Head of Sales, Nicky Wilson-Everett, explains the “switch from a product, to a solution mindset”
I feel very lucky to have joined OnlineDIRECT, a successful Business celebrating its 20th Anniversary this year.
OnlineDIRECT has a wealth of talent and experience across the Business and a passion to deliver best in class service to our Brokers.
We have changed the structure of the Broker sales team over the last 6 months with the intention of delivering a more personal service to our Brokers, focusing on a detailed understanding of how our Brokers work and delivering the appropriate solutions whether that be face to face, or over the phone.
As a collective, the Business is working hard to deliver unique solutions for our Brokers and Partners and understand that to allow Intermediaries to continue to be successful, we need to enable our Teams to grow the product offerings and add value to their end Customers. We have 2 dedicated Sales Teams within OnlineDIRECT our Broker Channel and our Partnerships Channel – our aim is to find solutions that fit the needs of individual Businesses, rather than making them fit in with us. We offer solutions that range from a fully outsourced Account Management approach, through to simply processing contracts.
We recently split our Broker Channel in two, to enable our Account Managers to spend more time understanding our Brokers needs, and allow time for the Account Managers, and Key Managers to work with each Broker closely, allowing us to understand how we can improve in efficiencies and look at product offerings that will give them more to talk about with their end Customers.
The Sales Teams focus on creating great relationships with our Brokers & Partners and we aim to be seen as extension of their Businesses. We want nothing more than for our Customers to succeed and grow, as our success at OnlineDIRECT is intrinsically linked to success of our Brokers and Partners.
We channel the experience of the Account Management Teams in the North and South by having specialists in both SME and Corporate sales available to our Brokers. Our SME Account Managers focus on working rejections and providing solutions to get the best possible live rates for our Brokers, they are experts at using energyengine®, and will identify any gaps in our Brokers’ knowledge, then deliver bespoke training sessions. Our Corporate Key Account Managers have experience in preparing recommendations for multi-site tenders, high consuming meters, and more complex solutions. Our Key Account Managers will work with their Brokers to identify trends and will proactively work alongside them to look retain and grow their Customer portfolios.
I am excited about the next 12 months, working with two great Sales Teams who are passionate about delivering a world class service to our Brokers – we will continue to evolve and improve, and work side by side with our Brokers and Partners to ensure we continue to deliver best-in-class service, solutions, and technology.