Reporting to the Divisional Sales Director, Soft Services, you will be responsible for the development and implementation of a programme of activity to build senior level relationships with current and potential customers, alongside leading and converting sales opportunities that arise.
Roles and responsibilities:
New Business Opportunities:
- Own and achieve / exceed your personal annual sales targets within the soft services division
- To source, lead and manage UK new business development opportunities within the window & specialist cleaning sector.
- Ensure development of sustainable pipeline, quality of work and key accountable measures are achieved across all areas of an opportunity
- Build and maintain strong, long-lasting customer relationships
- Partner with customers to understand their business needs and objectives, captured in Deal Plans to effectively convert into profitable sales for the division
- Effectively communicate the value proposition through meetings, proposals and presentations
- Management of commercial and contractual negotiations with the customer, in conjunction with internal commercial and legal departments
- Effective hand over of new business won to operational mobilisation teams
- Build and maintain accurate and key information as part of the deal capture process and record within the Deal Plan.
- Ensure that all information recorded within Salesforce.com is always fully up to date and compliant
Tender, commercial and contractual management:
- Design win strategies with the solutions and bid teams for bids and sales projects.
- Manage / ensure all commercial and contractual processes are followed in line with Group requirements
- Oversee, prepare and assist in the writing of PQQ / RFI / tender responses in conjunction with client solutions bid management function
- Facilitate sign off for tender and commercial documents through the preparation of divisional and board sign off packs.
Team Support:
- Collaborate with legal, bid and pricing functions to promote productivity.
- Collaborate with leads, stakeholders and operational teams of relevant divisions and functions required in the business development process.
- Working alongside marketing to identify target customers and go to market proposition.
- Assist in the development of marketing campaigns for your designated sector.
Skills & Experience:
- Experience of sales within window cleaning and / or specialist cleaning a distinct advantage
- Proven experience of delivery strong consistent win ratios against target
- Highly numerate with the ability to understand commercial negotiations
- A commercial thinker with the ability to understand and guide commercial negotiations
- Good interpersonal skills, influence and impact, working with others
- A strong quality orientation and commitment to continuous improvement
- An influential and persuasive communicator, with a high standard of written and verbal communication skills
- A clear and strategic thinker, able to offer new and innovative solutions.
- Excellent people management and interpersonal skills.
- Ability to identify, establish and maintain sustainable pipeline to achieve targets
- Able to relate with people on many different levels and build effective relationships with them
- Able to make effective presentations using varied media
- Ability to challenge senior stakeholders where required, to gain buy-in and acceptance of developed solution and sustainable pricing that meets client requirements
- Ability to work well under pressure and in a deadline-driven environment
- Excellent organisational and project management skills
- Excellent communication and stakeholder management skills
- Proficient MS Office skills
- Ability to think strategically and balance multiple inputs
- Ability to solve problems and complex issues and secure the buy-in of others
- Highly developed written and presentational skills with strong attention to detail
- Strong management and resilience with ability to adapt styles to the audience and outcomes.