Area Sales Manager Business Development Manager

ROLE PROFILE

Job Title: Business Development Manager

Responsible: Head of Sales

Country: United Kingdom

Dept. / Location: Homebased 20% expected 80% travel with overnight stays

Area Coverage: SE & London

PURPOSE OF THE ROLE:

To develop new sales opportunities with new prospect end clients installers distributors & OEMs

Actively seek and develop relationships and create specifications sales opportunities with specifiers consultants and end users

Increase share of wallet and increase spend with existing customers

To identify target customers that fit our overall strategy/markets/geographic locations

To acquire orders and achieve target sales volumes and margins from identified accounts and new business targets

To master the value selling approach (incorporating evaluation metrics such as ROI) such that a customers primary operational and financial objectives are addressed

To apply knowledge and understanding of the features functions and benefits of the company s product portfolio to offer the best solution to the customer

AREAS OF RESPONSIBILITY / TASKS:

Strategic Sales Planning

Remain informed on new contracts projects with business relevance for assigned geographical territory or defined customer accounts / focus markets to create and identify new opportunities.

Develops and implements a strategic sales/ business plan to take advantage of all systems / services and to create new sales opportunities within the region (including target markets and key customers)

Develops and implements a sales/ business plan to take advantage of all systems opportunities within given geographical territory / market segment / customer

Marketing / PR

Supports / gives input to / coordinates with marketing department and drives strategic customerfocused message into the marketing strategy.

Lead Generation

Develops and maintains close contacts with end users installers distribution and OEM customers to promote and use of company portfolio and solutions

Regular contact / communication with potential customers to identify business opportunities and use the company CRM to build a strong sales pipeline

Information Gathering

Know customers objectives KPIs strategy and value chain

Consult with potential customers in defining solutions according to their needs. Also to feed back in monthly reports.

Site survey / information gathering / roleplayer interviews / data analysis

Identifying customers decision matrix (people) processes operations systems and technologies

SWOT analysis of competitors. PESTLE analysis of market and wider environment Identify and classify risks problems shortcomings etc.

Reporting

Prepare weekly activity plans and reports for submittal to manager

Prepare monthly reports and accurate forecast in requested format

Regularly update CRM tool with customer activities new accounts/contacts/opportunities

Create Solution

Understand customers situation problems and impacts to their business to create

Prepare & present quotes with a value proposition approach to selling to the customer

Define value created by solution in terms of qualitative factors (impact on risks problems inefficiencies etc.) and quantitative factors (risk probabilities efficiencies cost savings financial metrics etc.)

Lead cost estimation pricing profitability.

Communicate to Customer

Create and conduct quotations presentations related to proposal costing and pricing models

Influence / persuade / negotiate solutions to key decision makers

Contract conclusion (obtain confirmed order)

Customer Relationship

Receive customer s complaints and assure that proper and efficient service is rendered

Regular face 2 face visits (as per customer / contract need) contact / communication with customers decision makers

Market Knowledge & Education

Remain informed on developments in technology and solutions both for the company s product portfolio and industrywide

Remain informed on competitors offering / portfolio / campaigns

Remain broadly educated on new technology / solution developments

Team Role

Work and collaborate with team members with customer related tasks / knowledge development

Involve internal partners and maintain continuous communication (marketing department internal sales/customer services technical department commercial etc.)

Motivate internal partners to give key assistance in the sales process

EDUCATIONAL REQUIREMENTS:

Minimum 5 GCSE s at A to C grade

FIA (or recognised certified) Training course on Fire Detection & Alarm systems

C&G/BTEC in Electrical and or Electronics

Structured Sales Training

COMPETENCIES:

Knowledge & Skills:

Technologies Fire Detection & Alarm Systems EVCS PAVA Gas Suppression Systems

Methodologies logical approach to problem solving organised approach

Methodologies good interpersonal skills telephone manner etc.

Methodologies Consultative & value selling

Professional Knowledge Presentation / communication skills / negotiation skills

Professional Knowledge Estimating / costing / budgeting / financial commercial tools

Experience:

Experience in a range of business situations

25 years experience in selling industrial electronic/electrical products preferably in industry and on fire detection systems

Experience in selling to the fire alarm industry trade

BENEFITS:

Good Salary package with excellent OTE potential

Fully expensed company vehicle

Laptop/Smart Phone

Support for home office set up

Company Pension Scheme

Successful business with long term growth opportunities