Regional Account Manager, Newcastle.
Working closely with the Sales Director, Inside Sales Advisors and Technical Consultants, the Regional Account Manager is responsible for the management of the sales process, delivery of contract wins and developing strong customer relationships for long term business gains within their given territory.
This is a consultative role which will rely on using and building upon product knowledge and various client industry expertise. You will act as a conduit between the customer and our in-house Technical Consultants, working together to create technical presentations that use SOLIDWORKS software solutions to solve or customer’s/prospects critical business issue.
This role will involve arranging meetings with new and prospective clients to get under the skin of what they do and understand what products or services we can offer. The Regional Account Manager will also conduct appointments made by the Inside Sales Advisors along with self-generation to secure appointments. Commitment should be made to ensuring that CPD is continuously updated and to understand the nature of our clients, current and targeted, and commit to developing CAD knowledge.
It is also the responsibility of the Regional Account Manager to plan and organise their daily workload in order to meet the company strategy and grow the business, achieve their KPI’s and to complete the CRM to record all daily activity, leads and opportunities.
As an advocate, the Regional Account Manager is responsible for creating a good image at all times and live by the values and expectations of the company.
Duties and Responsibilities:
- Be responsible for business development within the designated territory, including closing sales, working with existing clients to find opportunities to promote product and services and creating new opportunities through self-generation.
- Responsible for following up and actioning leads that are created via SOLIDWORKS directly, the company website and the inside sales advisors.
- Proactively generate new leads, through cold calling, personal networks, events, seminars, conferences, or any other relevant activity.
- Attend appointments with current and prospective clients to present our proposition.
- Follow best practice for each stage of the sales pipeline.
- Influence, persuade, sell to and negotiate with senior management teams of target companies. Extra support may be provided e.g., working closely with the Technical Team and Sales Director who can help you articulate what the customer needs; Regional Account Managers must clearly articulate the critical business issues the prospect is facing and how involvement of the wider team, by way of technical validation, may address these issues.
- Executing the sales process and closing business within the expected timeframe, with regular follow up with the client and where required, offering to talk through any terms and conditions or other questions with the client to enable closure.
- Build and maintain an accurate and up-to-date sales pipeline using our CRM system; populate it with contacts, leads, opportunities and account management information.
- Report forecasted sales performance via the company CRM to Sales Director on a weekly basis.
- Fully accountable for business plan and pipeline which should be frequently updated to reflect activity and progress to ensure meeting of targets and to update the Regional Sales Director on a weekly basis.
Experience and Skills / Attributes Required:
- Demonstrable experience in selling 3D CAD, simulation, technical authoring and any associated PDM tools ideally having sold SOLIDWORKS, CATIA, Autodesk, Siemens PLM (Solid Edge, NX) or PTC/Pro/e software Solutions.
- Strong engineering background preferred.
- Strong ability to retain key information and previous discussions to help build a trusting rapport with the client.
- Highly motivated and enthusiastic to achieve results.
- Resilient, patient and calm in their approach.
- A consummate relationship builder with excellent business networks and contacts.
- Strong team player who shares best practice and builds relationships across the company including with Technical Consultants to prepare client demos.
- Effective influencing skills and objection handling.
- Excellent sales and negotiating skills.
- Ability to identify client needs and provide suitable business solutions.
- Excellent Computer, MS Office and CRM Software skills.
- Good verbal and written presentation skills.
- Commercially astute.
- Maintains a positive outlook.
- Takes personal responsibility for self-development.
- Maintains a highly presentable appearance.
- Takes ownership and accountability for their day to day sales role and can self-motivate in a highly autonomous environment.
- Exhibits our values at all times (supportive; positive; integrity; respect and excellence).
How to apply:
Please send your C.V. and covering letter to jade.craig@abgi-uk.com
Inside Sales Advisor, Newcastle.
Working closely with the Sales Director, Sales Specialists and Marketing team, the Inside Sales Advisor is the front line of the sales operation and is responsible for proactively generating leads from researching, cold calling, personal networks, events, seminars or any other relevant activity. The role will also involve following up on marketing qualified leads generated through the company website, handle inbound telephone enquiries and manage and instigate live chat on your set day. The Inside Sales Advisor will follow the company sales cycle and call quality structure to ensure that weekly and monthly targets are met.
Being at the front of the sales function, the Inside Sales Advisor influences what opportunities are passed to the relevant Regional Account Manager and determine what good opportunities look like. The Inside Sales Advisor will make follow up calls to the Regional Account Manager to ensure that all relevant information is filled in and moved to correct stages on the CRM system to ensure commissions can be paid once meetings have taken place. This role is a steppingstone into our regional sales roles
Duties and responsibilities:
- Communicating with current clients and making outbound calls to potential clients.
- Responsible for meeting monthly appointment targets generated through researching, cold calling, email campaigns, Linkedin, Marketing-generated leads and events.
- Working through email campaigns with telephone follow ups.
- Responsible for meeting daily call targets.
- Continuously build and maintain pipeline.
- Understanding client needs and identifying sales opportunities.
- Maintain accurate records on the CRM system of all correspondence with leads and opportunities including updating incorrect contacts or adding new points of contact within a company.
- Demonstrating resilience when objection handling.
- Explaining at a high level the key features of our products and services.
- Keeping up to date with product and services
Experience and Skills / Attributes Required:
- Engineering graduate background looked upon favourably.
- Previous experience in outbound call centre or related sales position preferred.
- Knowledge of SOLIDWORKS or another 3D CAD system preferred.
- Highly motivated, competitive and enthusiastic to achieve results.
- Resilient, patient and calm in their approach.
- Excellent communication skills both verbal and written.
- Maintains a positive outlook.
- Active listening skills.
- IT literate, good knowledge of MS Office suite and CRM software.
- Effective influencing skills and objection handling.
- Excellent sales and negotiating skills.
- Strong organisational skills.
- Ability to identify client needs.
- Commercially astute.
- Team player who shares best practice and builds relationships across departments.
- Takes personal responsibility for self-development
How to apply:
Please send your C.V. and covering letter to jade.craig@abgi-uk.com
Applications Engineer.
The role of the Applications Engineer is to use their expert knowledge on SOLIDWORKS 3D CAD software to deliver an all-encompassing solution to customers which can involve a variety of tasks including providing instant solutions to client issues by acting as a front line helpdesk resource, creating and delivering engaging training content, creating and delivering bespoke pre-sales demonstrations and being an expert consultant ensuring the best package is offered.
The Applications Engineer sits in the operational side of the business as part of the SOLIDWORKS technical support team following the sales process and are trusted to make the right decision for the customers, as their expert consultant.
Duties and responsibilities:
- Building rapport and relationships with a broad range of customers who use SOLIDWORKS to design their products
- Delivering SOLIDWORKS training to our customers to ensure that they are equipped with the skills and knowledge to get the best from the product
- Responding to customers’ needs, resolving technical problems using SOLIDWORKS in an effective and efficient manner
- Working closely with the sales team to understand customer requirements
- Using a consultative approach when liaising with customers to identify suitability for other products or services and ensure the best service is always provided
- Progression into product demonstrations of SOLIDWORKS to prospective customers
Experience and Skills / Attributes Required:
- Engineering or design experience gained in a design environment
- Knowledge of a 3D CAD system, ideally SOLIDWORKS but other systems may be useful (Pro/ENGINEER or Inventor)
- Graduate or HNC qualified in relevant field
- Excellent presentation skills and confident communication style that can easily adapt to different stakeholders
- Professional manner and confident in customer facing role
- Excellent planning and organisational skills and ability to multitask competing demands at one time
- Ability to identify customer needs and provide suitable business solutions
- Excellent Computer and MS Office Skills (Word, Excel, Outlook)
- Willingness to be flexible and to travel as required
- A creative problem solver and team player
How to apply:
Please send your C.V. and covering letter to jade.craig@abgi-uk.com
About Innova Systems.
Established 2002 in Cambridge, UK, we understand the commercial realities of bringing new products to market and the pressures that exist in creating designs within budget and ahead of forecast.
It’s this passion, understanding and real world knowledge of the design and manufacturing process that shapes the Innova Systems team and the way we do business.
We have a very personal approach and work to become a natural extension of your business, so if you’re new to 3D design, are making the transition from other software such as AutoCAD, or even if you’re an expert needing additional support, we can help.
Take a look around Innova Systems HQ - Watch the video!
