Sales consultant
Description
A sales consultant is responsible for selling computer hardware, software and ICT services, and ensuring they are aware of their customers ICT needs.
The sales consultant will spend time talking with clients and potential clients to gain a thorough understanding of how the products on offer can assist the business to work in a more efficient and effective manner.
The sales consultant will spend time researching new and innovative IT solutions and then matching these solutions to existing customers needs. The sales consultant will also ensure that potential clients are aware of new and innovative solutions.
The sales consultant will have a superior knowledge of the products they are selling so that they can assist the clients to learn how to use the products and so that they can provide a solid after sales service. The superior product knowledge allows the sales consultant to participate in product development activities and to relate customer concerns and queries back to the technical development staff of the sales company.
A sales consultant exhibits a combination of capabilities from the Skills Framework for the Information Age (SFIA) and from the Leadership competencies for Queensland.
SFIA profile
Within the SFIA profile, the sales consultant has level 4 and 5 capabilities, i.e. enables, ensures and advises on the skills outlined below.
Refer to the framework for descriptions of the seven levels of responsibility and accountability.
| SFIA skill code | SFIA skill level of responsibility | SFIA skills level descriptor |
|---|---|---|---|
Marketing management | MKTG | 5 | Develops and manages comprehensive marketing plans aligned with business objectives. Implements strategies to maximise marketing effectiveness given organisational goals. Leads the definition of target customers and brand positioning. Analyses complex data to inform marketing decisions. Creates innovative solutions to marketing challenges. Coordinates with other teams to execute integrated marketing approaches. |
Selling | SALE | 4 | Identifies and qualifies new sales leads and prospects with a view to developing a pipeline of potential opportunities. Manages existing sales leads. Collects and uses information to achieve sales objectives. Understands customers and their needs, and develops and enhances customer relationships before, during and after the conclusion of agreements/contracts. Identifies opportunities for upselling and cross-selling within the existing customer base. |
Sales support | SSUP | 5 | Works closely with the sales team to ensure customers are assisted and advised appropriately. Ensures reliable cost, effort and risk estimates and project plans are produced. Manages all sales support activities, taking full responsibility for the technical content of bids and sales proposals. Establishes metrics to provide data on performance and support continual improvement of sales support activities. |
SFIA skillLeadership skills
Leadership competencies for Queensland describes what highly effective, everyday leadership looks like in the sector. In simple, action-oriented language, it provides a common understanding of the foundations for success across all roles. The profile describes three performance dimensions (vision, results and accountability) and 11 leadership competencies required against five leadership streams.
Leadership streams are not connected to a level or classification, but rather reflect the balance between leadership and technical skills required of an individual. Individuals can consider the value proposition of roles rather than the traditional lens of hierarchical structures or classification levels. The five leadership streams are:
- Individual contributor (Leads self and does not supervise others)
- Team leader (leads a team and typically reports to a program leader)
- Program leader (leads team leaders and/or multiple areas of work)
- Executive (leads program leaders or other executives)
- Chief executive (leads the organisation).
When developing a role description, identify the role type and then focus on the most important attributes and create a balance between SFIA skills and leadership skills.
Entry points
While a formal tertiary qualification is not required for this role, a detailed technical understanding of IT is required. A degree level qualification in information technology would be considered highly advantageous