Job Purpose
We are seeking dynamic and results-driven Sales Representatives to join our EMEA & NASA based mid-market sales team.
Working alongside our Senior Marketing Manager and the client services team, you will drive net new customer acquisition and revenue growth, using a combination of inbound and outbound sales activity, targeting potential clients in the mid-market, who are starting out on their localization journey, providing them with guidance and advice on how to access a range of online services, and identifying up- and cross-sell opportunities, as their needs mature.
About the Strategic Content Solutions (SCS)
The Strategic Content Solutions, part of RWS’s Language Services division, works closely with major accounts and clients of all sizes who are going global with specialized localization services. These services cover the entire localization spectrum, from translating content, media, and audio to creating engaging eLearning programs and transcribing highly impactful marketing campaigns. The SCS works closely with RWS’s Language eXperience Delivery (LXD) platform, which includes 2,000 in-house linguists, and a network of more than 29,000 translators, who use RWS’s proprietary machine translation, AI, and translation productivity tools, to deliver a 24/7 service to clients.
Key Responsibilities
- Triage inbound leads fitting the mid-market criteria, responding promptly, asking guided questions to understand a client’s needs, quickly identifying whether a customer’s immediate needs are best serviced via the online portal, and taking ownership of opportunities with potentially larger or ongoing needs
- Use BI from the online portal service to identify mid-market prospects and develop an outbound target list to build pipeline.
- Align with the marketing and client services teams to coordinate inbound and outbound sales activities across new and existing customer base, targeting typical buyer personas in the mid-market across all industry verticals, and helping shape future marketing strategy and improve the number and quality of inbound mid-market leads.
- Sell pre-defined out of the box solutions tailored to mid-market at pre-set pricing to generate predictable margins and support ‘low touch’ on-boarding & delivery model, whilst successfully articulating to customers the value of the solution and how it specifically meets their needs.
- Weekly data-driven reporting in our CRM system, linking pipelines directly to recognised revenues, with particular emphasis on short ‘time to close’ and repeat revenue.
- Integral part of the team working towards a single set of common targets and KPIs across roles and functions (client services, marketing etc.) meeting and exceeding net new customer acquisition and revenue targets.
- Provide customer feedback and insights to help shape the future development of the mid-market service offering.
- Stay updated with industry trends and competitor activities in the mid-market space.
Skills & Experience
- 1-3 years of sales experience, preferably in a services industry (desirable, but not necessary)
- Ability to build trust and engage with inexperienced customers.
- Ambitious and self-motivated, with a results-driven approach and will to win.
- Fastpaced and exited about delivering results.
- Proficient in English.
Beneficial to have:
- Knowledge or experience of languages and the localization industry.
- Proficiency in CRM software.
- Any additional forgeign language skill (French, German, Spanish, Italian, Dutch, Portuguese)