Urban Planters - Design & Fitout Sector Junior National Account Manager
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An exciting opportunity has arisen within the National Accounts department to join a new team focused on retaining and growing business within the Design & Fitout sector. National Accounts is a key area of growth for us within Urban Planters and we are looking for someone who will be able to grow our current portfolio, as well as develop new business opportunities at a national level.
The Junior National Account Manager will be responsible for supporting a Senior National Account Manager to ensure that we deliver strong account management for our existing customers, as well as to help drive organic growth through new contracts and outright purchases.
The Junior National Account Manager will have a particular focus on:
1. answering and responding quickly to customer queries
2. attending customer meetings to help retain existing business and drive new business
3. completing costing and proposal documents
4. bringing an organised, structured approach to the business development plan within the new sector
5. supporting the Senior Account Manager with the long term strategy of the team, as well as the day to day duties
A Rookie National Account Manager will be implemented to support the team with additional tasks and data collection.
The role will also be supported by the Head of Sales & Commercial, the Sales Director and Local Sales teams to find new customers and opportunities for the business.
When new business is won, the Team will be responsible for the ongoing account management of that customer. It is expected that the role will consist of approximately 70% account management and 30% new business development activity.
The role is a mixture of working from home and local branches, but travel across the UK to visit existing & potential customers will be expected; there will be occasional requirements to stay away from home overnight.
Key responsibilities:
New Business Development
6. Developing a comprehensive understanding of the new sectors, categorising all major business opportunities, targeting future prospects, building long-term relationships and winning new customers, in accordance with pre-agreed targets, and in co-ordination with Local Sales teams.
7. Delivering outstanding customer service to our clients and helping them to find solutions to drive wellbeing and aesthetic benefits for their sites, their staff and the general public
8. Ensuring that Urban Planters offerings are presented to our customers, and a customer-specific plan is developed to maximise sales of new products and services.
9. Selling additional work to customers, either as upgrades to service, expanding the number of sites we service, or selling solutions to particular problems as a result of quotations and leads submitted by our network of Local Sales Colleagues and Technicians.
Account Management
10. To manage a portfolio of customers, reviewing service on a regular basis, to ensure customer visits, review of new sales opportunities and retention issues are all given attention in accordance with pre-agreed standards. Customer retention is a key strategic priority for the business, and plans are to be put in place that will ensure the highest possible standards of retention.
11. Providing fast turnaround for solutions to customers and colleagues. This will include fast quote turnaround, liaising with service teams to get works started quickly and any other request that may come in to the team
12. Work closely with operational colleagues to ensure that there is a close match between our service delivery and customer expectations and requirements, bringing customers and operational colleagues together as often as is appropriate.
13. Have a full understanding of the cost base of our business and to act within policy guidelines in all quotations, liaising and consulting as necessary with the Sales Director and other business managers, as required.
14. Maintain and increase the overall profitability of our proposals / works
Other
15. Maintain a comprehensive knowledge of operational best practice, and be able to advise on customers on the best solutions for their sites
16. Being part of a team to help Urban strategically position itself as the expert in design / plant installation and delivery
17. Have a full understanding of competitor activity in the market, being knowledgeable about the content of competitor offerings and competitive pricing.
18. Undertake other tasks and activities as reasonably requested by your manager.
Requirements:
Knowledge and experience
19. Organisational skills are essential
20. Internal and external influencing skills.
21. Development and execution of new business development strategies.
22. Building strategic relationships, both internally and externally.
23. IT literate (Google Suite or Microsoft Suite - Google Sheets / MS Excel and Google Slides / Powerpoint in particular).
24. Presentation skills.
25. Sales experience, account management and negotiation experience preferred.
Critical competencies
Performance
26. Collaborates – Effectively encourages good relationships with colleagues and customers.
27. Convinces and Persuades – Makes a positive impact on others’ behaviour.
28. Holds to Account – Holds colleagues accountable to high standards of performance.
People
29. Understands self and others – Awareness of why others act as they do, and uses this information beneficially.
30. Develops self and others – Invests time and resources to develop others’ long term capabilities through support, coaching and feedback.
31. Leads and Inspires – Inspires others by creating and communicating a compelling vision.
Pace
32. Commercial Insight – Digs deeper and gathers information in order to make sound business decisions.
33. Entrepreneurial Drive – Drives to achieve and exceed goals, continuously improves business performance.
34. Initiative – Is proactive in searching for and seizing new business opportunities.
Passion
35. Passion for customers – Actively drives to exceed customer expectations.
36. Strategic Thinking – Is able to piece things together, make sense of large amounts of information and apply it effectively in a business context.
37. Courage – Takes on challenges, and is honest about own strengths and abilities.
Benefits:
All salary and benefits will be discussed at the application stage with the Hiring Manager.
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