JOB TITLE:
Sales Account Manager
Location:
Unitherm Heating Systems, 2 Pear Tree Business Park, Desford Lane, Ratby, Leicester, LE6 0PG
REPORTING TO:
Regional Sales Manager
JOB BRIEF:
* Proactively liaise with architects, consultants, specifiers, main contractors & sub-contractors to ensure all projects are tracked from initial enquiry, through design, to securing order, as well as any support post sale.
* Implementation of the sales strategy according to the business' goals and objectives to accelerate growth in line with the Unitherm business plan. The primary purpose of the role is to maximise opportunities with new and existing customers to achieve set targets.
* Understanding the requirements of customers to ensure their needs are being met.
* Working with internal departments to ensure the product and service proposition is appropriate for current and future market requirements.
* Working in conjunction with the Regional Sales Manager to ensure all market intel is fed back in an appropriate manner including pricing, product, competitors, customers etc.
MAIN ACCOUNTABILITIES:
* Call on key current and prospective customers (Developers, main contractors & sub-contractors) or specifiers (architect or specifying engineer) to present the full range of products and services available through Unitherm Heating Systems. Assist the customer in defining project requirements, influencing the preparation of specifications or matching our products with existing specifications.
* Prepare accurate and appropriate specifications/quotations for all systems and products as required by the customer.
* Feedback any customer issues, ensuring appropriate solutions are presented.
* Ensure the company's CRM system is kept up to date with expected delivery dates, value of the project, probability of success, reason for losing order if unsuccessful, relevant contacts etc. Logging and following up all calls/leads and enquiries to ensure that the order is won.
* Monitor competitor activity and market trends within the region, and feedback to the Regional Sales Manager.
* Work closely with the Regional Sales Manager regarding:
* Individual and Team KPI's
* Sales performance
* Versus Budget & PY
* Revenue & Margin by Product category
* Conversion Rate / Project Pipeline
* Key Target Contractors/Projects for the year
* Ability to use lead generation tools when targeting new business and developing pipeline.
* Act as an ambassador for the company and ensure that the organisation is fully engaged with internal and external stakeholders and partners.
* Actively participate and give input to team meetings and product development.
* Provide feedback into the innovations process and provide a customer focused view in the development of robust technical solutions.
* Support product launches and any exhibitions, as required.
* Work in accordance with requirements of your role in H&S, Quality, Environment and Corporate Responsibility (including Competition and Bribery Acts).
* Perform other related duties as assigned or warranted by conditions.
COMPETENCES, SKILLS AND EXPERIENCE
* Proven work experience as a Sales Account Manager or Sales Account Executive.
* Competence in strategical, analytical and problem-solving skills.
* Ability to translate technical information, read drawings/plans to the required level of understanding of diverse customer audiences.
* Computer literate including Word, Excel & PowerPoint.
* Detail oriented and familiar with CRM systems.
* Good communication/negotiation skills and an ability to be flexible.
* Working understanding of Health & Safety of Quality standards
* Ability to liaise with both internal & external team to achieve results
* Excellent product and industry knowledge
* Excellent time management, planning and organisation skills
* Ability to manage multiple projects operating to varying time frames
* Ability to read drawings, plans and has attention to detail
* Proactive and self- motivated
PERSON SPECIFICATION
* Entrepreneurial mindset and excellent leadership skills
* Excellent organisation skills
* Strong business focus
* Professional image
* Dynamic approach
* Highly self -motivated
* Demonstrates ownership
* Innovative, creative and forward thinking
* Excellent influencing skills, at all levels
* Good networking skills
* Flexibility and adaptability in approach
* Excellent work ethic
* Leads by example
* Good team player