payroll, and education sectors. These solutions are delivered as a choice of integrated on-premise software and cloud-basedapplications - managed under the leading IRIS, PTP, KashFlow, Keytime, Taxfiler, Cascade, 12pay, Star, Earnie, PS Financials, ParentMail, Contact Group and School Asset Manager brands. These software packages serve over 21,000 Accountancy Practices, 11,000education organisations and more than 80,000 small and mid-sized businesses, corporates, and payroll bureaus across a wide range of industry sectors.Purpose of JobWe have a fantastic opportunity for an energetic and proven New Business Sales Executive to join our highly successful New Business Field Sales team.This is a key role within the IRIS sales team helping us to drive our growth strategy in existing and new markets. As a field sales executive you will own a vertical market sector for the business and build out your own pipeline whilst working closely withour wider Sales and Marketing team to design a territory plan aligned to the market opportunity.This role represents a fantastic opportunity to join a growing, market leading software business. The right candidate will be an ambitious, organised, target driven individual looking to be part of a fast-moving team on a high growth trajectory. You willwill be able to demonstrate consistent target delivery and strong commercial acumen combined with an organised and personable approach. As part of our commitment the successful applicant will undergo an extensive and comprehensive induction scheduleAs a New Business Sales Executive, your responsibilities will be as follows:

• To find and win new logo customers in an assigned territory or market
• To achieve assigned targets and KPIs
• Excellent deal management - own the deal strategy to create a win
• Accurately forecast monthly and quarterly revenue.
• Pipeline management - owning data quality in CRM for all opportunities and leads, ensuring accuracy of sales stage, deal size, close date, and next actions.
• Prospecting - build a territory plan in the assigned vertical/market.
• Sales skills - apply formal sales methodology and operate at Director/ Exec and CLevel
• Product and Market knowledge - understands the product landscape of solutions and services and how they fit in the marketplace.
• Team player - embraces and enhances the team ethos

Selling SkillsProspecting

• New Business - Produce a territory plan for assigned verticals that maps a path to target and generates enough pipeline coverage to deliver the target number. Identifies the key must win accounts from the verticals and designs and engagement and win strategyto land these key must win accounts

Objection Handling

• Accomplished in objection handling skills to acknowledge, identify, isolate and overcome prospects concerns. Shaping real value that the prospect can use in internal business cases and creating a real why us why now message.

Presentation Skills

• Create and deliver clear value messages that show understanding of the customers needs and how we can help them resolve the problem/ achieve their goals.

Negotiation

• Understanding the give to get principle to find the true win win whilst gaining all key stakeholder support. Shaping real value for both the customer and IRIS.

Product Knowledge

• Knowledge and understanding of the full IRIS portfolio and the problems each solves and Is able to translate this into a discussion with the customer
• Understands and researches market trends and the different competitive landscape for each customer & market Business Acumen
• Understanding business make-up including financial reporting and scope and impact of business solutions and services that can be offered. Can adjust approach to match the individual sales personas.
• Understands and follows the sales process set out by the company CRM reporting
• Adoption of the relevant sales tools available to automate the sales process, and provide accurate reporting. Ensures data accuracy across their account portfolio and future opportunities.
• Understands the customer life cycle and when to involve other IRIS teams to support development and credibility within an account. Can create and execute a deal strategy to influence the key stages and stake holders throughout the cycle. Turns this understandinginto accurate forecasting of deals and pipeline.