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JOB SUMMARY

Responsible for all sales activities in assigned accounts or regions. Manage quality and consistency of product and service delivery.

PRIMARY RESPONSIBILITIES

• Present and sell company products and services to current and potential clients, including architects, end users and contractors.
• Proactively seek specification opportunities on new projects globally with Architect base. Responsible for generating, increasing and improving CS basis of design specifications in assigned territory and tracking and closing them so as to drive incremental sales and margin.
• Prepare weekly, monthly and quarterly action plans and schedules to identify specific targets and activities.
• Follow up on new leads and referrals resulting from field and sales office activity.
• Identify sales prospects and maintain regular contact with these and existing accounts.
• Prepare and deliver presentations to Architects, End Users and Contractors.
• Maintain adequate level of sales materials and develop and maintain product knowledge to ensure ability to present all CS products.
• Establish and maintain good relationships with current and potential clients.
• Identify and resolve client concerns to a successful outcome. Recommends product solutions and/or service enhancements to improve customer satisfaction and sales potential.  A wide degree of creativity and familiarity with a variety of the installation concepts, practices and procedures is required.
• Prepare and deliver reports at scheduled sales meeting with Field Sales Manager and other Sales Representatives to include territory status, order forecasting, strategic plans, follow-up activities, and adherence to goals.
• Communicate new product and service opportunities, special developments, information, or feedback gathered through field activity to Salesforce CRM.
• Work closely with the Sales Office Area Co-ordinator to ensure timely delivery of quotes and other information and the follow up of projects through to close of order.
• Manage pipeline and populate all activities on Salesforce CRM.
• Participate in marketing events such as seminars, trade shows, and telemarketing events.
• Carry out site surveys and quantify requirements for quotes/orders

KNOWLEDGE AND SKILL REQUIREMENTS

• Minimum GCSE Grade C English and Maths or equivalent.
• Knowledge of the commercial construction process & architectural specification market, and how to work with contractors, contract negotiation, estimating procedures, pricing and discounting. CSCS card holder essential – if not current holder, candidate must be prepared to qualify.
• Competent IT skills to include Microsoft Work, Outlook and PowerPoint as a minimum. Full training on C/S CRM system will be given.
• Ability to persuade and influence others and develop strong working relationships.
• Ability to develop and deliver presentations. Ability to create, compose, and edit written materials. Strong interpersonal and communication skills. Basic knowledge of sales promotion techniques.
• Visibility requires maintaining a professional appearance and providing a positive company image to the public.
• Work requires willingness to work to a flexible schedule and occasional overnight travel.
• Understanding of drawings, bill pages and specifications

WORKING CONDITIONS

Working conditions:  Being field-based the role requires significant travel and may require occasional overnight travel and weekend and/or evening work, in addition to attending regular Sales Meetings at the Head Office.

Areas to be covered are London (SE, E, & N), Norfolk, Suffolk, Essex, Cambridge, Leicester, Kent, Hertfordshire, Bedfordshire, Northants  & Milton Keynes

No Agencies please

JOB SUMMARY

Responsible for all sales activities in assigned accounts or regions. Manage quality and consistency of product and service delivery.

PRIMARY RESPONSIBILITIES

• Present and sell company products and services to current and potential clients, including architects, end users and contractors.
• Proactively seek specification opportunities on new projects globally with Architect base. Responsible for generating, increasing and improving CS basis of design specifications in assigned territory and tracking and closing them so as to drive incremental sales and margin.
• Prepare weekly, monthly and quarterly action plans and schedules to identify specific targets and activities.
• Follow up on new leads and referrals resulting from field and sales office activity.
• Identify sales prospects and maintain regular contact with these and existing accounts.
• Prepare and deliver presentations to Architects, End Users and Contractors.
• Maintain adequate level of sales materials and develop and maintain product knowledge to ensure ability to present all CS products.
• Establish and maintain good relationships with current and potential clients.
• Identify and resolve client concerns to a successful outcome. Recommends product solutions and/or service enhancements to improve customer satisfaction and sales potential.  A wide degree of creativity and familiarity with a variety of the installation concepts, practices and procedures is required.
• Prepare and deliver reports at scheduled sales meeting with Field Sales Manager and other Sales Representatives to include territory status, order forecasting, strategic plans, follow-up activities, and adherence to goals.
• Communicate new product and service opportunities, special developments, information, or feedback gathered through field activity to Salesforce CRM.
• Work closely with the Sales Office Area Co-ordinator to ensure timely delivery of quotes and other information and the follow up of projects through to close of order.
• Manage pipeline and populate all activities on Salesforce CRM.
• Participate in marketing events such as seminars, trade shows, and telemarketing events.
• Carry out site surveys and quantify requirements for quotes/orders

KNOWLEDGE AND SKILL REQUIREMENTS

• Minimum GCSE Grade C English and Maths or equivalent.
• Knowledge of the commercial construction process & architectural specification market, and how to work with contractors, contract negotiation, estimating procedures, pricing and discounting. CSCS card holder essential – if not current holder, candidate must be prepared to qualify.
• Competent IT skills to include Microsoft Work, Outlook and PowerPoint as a minimum. Full training on C/S CRM system will be given.
• Ability to persuade and influence others and develop strong working relationships.
• Ability to develop and deliver presentations. Ability to create, compose, and edit written materials. Strong interpersonal and communication skills. Basic knowledge of sales promotion techniques.
• Visibility requires maintaining a professional appearance and providing a positive company image to the public.
• Work requires willingness to work to a flexible schedule and occasional overnight travel.
• Understanding of drawings, bill pages and specifications

WORKING CONDITIONS

Working conditions:  Being field-based the role requires significant travel and may require occasional overnight travel and weekend and/or evening work, in addition to attending regular Sales Meetings at the Head Office.

No Agencies please

MAIN PURPOSE OF JOB

Working in the internal sales team to support the Area Sales Managers and produce estimates for customers, whilst ensuring an excellent customer experience.

Process orders, carry out follow-up of estimates, update Salesforce CRM with all activities.  Liaise with Area Manager/SOS to manage workload daily.

KEY TASKS

• Generating estimates from Bills of Quantity or quantifying from technical drawings
• Liaising with Area Sales Manager regarding workload, pricing structures, etc.
• Proactive telephone follow-through of the project for information updates from contractors.
• Process orders and hand over to Customer Support Specialists/Conspec team.
• Respond to literature/sample requests, advertising responses and any other enquiry which comes into the office.
• Telephone response to requests as above in addition to offering product selection advice and providing verbal prices when required.

KEY RESULTS/OBJECTIVES

The role is accountable for but not limited to, the successful delivery of the following Business Performance Metrics:

1. Generate estimates on time – workload management.
2. 48-hour follow-up with customer post estimate.
3. Process orders as soon as possible (same day).
4. Manage follow-up of all estimates on territory under £5k.
5. Build and nurture excellent relationships for account management on the territory.

TECHNICAL SKILLS

• Customer service and sales orientated.
• Excellent telephone manner and able to take down information accurately and concisely.
• Computer literate.
• Good spelling/grammar.
• Attention to detail – thorough and precise.
• Working to deadlines.
• Technical drawing background is an advantage.

BEHAVIOURAL SKILLS

• Always looking at ways to improve the Customer Experience.
• Good work ethic.
• Team player.
• Questioning/curious.

EDUCATION REQUIREMENTS

Whilst there are no specific educational requirements for the role, GCSEs at Grade C and above in English and Maths are highly desirable.