JOB SUMMARY
The purpose of this position is to consistently recruit, train, manage, motivate and lead a team of sales people to meet or exceed monthly targets such that customer retention and portfolio growth, and hence turnover growth, is sustainable in the longer term.
KEY RESPONSIBILITIES
- Follow the RI Ways of Working to achieve and exceed the sales team’s budgeted contract and job sales monthly both regionally and locally.
- Create and execute a strategic sales plan that expands our customer base and extends the company's global reach
- Meet with potential clients and grow long-lasting relationships that address their needs
- Developing and implementing marketing strategies to promote products or services
- Support a culture of high performance through regular planning by the sales consultants and surveyors and in field coaching of the sales process.
- Support portfolio growth through the development of sustainable and ethical sales to existing and new customers.
- Participate fully in the recruitment and induction process and continually train all staff to identify customer needs and understand the process that leads to a successful sale.
- Support a culture of high performance through regular planning by the sales consultants and in field coaching of the sales process.
- Develop and maintain an Annual Sales Plan to help identify where to play opportunities
- Provide day-to-day communication with sales staff to encourage, inform, inspire and cover the issues that affect their work and the impact it has on our customers and our staff.
- Support the core sales tool provided to the Sales team in order to drive sales effectiveness.
- Ensure there is strong collaboration between Sales and Operations and there is a strong presence in Zone meetings to drive technician leads.
- Ensure all sales staff are trained, coached and developed with the ultimate objective that they are all promotable.
- Maintain equitable portfolios/opportunities across all sales areas.
- Review monthly sales results against the expectation expressed in the prior forecast. Differences, both for better and worse, should be understood so that good performance may be maintained or poor performance may be improved. This will involve the use of DSP.
- Monitor and manage sales pricing within the RI Authority Matrix.
- Advise the General Managers of any significant activity that will affect current or future trading to a material extent.
- Develop and promote a competitive but collaborative atmosphere with fellow managers; sharing ideas, best practice and celebrating success.
Undertake leadership/ sales development to increase capability
Requirements
Qualifications and Experience required
- Bachelor’s Degree in Business Management or Marketing
- Master’s Degree in Business Administration (MBA), Marketing or similar field will be an asset
- Bachelor’s degree in Sales or Marketing
- At least seven (7) years’ sales and/or marketing experience
- Experience with Planning, Financial and Budgetary Control.
- Must have experience leading teams and driving sales results
Competencies
- High level of communication skills
- High-level commercial skills
- Ability to work as part of the management team.
- High-level influencing and relationship-building skills and negotiation skills
- High-level sales strategy and planning ability
