Business Development Manager

Recruiter
Employee Finder Ltd
Location
Hampshire
Posted
05 Apr 2018
Closes
17 May 2018
Sector
Engineering
Contract Type
Permanent
Hours
Full Time
South-East and East Anglia Region

Our Client seeks applicants from an engineering, manufacturing, industrial background - to work in the Engineering Consumables sector.

Working from home, on the road, and reporting into North Hampshire Regional Office once or twice a week as required.

This a New Business role, developing accounts and winning new accounts.

Job Purpose:

To increase and maximise sales and profit opportunities for the company through the generation of incremental business through the identification and development of prospective clients and from an existing portfolio of nominated customers. Provide a high standard of customer service to uphold company standards in the marketplace.

Key Areas of Responsibility:

• Improve Sales & Profit margin for the company
• Generate new Key Account Customers
• Consolidate and add value to existing Key Account Customers
• Oversee new business opportunities including but not limited to presentations to new customers, preparation of written proposals, tender response documentation, pricing of product portfolio’s, and completion of customer required documentation.
• Project Management during start-up of new Customers and new Projects within existing Key Accounts
• Produce reports on activity, clients and prospects as and when required. Identify and advise of any potential risks.
• Manage timely review meetings and corresponding actions with all new Prospective Customers and existing Key Accounts.
• Progress RFQ Enquiries.
• Deal with Technical surveys and queries
• Ensure plans, reports and administration documents are completed in accordance with Company Standards.

Dimensions:

• Working closely with the regional team comprising: Regional Manager, Regional Account Manager, Customer Support Representative, Branch Manager and HO/Branch personnel.
• Communications with Managing Director, Operations Director, Commercial Director, Financial Director, Regional/Divisional Manager, Branch personnel, Credit Control.
• No direct reports, although key working relationship with Regional Manager, Regional Account Manager, Customer Support Representatives, Branch Manager and Branch personnel is vital for success.

GENERATE NEW BUSINESS

Targeting New Key Accounts
• Look for new business opportunities to increase the number of customers

Increase number of Trading Accounts
• Develop new Key accounts and move those Customers up through the ‘L’ segmentation categories

Generate Sales Enquiries
• Generate sales opportunities with both existing Customers and potential Customers.
• Opportunities and enquiries should be handled with speed and accuracy.
• Follow up on projects / quotations.

Carry out research of existing Customers and target New Key Accounts
• Develop new business opportunities to grow existing business and offset attrition.
• Pursue leads generated by marketing or other business activity; conduct initial qualifying of prospects before generating appointments.
• Research businesses within defined sectors to identify prospects suitable for the compnay offering and prioritise own sales activity according to estimated size of opportunity to meet business objectives.
• Establish customers’ requirements and identify how can best meet their needs.

Promote New Business
• Recommend and action new product and process innovations; identify potential customers for these initiatives.
• Maintain database of information on Customers ensuring all activity is captured and reported in accordance with company requirements.

DEAL WITH RFQ ENQUIRIES

• Arrange for pricing and product file completion to the specified time plan.
• Consider all profit opportunities (margins adjusted where possible, reduce/adjust discounts, consider pack quantities/ small order charges and include carriage charges, etc)
• Refer to Regional Manager and Managing Director to agree GP% necessary for the Tender.
• Quote “Exclusive” product range wherever and whenever possible.
• Follow up RFQ to win business or, if unsuccessful, find out why and take appropriate action.

CONSOLIDATE AND GROW EXISTING ACCOUNTS

Increase Existing Business
• Generate new business within existing accounts in order to consistently deliver on sales targets/forecasts.
• Develop strong relationships with the Key Influencers and Buyers within the Account to identify potential new business and to maximise sales & profit opportunities.
• Obtain the correct Customer contact details and maintain Customer Profile Cards and Customer Database in internal CRM systems.
• Maintain high levels of service and monitor trading patterns to ensure the business grows rather than declines.

Increase Sales, Gross Profit and Margin
• Enhance sales opportunities in conjunction with Gross Profit and Margin growth.
• Ensure that sales are made on terms that are advantageous to the Company, in consideration of volumes, locations and service level requirements
• Ensure product margin is maintained within the existing customer agreed terms, identify when an annual price review discussion should take place, and ensure completion.
• Seek referrals and recommendations from end users to other work which can then seek to win.

Develop Product Mix
• Utilise sales analysis reports to highlight where products could be switched to Core Product, “Exclusive” ranges, Partner and Preferred Supplier and introduce to the Customer.

ENSURE PLANS, REPORTS AND ADMINISTRATION DOCUMENTS ARE COMPLETED IN ACCORDANCE WITH COMPANY STANDARDS

Plan visits and journey routes effectively, minimising travel time & mileage.
Plan appointments
• Plan appointments / activities to a minimum 2 weeks.

Set Sales Objective prior to each Key Account meeting.
• Use Company sales and Segmentation analysis reports to monitor trading patterns
• Use Company Promotions / Presentations effectively.

Update Pipeline Database and complete spreadsheets as required
• Timely update of core Pipeline document
• Timely submission of core document on a monthly basis

HEALTH & SAFETY/ENVIRONMENTAL/QUALITY

• Comply with Health & Safety legislation, policy, procedures and processes
• Comply with Environmental Management System
• Comply with Quality Management System
• Report all incidents, complaints, accidents and near misses
• Improvements of HSEQ through business improvement request forms

CARRY OUT MISCELLANEOUS DUTIES

• Attend Sales Meetings when required
• Attend Customer review meetings as required
• Maintain Company vehicle and all other Company property in accordance with Company Policy
• Carry out other duties as requested by management
Should you be interested in this post, or, would like to know more we would be delighted to hear from you - please attach your CV and a brief covering note confirming:

Availability for interview:
Earliest start date:
Minimum salary:

By submitting your C.V, we assume that you are happy for us to represent you and you wish to apply for the vacancy as described. Please contact the recruitment consultant concerned for more details.

This vacancy has been posted by Elite Employee Please note that Elite Employee is a Division of Employee Finder Limited - a recruitment agency, presenting this vacancy on behalf of our end client, whom we provide recruitment consultancy services to

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