The role will involve identifying and closing opportunities through inbound lead follow-up and outbound business development. You will be responsible for generating sales from cold, both by developing your own pipeline of new prospects and by maintaining and developing contacts with our existing prospect list in Salesforce.
The objective for each sale will be to obtain a signed contract for a ‘scoping exercise’ which forms the first stage of every new customer implementation.
The sales process relies on establishing OrderFlow as a trusted expert in the field. Each sale is the starting point for a long term business relationship. The sales person needs ‘sector credibility’ who understands the business issues and possible solutions but does not need to be a technical expert in the OrderFlow platform itself.
OrderFlow is a warehouse management and order processing system, usually provided as a hosted service. Choosing a new supplier for this fundamental part of their business is a significant long-term decision for all the prospects you will be talking to.
The lag between our first discussions with a prospect and them commissioning a scoping exercise is typically around three months. It may then be another nine months to a year before OrderFlow is operational.
If prospects are not actively looking at options you should aim to stay in contact with any decision makers in our target sectors through targeted email newsletters and follow-up calls. This is driven by our SalesForce prospect list and is a continuous background sales task.
As OrderFlow is a complex product, it is important that your approach does not result in setting unrealistic expectations with prospects at an early stage of the sale. Prospects want to feel they are choosing a long-term partner with whom they will develop a close working relationship without racking up unexpected costs. There is a lot of trust involved, the personal credibility of the individuals they talk to is important. This is particularly true as we are not as large or well known as some of our competitors.
Our primary contacts know the detail of their own warehouse operation intimately but frequently don’t have wider warehouse or logistics experience. They are looking for us to provide options, ideas and sector expertise.
You must be happy working alone and should relish being more involved in the company’s marketing activities than you would be as part of a large sales team. You will work closely with a freelance marketing and PR specialist who is retained for two days a month to generate content for our website, administer our Google Ad campaigns and manage our social media accounts.
There is no element of ongoing account management in the role.
Credible and authoritative on the phone, able to quickly build a rapport with decision makers.
Willing to travel. Time spent on site is very well received and is a key part of how we differentiate ourselves.
Good commercial awareness. You will need to draw on your experience and judgement to avoid wasting time on poorly qualified leads.
Personal integrity and professionalism, with an ability to enthuse new prospects while still setting realistic expectations.
You need to be comfortable with the sector and business drivers, and be a quick learner with an ability to think on your feet about how we can address their challenges.
Usual sales traits: optimistic, persistent, personable.
Career history and track record
Candidates will be expected to demonstrate a career progression in a relevant sales role. This might be any of the following:
- Selling third party logistics services
- Selling warehouse management and/or order processing systems
- Selling ERP or other complex enterprise software platforms
Relevant sector experience is preferred but we are happy to consider candidates with experience in other areas if they are similar to the “Sales Environment” described above.
Process and oversight
You will initially be responsible for all sales activity up to the point where the prospect commits to funding a detailed requirements gathering process (the ‘scoping exercise’).
You will report directly to our Managing Director and will meet weekly to review your sales pipeline and activity.
Note that the scoping exercise is also the gateway which will give the rest of the business an opportunity to add detail to the proposition. In some cases we may decide not to bid for work or to price our solution in a way that reflects the perceived risk of committing to the work required.
Once you are more familiar with our market and services the intention is that you also take on responsibility for converting these prospects to long term customers when the requirements gathering process has been completed.