COPC Inc. is a CX Consultancy leveraging its COPC CX Standard, the most prestigious and rigorous performance management system for the Customer Experience industry, to help companies improve revenue, reduce costs, and increase customer satisfaction in operations that support the customer experience.
COPC Inc. is headquartered in Winter Park, Florida, U.S., with operations in Europe, the Middle East, Africa, Asia Pacific, Latin America, India and Japan.
The primary responsibility of the VP of North America Sales and Business Development is new client development/sales from the initial qualification of prospects through the execution of contracts. Upon conclusion of the initial sale, the VP of Business Development is responsible for cross-sell and up-sell to existing clients. This person will lead the ongoing maintenance of client relationships he/she has established and assist project managers in maintaining existing clients with whom they have relationships. This position will report to the North American CEO and SVP of North American Sales.
Sales – Minimum Requirements
- 15 years of outside sales which must include a minimum of 10+ years of outside sales experience within the BPO/contact center industry
- Proven track record of consistently delivering new business year after year
- Ability to leverage past client relationships to set meetings quickly
- Business acumen to present transformation solutions to prospective clients
- Ability to creatively package COPC’s value-add to change the level of the playing field to compete more effectively
- Adept at quickly earning the trust, confidence, and respect to cultivate positive relationships that lead to increases in satisfaction, retention, and sales with Fortune 100 clients and industry leaders
- Knowledge of how to leverage the lead generation team to conduct research on key prospects and build pipeline
- Excellent presentation skills
Sales – Key Job Elements
- Targeting and successfully acquiring new COPC clients in North America (NA). This includes:
- Identifying and assessing new client opportunities and developing strategies for penetrating COPC Inc. target verticals and companies
- Developing a clear understanding of client needs and business objectives and translating COPC Inc. services to meet these needs
- Understanding COPC Inc.’s competitive positioning within each opportunity and positioning COPC Inc. advantageously against competitors
- Developing and effectively presenting needs-based proposals to prospective clients
- Answering any post-proposal questions or follow-up actions that may arise
- Actively driving opportunities to close and obtaining client approval/signatures
- Developing the right senior-level client relationships needed to up-sell and cross-sell within the account
- Penetration of other business units/departments/divisions at client accounts
- Being on constant alert regarding competition and their inroads at assigned clients and being able to communicate intelligence gathered to management
- Supporting COPC Inc. NA consulting staff in maintaining, upselling/cross-selling existing client relationships (as required). Retaining and potentially extending current engagements when appropriate
- Attending all key client readouts, certification baseline assessments, final assessments, and, where practical, COPC NA public training to network with public attendees that may have been sold into the class by this person or others.
- Meeting quarterly and annual sales revenue goals
Cross-Departmental Collaboration – Key Job Elements
- Participation in key COPC Inc. team meetings
- Working with the COPC Inc. regions to:
- Leverage and maximize multi-region opportunities
- Share sales approaches and best practices
- Assisting in the development and deployment of new service offerings
- Attend COPC-sponsored conferences to represent COPC Inc. in our booth and social events
- Follow-up on all marketing-generated leads with a formal means of communication that is documented within HubSpot
- Act as the point of contact for COPC on most marketing-related NA emails, which will require both follow-ups on inquiries as well as updates in HubSpot as warranted by responses