Area Sales Manager – Commercial & Industrial (Southeast-Southwest)
Job Purpose
The Area Sales Manager for C&I will have the responsibility for the development of sales with nominated Consultants & Contractors within their geographical area.
Main Duties
Generate sales against sales targets from Consultants & Contractors. Carry out CPD’s with consultants & gain named specifications for Mechanical Heat Recovery & commercial fan applications. Track projects through the RIBA stages to nominated contractor & drive to an outcome/sale.
- Focussing your sales approach through technical solutions, product solutions, VE solutions and CPD communications educating the customer base
- To focus on delivering the mutually agreed general and personal objectives/expectations outlined with management.
- To manage your target base utilising fully the company CRM package to maximum effect.
- Undertake any other reasonable duties as requested by your RSD.
Key Accountabilities
- Ensure your area achieves and exceeds budgets set each year.
- Present at least 8 CPD’s per month.
- Own the contractor base within territory
- Ensure a high level of customer entertainment
- Attend industry functions such as CIBSE Dinners when required.
- Follow all opportunities from “cradle to grave” – specification to order.
- Communicate with local teams in Distribution, Social Housing & NBR and share beneficial information.
- Close the commercial deals with contractors
Key Competencies
- Strong Commercial and sales skills. Understands the sales cycle.
- Strong technical skills. Grasps technical issues and can deliver solutions to suit the customer’s needs.
- Minimises travel to maximise time in front of customer. Have systems in place to prioritise activities and manage administrative workload.
- Strong communication skills using the appropriate method of communication to gain key projects information.
- The ability to build long term relationships.
- Can use TEAMS, CRM, Word, PowerPoint, and Excel.
- Can build and present a value proposition using multimedia to a multi-level organisation.
- Measure own performance and take full responsibility for results in their area.
- Takes, seeks, and makes opportunities for new business.