Specification Sales Manager

1 month ago

Old Street, United Kingdom CV-Library Full time

JOB SUMMARY
 
Our client is seeking a dynamic, creative individual with a passion for learning, who fits the team spirit which is at the heart of everything they do.  
With roots steeped in design and architecture, their focus is on creating an inspirational experience for colleagues and customers.  
This role is for field sales representatives to develop relationships and sales strategies to specifiers within London. You will work closely with these specifiers to become a trusted advisor and the first choice for their lighting design needs. 
 
Once an opportunity is identified, you will qualify it and then provide a comprehensive lighting solution, identifying technical requirements and working with your Customer Support Manager to configure product to develop a quote. You will then follow that quote through to close the sale and generate an order. 
 
As the key contact, you will be the 'first responder' to any post-sales issues, you will work closely with the Customer Care Team to determine the most likely means of resolution and act quickly to ensure a satisfied client. 
 
To assist you in the process, you will enjoy the full support of  a  highly  qualified  technical  team including a Customer Support Manager, design, supply chain and on-site support. 
 
Key Responsibilities
 
Customer Relationships

Create and Maintain a Territory Business Plan, managing & reporting Territory project pipeline.
Build relationships and become a trusted advisor to territory specifiers by showing unmatched technical and product knowledge.
Educate your accounts by using pre-developed Continued Professional Education seminars (CPD).
Avoid 'price only' discussions by showcasing superior technical and product knowledge with exceptional service.
Support your accounts by writing specifications when the situation warrants.  Collaboration

Working with the Customer Support Manager and/or Design Team you will configure and quote accurate complex lighting solutions.
Working with the Customer Care Team, you will act quickly with knowledge and authority to solve site performance issues.
Collaborate with the marketing team to develop effective sales materials and promotional strategies.  Consistency

Meet and exceed sales quotas and margin targets on a weekly, monthly & quarterly basis.
Follow projects through to completion using multiple sources of information including public records, press releases
Participate in networking opportunities, including international trade shows if requested.
Maintain and report from appropriate data within Atrium systems.
Manage and maintain your own samples.
Attend and actively participate in sales meetings
Manage your own expense budget.  Curiosity

Following factory trips train relevant teams on all new products and technological developments
Continually grow and develop your technical and product knowledge
Keep abreast of industry trends, competitor products, and market conditions. Use this information to strategise sales tactics and anticipate customer needs.
A keen interest in the connection between light and health and wellbeing. Understanding of how dynamic lighting can enhance architectural spaces.          
Knowledge, Skills & Experience:       
    
Experience of working in a sales environment covering the London region for at least 2 years.
Experience of managing external client relations     
Excellent experience of all Microsoft Office applications, especially Excel     
Excellent organisational skills, with the ability to prioritise work 
Excellent interpersonal and communication skills 
Ability to manage a number of tasks concurrently       
Effective telephone manner 
Be customer focused and provide excellent customer service  
A willingness to undertake training as required      
Attention to detail and accuracy
Good knowledge of the lighting industry
Excellent presentation skills
Positive mind-set & solution focused
The ability to establish effective working relationships at all levels internally and externally
Adaptable, driven and proactive
Ability to prioritise work, meet deadlines and work calmly under pressure

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