Previous BEMS experience is required
Responsible for managing existing 270 accounts and South-West based customers/sites, identifying new routes to market, and developing a strong pipeline to achieve targets against the ECS business plan.
Key sales channels include PSA, FM companies, management agents, existing managed accounts in the South-West, new end-user direct business, and Eon-led opportunities. You will be responsible for the development and execution of a robust and targeted sales strategy that delivers consistent growth in client base, recurring, and capital revenue.
Together with our Regional teams, this role will work as one with Technical Support and Service Delivery Managers to develop customer solutions and ensure that first-class service delivery and account support are provided.
This role has stakeholders in all parts of the ECS business, so collaboration and teamwork are key in the wider business success.
The focus will be on new business sales, South-West account development, up-selling existing services, and cross-selling of any wider Eon solutions.
In short, to meet and exceed sales targets for both sales and margin year on year.
Main Duties & Responsibilities
· Identify new routes to market and focus on developing this client base with the support of the regions and National accounts.
· To work with existing 270, South-West accounts, preferred suppliers and to target new customers, identifying the size of the opportunity/spend and agreeing standard terms set through the national strategy and pricing models.
· Manage assigned contracts to ensure KPIs are met and spend targets/ GM levels are achieved across all Regions.
· Create and develop client-specific Account Development Plans (ADPs) and engagement strategies.
· Report monthly and quarterly strike plans outlining our understanding of the competition, future opportunities, and current performance.
· Promoting and selling the E.ON brand and understanding all the sales propositions.
· Be customer-focused at all times and deliver outstanding customer service by displaying a positive and proactive approach on every occasion.
· Forge and develop long-term relationships with existing and new key contacts and decision makers to safeguard any additional requirements.
· Schedule regular contact with clients via the telephone and email.
· To work with the sales and projects teams to ensure the sales offering has clear objectives for winning business from competitors.
· Own the bid process and ensure robust governance in conjunction with senior management and the technical team.
· In coordination with the ECS Sales Board,help create bespoke sales strategies for different market sectors in line with regulatory guidelines and value add propositions
Relationship Management
· Directors and Leadership Team
· Regional, Senior and National Sales Team(s)
· Peer to Peer
· Technical Support
· Services and Delivery Team(s)
· Legacy customers
· Partners (e.g., FM companies)
· Key Strategic Supply-Chain Partners
Specific job knowledge, Skills & Experience
Experience and Qualities:
· Proven experience of working within a target-driven, engineered solutions-oriented sales environment.
· Record of consistently meeting/exceeding business sales targets.
· Demonstrable experience of developing client-focused commercial solutions providing differentiated, valued, and achievable outcomes.
· Proven experience of driving the sales process from strategy to plan creation, through implementation to successful delivery.
· Highest levels of competence in listening, verbal and written communications, negotiations, and presenting skills.
· Candidates should ideally have a minimum of five years’ experience in a similar role.
· Ideally have an in-depth product knowledge of business development, account management, energy, and wellbeing legislation, bid management, Building & Energy Management Systems, and data analytics.
· Have a good existing relationship with contractors, end users, and consultants in the area.
Skills and Aptitudes:
· Able to work under own initiative but work as part of a team.
· Ability to recognise and influence decision makers to close sales opportunities at all levels within a client organisation.
· Superb communication & organisational skills.
· Commercial awareness.
· Good attention to detail.
· Self-motivated, responsible, and accountable.
· Willing to add value at every level.
· Ability to deliver exceptional customer service.
· Own and resolve customer issues and escalate when necessary.
· Successful “in-life” contract management
· Ability to create and maintain a working relationship with key stakeholders to ensure a high level of trust and partnership.
· Use of Excel, Word & Outlook, and service management database & financial systems.
This role requires someone with exceptional knowledge, awareness, and understanding of the BeMS industry and its customers.
KPIs
· To promote the growth of the E.ON Controls proposition and brand to develop existing and new customer opportunities.
· Meeting and exceeding personal sales and margin targets.
· Accurate and timely reporting & forecasting.
· Build a robust sales pipeline.
· Arrange customer visits to the EMC and develop opportunities for new BeMS trials.
This role, along with all company roles, has a responsibility to ensure all visitors and operatives in the workplace adhere to the ECS Health and Safety policies and procedures.
At E. ON everyone is welcome and respected. Our diverse backgrounds and experiences help us to connect with our customers and put them at the heart of all we do.
Our inclusive culture helps everyone to grow, thrive, and be their best, winning together.
Data Protection
E. ON Control Solutions Ltd takes the protection of data and specifically data held on behalf of its customers very seriously. It is the responsibility of all E. ON employees to familiarise themselves with E. ON’s Information Security Policies and associated documentation. These documents are freely available on the E. ON Intranet and should be fully understood.
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