Mind Partners is an Executive Search firm with offices in Paris, London and New York. We specialise in retained headhunting for Executives, Senior Management, and Experts.
We are now partnering with XL Industries, a leader in designing and manufacturing construction hoists and other lifting equipment, to appoint their National Business Development/Account Manager.
Please make an application promptly if you are a good match for this role due to high levels of interest.
This is a newly created role.
The position is hybrid-based in East London and involves weekly visits to client facilities and construction sites.
XL Industries is ISO 9001-certified company that has built its reputation on setting up and providing the highest standard in after-sales service and support in the market.
You will join a dynamic and dedicated team with an entrepreneurial mindset, focused on delivering a strong customer experience and satisfaction.
Your Missions:
1/ Business Development
Expanding the formwork hoist business in the building industry, especially in the mid-rise market segment, and developing business in the civil engineering industry via a new product series and developing the customer base of rental companies in the UK (dealers of standard rack and pinion machines).
1/ Account Management
Introducing the company and product to customers, meeting people in the industry, acquiring knowledge of their organisations and activities, identifying relevant individuals and communication channels. You will need to have an excellent understanding of each customer's specifics.
2/ Technical Sales
Analysing requirements, working closely with pre-sales, quoting jobs and preparing offers, receiving purchase orders, reviewing and negotiating terms and conditions, transferring to operations, and following up.
3/ After-sales
Ensuring customer satisfaction while using XL equipment, gathering feedback, and educating customers on the product.
4/ Reporting
Reporting progress and results of the sales plan, KPI, analysing sales, building and reviewing the price list.
5/ Market studies and strategies
Assisting the director in developing the commercial plan and providing regular updates, identifying projects on a mid- and long-term basis, and communicating new opportunities.
Responsibilities:
Interaction with clients
* Overseeing a portfolio of customers
* Understanding the client organisation and key people
* Identifying new prospects and business
* Communicating on products via social networks, creating buzz
* Meeting with clients
* Showcasing product information and benefits to clients
* Winning new clients and building strong, long-lasting relationships
* Building/maintaining a network of stakeholders within the industry
* Introducing pricing range to clients
* Regular follow-ups
Pre-sales and contract
* Organising visits and showcasing products to customers
* Understanding customer needs
* Analysing requirements and giving instructions to pre-sales
* Budgeting and building quotes and offers/calculations
* Managing tender process
* Negotiating tenders and contracts T&Cs
* Liaising with the technical department
* Receiving Purchase orders and transferring to operations
* Managing billing and delivery with the ops team
* Building a price list of services associated with the machine
* Improving the sales process and being accountable for it
* Helping in the design of bespoke products
After sales
* Customer satisfaction, feedback
* Following up and ensuring users are fully satisfied
* Visiting sites and getting feedback from users
* Proposing improvements to company processes
* Producing education and training
Reporting
* Progress and results
* Market competitor report
* Stay knowledgeable and in tune with the hoist industry
* Update CRM daily
* Analyse cost and sales
Market study and strategies
* Improving detailed presentations to match the market
* Contributing to and updating the commercial plan
* Improving strategy according to the annual plan review
* Keeping updated on market studies and competition
* Organising and managing events or trade shows
* Making technical presentations
The perfect candidate will also demonstrate the capacity to sell bespoke machinery within the civil engineering segment and the construction industry in general. This area of work involves a longer sales time frame through technical offers and negotiations.
Requirements:
* Bachelor's degree or equivalent
* Experience in the construction and/or hoist industry
* Willingness and ability to travel and to work remotely, hybrid work. 2 days in the office per week minimum
* Creativity to approach sales and build customer relationships in successful ways
* Excellent written and oral communication skills
* Excellent organisational skills and a keen eye for detail
* Computer proficiency and the ability to enter data and generate reports
* Negotiation and social problem-solving skills
* Will to develop the company
* Hands-on
Benefits:
* Excellent competitive salary + bonus on sales target
* Health insurance, pension plan, and other company benefits
* Company credit cards
* Car allowance or company car