Sales Expansion Manager

3 weeks ago

Edinburgh, Edinburgh, United Kingdom EVO Group Full time

Division: Sales, Scotland

Reports To: Scotland Sales Manager

Based: Home/Edinburgh

Company Overview

EVO Group is a leading provider of business solutions catering to organizations of all sizes, from large enterprises to small businesses across both Public and Private sectors.

With a rich history spanning over 200 years, EVO Group has transformed from its origins in Her Majesty's stationery office to become the foremost distributor of workplace products in the UK and Ireland. Our extensive inventory exceeds £50 million, supported by a fleet of over 350 vehicles, facilitating more than 18,000 daily deliveries. We manage over 100,000 product lines daily within our expansive warehousing facilities.

As the largest specialist multi-channel distributor of business supplies and services in the UK and Ireland, EVO Group achieves a turnover exceeding £600 million, providing sourcing, storage, and fulfillment services to over 20,000 resellers, corporate clients, and direct customers through our various brands, including VOW Wholesale, VOW Ireland, Banner, and Truline.

Role Specification

Role Objective:

The primary focus of this role is to identify and pursue new business opportunities within both Private and Public Sector markets. This involves networking, cold calling, and effectively managing a CRM pipeline to convert potential leads into profitable business relationships using established sales methodologies. This position is field-based.

Summary of Role Responsibilities:

  • Identify and engage potential new corporate and strategic clients to convert them into profitable business opportunities.
  • Conduct cold calls within your designated market or geographic area to maintain a strong pipeline of potential clients and key decision-makers.
  • Ensure accurate data entry and management within the company's CRM system.
  • Research and arrange meetings with key decision-makers, fostering relationships with new clients by leveraging your professional network.
  • Collaborate with support teams (Contracts/Sales Director/Channel Manager/Marketing) to create compelling proposals and presentations that address client needs and objectives.
  • Demonstrated proficiency in commercial pricing is advantageous.
  • Address objections by clarifying points of agreement and navigating differences towards a positive resolution using various persuasive techniques.
  • Monitor, track, and report on performance using appropriate sales tools.
  • Undertake additional duties as required by management.

Person Specification

QUALIFICATIONS/EXPERIENCE

Essential

  • Proven track record of meeting and exceeding sales targets.
  • Demonstrated expertise in planning and executing new business strategies.
  • Proven ability to close new business deals.
  • Experience collaborating with internal telemarketing teams.
  • Ability to work collaboratively across various disciplines.

ABILITIES/SKILLS and EXPERIENCE/ DISPOSITION

Ability

  • Networking, Persuasion, Prospecting, Presenting, Research, Writing, Closing Skills, Sales Motivation, Sales Planning, Customer Needs Identification, Market Knowledge, Meeting Sales Goals, Professionalism, CRM, PowerPoint, and Microsoft Office.

Skills and Experience

  • Experience in selling business service solutions and supplies to Corporate, Private, and Public Sector clients.
  • Integrity and a commitment to excellence in representing EVO Group.
  • Exceptional communication skills, both written and verbal.
  • Strong presentation capabilities.
  • Proven negotiation and interpersonal skills to facilitate effective communication with key stakeholders.
  • Self-motivated with a proactive approach to challenges, demonstrating a positive attitude.
  • Strong organizational skills and a focus on completing tasks.
  • Highly developed relationship-building skills with the ability to influence stakeholders at all levels.
  • Capacity to work independently as well as collaboratively within cross-functional teams.
  • Analytical skills with the ability to interpret data and draw meaningful conclusions.
  • Project management skills to ensure tasks are completed effectively.
  • Achievement of agreed new business revenue targets, ensuring trade aligns with forecasted sales and margins.
  • Development of a robust pipeline across Corporate, Private, and Public Sector markets.
  • Establishment of new relationships with potential clients.
  • Engagement in pre-tender activities for identified opportunities.
  • Active involvement throughout the tender process, focusing on key themes, differentiators, competitor strengths, and pricing.
  • Extensive use of CRM to ensure all activities, contacts, and opportunities are accurately recorded and monitored.
  • A full clean driving license is required.

Disposition

  • Adaptive
  • Acts with integrity
  • Communicates effectively
  • Driven
  • Resilient

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