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Dealer Business Manager
1 month ago
Role: Dealer Business Manager
Location: Field Based role covering South West and Midlands
We sell fuel, but we work harder than that, we sell a support package that gives our customers the trust and confidence in the Harvest Energy and Total Energies brands. We sell a 5-year contract allowing them to have a trusted, competitive, tailored and reliable supply of retail fuels as well as complementary services and support that frees their time to focus purely on customer service and shop activity.
General Summary
- This is a field-based position that may require occasional overnight stays.
- The average mileage for this position would be 35,000 miles per annum.
- Achieve maximum sales profitability, growth, and account penetration within an assigned territory by effectively selling the company’s branding, products, and related services.
- Personally contact and secure new business accounts & customers including the development of key accounts where identified.
Measurement
• KPI’s on Sales of litres and profitability in £’s on both new and existing accounts.
• Average sales cycle from prospect to customer.
• Retained customer accounts • New Customer accounts
Core Activities
- Account Management of existing Harvest Energy and TotalEnergies branded sites within a geographical area.
- Regular account visits to deal with sales and service issues (recorded in the CRM).
- Formal quarterly account review including analysis of actuals against target on both spend and write off (recorded in the CRM).
- Prospecting with a geographical area including collation of Free of tie (FOT) dates.
- Responding to CRM generated action dates on FOT.
- Demonstrates products and services to existing/potential customers and assists them in selecting those best suited to their needs.
- Working with new and existing customers, ensure the best possible marketing mix (including merchandising & product placement within the stores).
- Make telephone calls and in-person visits and presentations to existing and prospective customers.
- Research sources and use the CRM for developing prospective customers and for information to determine their potential.
- Develop clear and effective written proposals/quotations for current and prospective customers.
- Expedite the resolution of customer problems and complaints.
- Coordinates sales effort with marketing, sales management, accounting, logistics and technical service groups.
- Continually analyse the territory/market’s potential and determines the value of existing and prospective customers value to the organisation.
- Update CRM system on a daily basis to include pipeline activity, customer visit records, progress on new customer deals and sales forecasting estimates.
- Take an active part in regular national meetings presenting activity, sales success and pipeline activity.
- Identify prospects outside the average sales cycle and propose conclusive action plans to win or lose-quickly.
- Continually identify advantages and compares organisation’s products/services for customer presentations
- Supply management with timely oral and written reports on customer needs, problems, interests, competitive activities, and potential for new products and services.
- Keeps abreast of product applications, technical services, market conditions, competitive activities, advertising and promotional trends through the reading of pertinent literature and consulting with marketing and technical service areas.
- Participates in trade shows, wholesaler events, key account activities and conventions.
Qualifications
- Must possess 5-years’ experience in a B2B sector, preferably in a direct complex selling role.
- Demonstrated aptitude for problem solving; ability to determine solutions for customers (consultative sales approach).
- Must be results-orientated and able to work both independently and within a team environment.
- Must possess excellent verbal and written communication skills.
- Preferable, proficiency in using Microsoft Office Suite applications and contact management software.
- Valid driver’s license
