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Area Sales Manager

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Location: London (United Kingdom)

Type: Permanent

Reference: 11145

Description:

The Jobholder is responsible for the following tasks:

Under the direction of the National Sales Manager, manage all sales of the client's product range, existing and new customer's within London region; achieve and exceed revenue growth targets.

Responsibilities

  1. Grow market share, achieve and exceed sales targets.
  2. Design and implement a sales plan that expands company's customer base and ensures its strong presence.
  3. Build and promote strong, long-lasting customer relationships by partnering with them and understanding their needs.
  4. Present sales, revenue and expenses reports and realistic forecasts to the management team as and when required.
  5. Identify emerging / new market sectors and trends while being fully aware of new products and competition status.
  6. In conjunction with UK National Sales Manager, plan sales and marketing activity for the London region in line with overall business strategy.
  7. Forecasting and contingency planning with the UK National Sales Manager.
  8. Identify and generate new customer business opportunities.
  9. Support customers and secure maximum value of business opportunities.
  10. Develop a customer visit plan to ensure regular contact is maintained at with all customers, including branch level throughout the area.
  11. Regular reporting and recording of visits through Customer Relationship Management (CRM) – salesforce.com which include daily administration e.g. including but not limited to login customer details, customer visit, project tracking, meetings.
  12. Liaise closely with the customer services team on sales activity in London area.
  13. Liaising with technical marketing team on new product development – recommending and pursuing product opportunities.
  14. Contribute to, participate in Demand Creation initiatives e.g. substitutions, specification management & selling process.
  15. Conducting Continuing Professional Development (CPD) presentations.
  16. Follow up on promotion and marketing activities, including cross selling and exhibitions. Propose and agree new initiatives with UK National Manager; implementation and follow-up.
  17. Participate and contribute to the client's world-class sales & marketing initiatives.

Key Performance Indicators:

Net Sales Value

Margin target

New Product Tracking

New customers / business

Demand Creation - Project Success

Margin improvement

Customer Visits – 30 per month

Key Customers and Suppliers

External: Distributors, Contractors, Specifiers and Merchants in the insulation sector. Refrigeration and Air Conditioning Wholesalers.

Internal: Managing Director UK, National Manager, Marketing, Customer Services and Finance team.

Team Involvement: Ad-hoc project teams, as required.

Exp Experience & skills

  1. Successful experience as a Sales Representative or manager; evidence of consistently meeting or exceeding targets
  2. Managing and selling to a wide and varied customer base i.e. Mechanical & Electrical Consultants, Contractors within the construction industry.
  3. Back selling experience with distribution sector.
  1. Knowledge of building services / plumbing and heating product backgrounds such as: heating, ventilation, and air conditioning (HVAC), refrigeration, pipework, ductwork, insulation etc.
  2. Thermal Insulation experience preferred but not essential.
  3. Excellent selling, interpersonal and communication skills.
  4. Proven ability to drive the sales process from plan to close.
  5. Strong business acumen, hungry for success, numerate.
  6. Proficiency in Salesforce.com.
  7. Proficiency in Microsoft Office programs, such as Word, Excel and Power Point.
  8. Receptive to learning and developing within a fast moving environment.

Language skills

Excellent written and verbal English.

Additional requirements

Willingess to travel, as required in line with the company policy