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Area Sales Manager – Saniflo Northwest
4 months ago
Job Title: Area Sales Manager – Saniflo Northwest
Department: External Sales
Reports to: National Sales Manager – Saniflo
Main Purpose of job:
The primary objective of this role is to drive sales of Saniflo products across diverse sectors and channels within the plumbing industry. This will be achieved by cultivating strong trading relationships with each customer, ensuring that Saniflo products are specified and preferred in various projects and applications. The role also involves representing the Saniflo brand within a designated geographical trading area, promoting its value and benefits to potential and existing clients. Additionally, the role includes identifying and capitalising on new business opportunities, providing expert advice and support to customers, and contributing to the overall growth and success of the Saniflo brand in the market.
Key Tasks:
To manage and develop a portfolio of customers ranging from specifiers, regional developers, social housing, contractors, installers, national merchants & independent merchants. To plan your trading area effectively & efficiently to a 6-week call plan visiting 6 customers per day. By means of gaining specifications of the Saniflo products, secure sales over and above-set targets per year both in volume and value, in line with company expectations. Within all customer visits identify the needs of the customer and present the features and benefits of the Saniflo range that best suit the customer’s needs, ensuring that a focus is on value-based selling. Provide training where required and further develop your installer relationships by coinciding day-to-day activity with the merchant customer base.
Knowledge and Experience:
Preferably having a background from within the construction industry in a sales position within B2B. A thorough understanding of the principles of value-based selling, overcoming objections, features, advantage, and benefit selling techniques. The job holder should be able to demonstrate good interpersonal, organisational, and communication skills, IT skills, and competency around Microsoft packages of Excel, PowerPoint, Word, Outlook, and CRM. An ability to identify key issues and bring a problem-solving approach is seen as a valuable skill.
Complexity and creativity:
The role has a level of complexity due to the various customer base and as such an understanding of businesses in different sectors and channels, what their priorities are, and how to transcribe that into an action plan for our business, would be beneficial. Having to be creative on a daily basis to ensure the overcoming of objections with solutions through value-based selling.
Judgement and decisions:
The job holder is expected to use their judgement to make decisions that will have a major, positive impact upon the company's performance, seeking guidance from the National Sales Manager – Saniflo when an authorisation is required. They must demonstrate a well-developed sense of priorities, understand when senior management needs to be consulted, but able to make decisions on their own. A proven ability to show decision-making consistent with the growth of the business is essential and able to demonstrate commercial acumen through their day-to-day activity.
Operational Responsibility:
To influence decision makers through the effective use of selling techniques of value-based selling, added value, features, advantages, and benefits to grow sales of Saniflo products. Outside of direct accounts business demand should be created through specification of the products and supported through the nominated Saniflo distributors.
Reporting:
Maintain all customer records within the company CRM system daily. Completion of a monthly sales report will be required by the job holder and submitted to the National Sales Manager – Saniflo on time. Provide to the business ‘within the market’ intelligence as and when available. The job holder will be required to attend sales meetings held either by the National Sales Manager, Sales Director, or business and to contribute within such meetings, effectively and professionally.
Contacts and Communication:
The job holder must demonstrate an ability to communicate effectively in all expected formats (previously defined) to promote awareness of agreed activities within their customer base and also with SFA Saniflo UK internal departments.
Internal: 10% spent based on sales meetings and other meetings such as specific product training. External: 90% spent with the customer base to present the features, advantages, and benefits of the Saniflo range across all sectors and channels of the trading area.
We will be accepting applications for this position until 14th July 2024.
