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