Blackford Analysis is seeking an experienced sales and business support professional to join their rapidly expanding team and support the high levels of growth of the business. Ideally based in or around Edinburgh, you will provide essential support to the US-based Sales and Customer Success teams, co-ordinating support from product management, operations, marketing and finance to develop proposals, convert sales and report on sales performance.

The Role

Key Responsibilities will include:

Supporting Sales & Customer Success 

  • Support team of (6-8) international Sales Reps developing excellent internal relationships and meeting multiple requests in a timely fashion
  • Support customer success activities, monitoring a pipeline of customer trials and account growth, including CRM management and reporting
  • Coordination of resources across the company to support Sales activity, including support from product, operations, engineering and commercial teams
  • Identifying and supporting internal resolution of obstacles to sales completion
  • Conduct background research on customers to support sales pursuit and customer success activities

Bid Management

  • Bid management of RFP responses and proposals, including creation of responses – leveraging standard materials and tailoring bespoke documents where required
  • Preparation of financial quotations and estimates, managing workflow and  approvals, including liaison with commercial teams to ensure proposal terms are approved and aligned with third party application providers
  • Coordinate completion of all required documentation in support of sales opportunities – NDAs, security assessments, quotes, proposals, statements of work, contracts and amendments.

Sales Documentation Management 

  • Create and maintain a document library to support sales activities and customer success, including definition, maintenance and development of templates for RFPs, proposals and other sales documentation
  • Coordinate completion of all required documentation in support of sales opportunities – NDAs, security assessments, quotes, proposals, statements of work, contracts and amendments.
  • Link with the marketing team to align sales activities with marketing campaigns and manage the production and use of sales materials.

Maintaining CRM and Sales Pipeline 

  • Maintain understanding of lead sales opportunities and key accounts, establishing ability to interrogate pipeline reporting to ensure accuracy and consistency
  • Maintain Sales and Customer Success data within CRM, working with the Sales and Finance teams to ensure accurate reporting of sales activities and supporting budgeting and forecasting activity
  • Define and deliver accurate sales pipeline reporting, including definition and calculation of pipeline performance metrics and troubleshooting

Cross-functional Working

  • Co-ordinate activities across sales, customer success and marketing to support revenue growth
  • Support a two-way interface with Product Team, co-ordinating activities to link market insight from customer-facing staff with development and presentation of product offerings
  • Provide ad hoc support relating to business-wide projects including OKR/KPI measurement and ensuring accurate reporting to Management Team/Board

About You

You will enjoy supporting customer-facing activities in an entrepreneurial and fast-moving environment. You will bring energy, self-motivation and have a pro-active and flexible approach. You will enjoy working cross-functionally – engaging stakeholders from across the business internally and externally, demonstrating strong commercial acumen and an ability to innovate.

The following skills and experience are strongly preferred:

  • Direct experience in a Sales Support role, working actively with multiple Sales Reps in a technical environment to successfully convert sales opportunities
  • Experience of monitoring a sales pipeline and ensuring accurate reporting of sales performance
  • Direct experience creating and working with sales documentation and templates, including use of document management systems
  • Bid/proposal management skills, including understanding customer requirements, allocating responses, completing templated responses, proposal pricing and managing multiple activities to meet tight customer deadlines
  • Maintaining & developing use of a CRM system (Hubspot or similar application) to generate pipeline reporting and  automate sales tracking
  • Experience with proposal-generation software tools preferable
  • Experience of successfully liaising with internal and external stakeholders across different business functions
  • Broad experience of KPI/OKR measurement and Management Team/Board reporting

The role will require flexible working hours to manage activities across UK and US time zones.