Lead Qualifier

cap LP & Associates' client

location Ho Chi Minh City

post time Posted 67 months ago

Tittle: Lead Qualifier, SOG B2C

Overall Role Purpose

The Qualifier is responsible for:

1. Lead searching through webs

2. Qualify leads by telephone

3. Update revenue potential in profiling tool and comet

4. Face-to-face contact to do lead generation/sales blitz

5. Attend workshop/seminar/forum to understand market

Reports to: SOG Owner/ASM

Accountabilities

Key activities

Overall goals / Typical measures

Customer

- Internal

- External

SOG B2C Owner

§ Undertake any projects/duties as assigned by the SOG B2C Owner

Customers

§ Calls leads as assigned by system

§ Calls Multichannel customers for re-profiling/rank up as prioritized by Multichannel Coordinator

§ Notifies sales executive of development lead when needed

· 40 - 50 calls per day (TBC)

· XX rank-ups identified

· XX% of profiles completed

Stakeholder - Internal

Country Sales Function (Field Sales Group, Telesales Group, Marketing, CS Groups)

§ Ensure co-operation with other members of the sales team and throughout the sales force

Process

People - Management

Lead Qualification Process Deployment

§ Execute call plan provided by B2C Owner

§ Use communications skills to identify decision makers for Express shipping and gain access to them

§ Combine sales skills with Company product/service knowledge and convert the maximum possible suspect leads into prospects/identify rank-up potential during re-qualification

§ Continually develop knowle

§ dge of company’s services and general commercial awareness in order to provide the best possible standard of customer service and maximize the department’s contribution to the sales function

Customer Information Maintenance & Reporting

§ Ensure that customer information is maintained accurately on the customer database

· Weekly/daily call plan

· Calls per day

· Customers (re-) profiled

· Rank-up potential identified

· Development leads created

§ Incumbent has no direct reports and authority over country line and functional personnel. Nevertheless he/she must be able to demonstrate ability to influence decisions/actions

· Informal influence to enable improvement and change within the organization

Skills / Qualifications

Key capabilities

Skills

Telephone skills

Communication skills (English and local language), spoken and written

Competences

Competency segment ‘Business’

Analysis: n/a.

Planning & Organizing: Sets clear and realistic goals and objectives. Establishes a course of action and a sequence of steps to ensure that activities and objectives are efficiently achieved. Is structured with good personal organization. Schedules time effectively and uses efficient work methods and tools.

Decision Making: n/a

Results Orientation: Continually seeks to accomplish critical tasks with measurable results. Overcomes obstacles and makes adjustments to achieve results. Focuses self and others to achieve targets aligned with business goals.

Competency segment ‘Leadership’

Teamwork: Works cooperatively with others to achieve target and objectives. Accomplishes own tasks in support of team goals and actively offers to help colleagues. Supports group decisions.

Competency segment ‘Personal’

Accountability: Acts responsibly. Can be counted on to keep commitments. Complies with the intent of policies, procedures and agreements. Builds others' trust in own professionalism, integrity, expertise and ability to get results.

Communication: Provides both verbal and written information in a timely, clear and concise manner. Expresses ideas effectively, adjusting style, tools and mode to the needs of others. Listens attentively, and summarizes or asks questions, when needed, to clarify information.

Self-management: Remains calm, objective and controlled in responding to urgent or demanding situations. Maintains effective performance under pressure. Stays positive.

Expected years of experience

1 year experience in sales

Educational Qualifications

Diploma (or equivalent)

Fields marked with a * are required.