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Business Development Manager
3 months ago
LOCATION: Durham
SALARY: Competitive (Depending on Experience)
HOURS: General office hours (Mon -Fri)
KEY RESPONSIBILITIES:
* To target competitor and otherwise unknown business and convert any open / (named only) specifications to Clients orders. To be first choice in agreed strategically important key contractors.
* Develop and implement a sales plan to increase our share of business with MEP Contractors, and Main Contractors our ambition to be the chosen partner of choice every time, utilising relationships with Cost Consultants and Local Authorities to actively attack competitor business and using as leverage (where fully specified/ traditional specification) any projects from all teams. To otherwise take the lead role when other teams have products named in a specification and to seek a return on investment on this initial work with an end user/ client or designer or any type (Consultant, Architect, Lighting Designer) to negotiate an order.
* Align where possible with G/KAM Global Accounts Team in support of each other’s business aspirations and use these international agreements for the benefit of the UK business also identifying other cross international border opportunities should they exist for UK and group benefit.
* Understand the drivers and opportunities in order to develop strategies and tactics to achieve profitable growth with Main Contractors, there preferred Contractors and other MEP contractors
* Develop and implement and manage professional account plans, typically 15 live utilising a Market Platform approach to enable focus.
* Build and maintain a balanced mix of account types Main Contractors. MEP Contractors, Regional/ Local MEP contractors and Quantity Surveyors/ Cost Consultants and local Authorities if applicable. Additionally take advantage of End User type relationships and supporting Wholesale representatives and lighting design capabilities.
* Develop full depth contacts in all key departments and at levels in key MEP and Main Contractor accounts, utilising other influencers such as Quanty Surveyors/ Cost Consultants and supporting Wholesale Contractors Teams/ Salesforce to aid business development directly and via supporting BD team
* Take ownership of KPI`s and client Growth Targets, the main goal being to directly increase MEP Contractor sales of non-fully specified business and indirectly share of wallet with clients Preferred Main Contractors and others where appropriate, to also protect business where client are named in some manner in a specification using this as both an entry point and means of negotiation.
* Provide consistently high levels of customer service to all key and targeted customers. To take ownership of any internal process from start to successful conclusion to assist deliver a client solution to the satisfaction of any targeted client. We need to be best in class
* Manage and own the process of providing lighting designs and quotes to targeted clients utilising the priority services provided to the Contractor Team through client lighting design and quotations departments and bid team where required.
* To work in support of key customers to secure business for mutual benefit and to visit Client, End User sites and other places of work as and when requested by targeted Main Contractors and MEP sub Contractors and QS Teams.
* To regularly review the credit limit of Targeted Main and MEP Contractors and to ensure the client procurement team/s have a clear understanding of our trading policy in regard to our wholesale partners and where a credit limit is challenged to be able to steer any resultant business through a supporting wholesale stockist branch utilising advice from Trade team colleagues in this process. Where credit limits are sufficient and a Contractor wishes to order direct on the business this may be allowable but must be reviewed on a case by case basis when not Client brand and approved via MD.
* Actively work to minimise invoice queries/disputes and rapidly resolve them where they do occur.
* Manage confidential client pipelines internally and externally to turn into client work winning opportunities. Proactively undertake company-led and self-generated business development to achieve the best results for the business always seeking to align clients to opportunities and vice versa to maximise business growth and to target and build relationships with MEP and Main Contractors Business Development Contacts and leads to best effect.
REQUIREMENTS:
* Ideally 2 years’ experience of the construction Industry in a related discipline or a key account/ business development role, knowledge of lighting would clearly be an advantage.
* Be able to build relationships at all levels of a client, Director down and tools up.
* Able to demonstrate a proven track record in developing client relationships and managing key clients internally and externally.
* Understand of the construction sector and the contractual chain/ contract types and key elements of this in regard to securing lighting and controls business.
* Be able to communicate with Main Contractors, MEP Contractors and all relevant roles within each together with their influencing professional bodies such as M & E Consultant, QS and Wholesaler
* Industry knowledge of the Construction Industry and its Influencers
* Demonstrates good level of lighting knowledge
* To understand lighting and lighting designs/ design briefs and be able to translate these into work winning solutions and explain the benefits of a clint solution over a competitors.
* An understanding of the importance of sustainability and reducing carbon
* To have adequate product knowledge to aid tenders and present to clients
For more information on this opportunity please feel free to contact Adam Pearson at Imperial Recruitment Group
