External Sales Representative

5 months ago

London, United Kingdom B&H Worldwide Ltd Full time

**Role Purpose**

Responsible for securing and driving results from new customers within the region. Accountable for their own individual performance and the team meeting the Companys targets and ensuring that customer service and relationships are maintained to a first-class standard. The individual will be targeted on new business sales and consistently showcasing the importance of commercial awareness throughout the region to ensure profitability and service remains Best in Class.

**Main Roles and Responsibilities**

**New Business Development**
- Identify and convert profitable sales opportunities within their region.
- Identify and utilise various avenues of lead generation to increase sales funnel.
- Develop and cultivate a strong prospect list to ensure continuity in new business being discovered and onboarded.
- Manage cold calls and build a rapport with new business prospects to arrange face to face meetings.
- Arrange customer visits effectively with efficient territory management.
- Represent the business positively at trade shows in region.
- Accurately forecast sales revenue & maintain a sales pipeline through regular sales reviews and meetings.
- Accurately update CRM and ensure data integrity is maintained to a high standard.
- Analyse down trading customers and re-introduce B&H through product offerings.

**New Business Implementation**
- Ensure all solutions discussed with the client are recorded and passed over internally to ensure successful onboarding.
- Introduce relevant team members within the company to ensure the customer is onboarded and embedded successfully, always being conscious of the customers experience with B&H.
- Work with Regional Head of Sales to ensure all customer contract requirements are signed and saved on the system.
- Collaborate with CS Team to ensure rates are approved & loaded in the system for accurate quoting purposes.
- Collaborate with CS Team to ensure customer is established on CW and all documents are allocated to their account. i.e credit app / Rate card.

**RFP / RFQ Handling**
- Assess new customer requests to ensure the opportunity represents a realistic chance to win new business.
- Involve the Regional Head of Sales in any enquires from new customers to ensure correct resources are allocated to the project.
- All pricing proposals with a potential revenue of >£50,000 per annum to be signed off by Global Head of Sales.
- Collaborate with CS Teams to collect pricing in the region and guide on margin expectations.
- Develop supporting documentation for the tender response, which may include technical operations information, transition plans, pricing models, etc.
- Ensure all data is saved and logged on CW / SP for future reference.

**Strategic Development**
- Identify new sales channels and customers within the aerospace vertical and actively contribute to the development of B&H customer solution offering.
- Investigate and propose new opportunities for consideration within the aerospace vertical.
- Develop presentations to convey B&H worldwide credentials and capabilities to customers and internal stakeholders.
- External meetings / QBRs to present to existing and new customers when required.
- Be highly competent in presenting B&H Worldwide vision, credentials, and capabilities to all relevant audiences.

**The Market & Competition**
- Collaborate with the Network team to develop a strong network of contacts in overseas offices to ensure we are maintaining our position as the market leader.
- Identify and evaluate industry trends, competitor activity and market forces, reporting and recommending appropriate action for B&H Worldwide.

**Key Skills & Attributes**
- Proven sales experience in a customer facing, targeted environment, preferably the aerospace industry experience.
- Sound knowledge of Microsoft Outlook, Word, PowerPoint, Excel.
- Sound knowledge of CRM solutions
- Sales and customer service driven.
- Work pro-actively using own initiative.
- Proven communication skills both written and verbal.
- Previous experience dealing with varied customer base and building strong relationships.
- Delivery of projects within agreed timescales.
- Ability to consider several possible options and decide on most appropriate method.
- Be persistent, tenacious, and determined to win new business.
- Strong commercial awareness and must understand the impact of actions.
- Strong analytical skills with the ability to review complex data to generate business solutions which satisfy both customer and company objectives.
- Strong management skills to drive a highly motivated team to achieve results above targets.

**About B&H Worldwide**

The Global Institute of Logistics has named B&H Worldwide as the worlds Best in Class Global Aerospace Logistics Company. As the benchmark independent freight forwarder in the global aerospace logistics space, our vision is to be the most respected, valued, passionate and entrusted leader in global aerospace logistics. We aim

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