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Overview
Role Overview
To Maintain and develop new business at a regional level in London for the major commercial HVAC contractors, consultants and OEM’s in the UK. To manage key accounts as required within the product range and in their regional area. To raise the profile of IMI Hydronic Engineering within the agreed contractor and consultant customer base for their region. Responsible for realisation of sales objectives within their assigned regions.
Key Responsibilities
* Driving specification sales for commercial product portfolio
* Develop the sales plan on an annual basis in conjunction with the Sales Management Team, outlining key objectives and actions for an agreed list of accounts and regional contractors.
* Establish and maintain sales relationships with major accounts as required for their regional area, focusing on key drivers and branded products
* Identify decision makers at the client base
* Understand strategic business challenges and priorities and analyse information and prioritise opportunities critical to an account
* Lead, direct, evaluate and develop business by pursuing prospects, promoting products, offering solutions and achieving sales targets
* Negotiate customer contracts in accordance with the overall company sales strategy
* Co-ordinate the activity of all functions with whom the customer has direct contact in order to prioritise a consistent and cohesive service
* Monitor competitor’s activity with accounts and disseminate information to relevant parties
* Co-ordinate customer events in their regional area.
* Deliver Customer CPD programs to drive specification sales To formulate ongoing sales strategies with and as part of IMI Hydronic Sales Management Team
* Report on budgeted sales and margin performance within their region
* Maintain focus and drive on the overall Company strategies and objectives
* Support new product launches within their region
* Ensure any CRM is used appropriately.
* Ensure expenses are managed within budget
* Attend relevant industry functions where applicable
Critical Competencies for Success
* Investigating and understanding new technologies, markets and products, with passion for continuous learning and development.
* Excellent and proven interpersonal and influencing skills.
* Intellectual strength and a high level of drive and personal commitment.
* Working well under pressure and engaging at all levels of the organisation both internally and externally.
* Well-developed leadership and management skills with excellent influencing capabilities.
* Ability to make and accept challenge positively and debate confidently.
* Credible with peers and able to demonstrate added value.
* Strong ability to innovate, demonstrate strategic thinking and problem solving, a driver of continuous improvement.
* Able to work across the organisation globally and with cultural sensitivity.
* Good business acumen, ability to interpret financial data and make well informed sound business decisions.
* Able to create an environment where innovation provides sustainable competitive advantage.
* Determined to overcome unexpected obstacles to get to the right solution.
* Able to identify commercial opportunities with customers and to keep the customers’ interests front of mind, creating strong and in-depth relationships.
* Deliver on promises, do what he/she says they will do, when they say they will do it.
* High degree of integrity, always prepared to do the right thing.
Qualifications And Experience
* Graduate or equivalent experience with a commercial sales engineering background.
* Successful sales management experience preferably in large complex organisations.
* Proven record of success in business development in sales with a strong understanding and exposure to engineering and solution orientated selling
* Commercial and results driven with skills in managing key accounts and driving business growth
* Ability to operate within a global, fast-moving high-volume manufacturing/ technology business and a balance of working both strategically and operationally.
* Strong technical and business knowledge of the HVAC industry, including experience working with major contractors and consultants on solution orientated designs. Additionally, experience of working with large OEMs would be highly beneficial.
* Experience in a metrics focused environment including weekly and monthly quarterly reporting and analysis.
* Full understanding and proven ability to enhance revenue, margins and operating profit to meet near term and long-term goals.
Seniority level
* Seniority level
Mid-Senior level
Employment type
* Employment type
Full-time
Job function
* Job function
Sales and Business Development
* Industries
Industrial Machinery Manufacturing
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