Role Purpose:
- To identify, implement and manage the on-going development of new business sales activity of all products and solutions to a defined prospective account portfolio in selected specific market segments on a National and International basis (as required).
- Identify and win new business within clearly defined commercial parameters.
- Develop and maintain positive relationships and meet business targets focusing on consultative selling, adding value and differentiating our proposition from the market competition.
Role Responsibilities:
- Achieve targets agreed for business activity levels including market awareness, tenders, quotations, units, volume, profitability, turnover, sales system management and account plans.
- Business Ownership approach to all opportunities, striving to provide the most profitable suitable solution and adding value.
- Develop and maintain positive relationships at multiple levels withing an account.
- Research the market, identify target accounts and develop strategy to optimise business development in the following areas - new customers, new industry segments and new product / solutions segments.
- Effectively pursue prospective accounts to gain incremental business at a profitable level and grow our share of wallet.
- Focus on a solution based and consultative selling approach to achieve the customer business goals across the full spectrum of Jungheinrich products.
- Carry out detailed site surveys and establish equipment specifications.
- Compile detailed proposals and be competent in presenting to customers at a senior level.
- Complete/manage all elements of the administration process relating to a customer order for products and services. This requires attention and focus on detail.
- Establish and develop effective business development and account management strategies. This includes the implementation of quarterly review meetings involving internal and external stakeholders.
- Implement and maintain account plans including a clear action plan with short, medium and long-term strategic goals by account on a regular basis.
- Pro-actively assist support functions in delivering excellent customer service across all profit centers and in achieving their individual targets.
- Support activities and strategies related to International Key Accounts (IKAM).
- Identify, manage, and develop International Key Accounts where buying decision is made in the UK.
- Where required work within a team on specific projects.
In addition to the duties and responsibilities listed, the jobholder may be required to perform other duties assigned by the Head of Corporate Sales.
Role Requirements:
Essential qualifications/ skills:
- Evidence success in consultative selling.
- Demonstrate in-depth experience of implementing Account Management strategies in a competitive Business to Business environment.
- Strategic thinking.
- Commercial awareness and ability to identify new business opportunities.
- Sales experience with large customers at strategic purchasing level.
- Self-motivated with target and objective focus.
- Ability to handle conflicting requirements and meet deadlines.
- Professional communication and presentation skills.
- Good negotiation and influencing skills.
- Structured in planning and organization.
- Able to succeed and operate independently.
- Contribute to team environment.
Desirable qualifications/ skills:
- PC literate in particular Excel and Power Point.
- Knowledge of MHE products, applications, applicable market segments and Projects solutions.
- Experience of managing high value, high volume sales projects.
- Exposure to large project planning and implementation.
Travel / Mobility
- The role will require travel throughout the UK and occasionally overseas. Full driving licence required.
Competencies Required
Personal: Accountability, adaptability, planning and organising, communication, initiative, teamwork, attention to detail, take ownership and responsibility, integrity and respect.
Business: Business acumen, consultative selling, new business development, customer orientation, decision making, negotiation, creative problem solving, market focus, create added value.
Guidant, Carbon60, Lorien & SRG - The Impellam Group Portfolio are acting as an Employment Business in relation to this vacancy.
