- PLS NOTE YOU MUST LIVE NEAR READING, BERKSHIRE AS IT IS 3 DAYS OFFICE NOT FULLY REMOTE.
Salary upto £70k with 10% discretionary bonus
Reading, Berkshire
Permanent hours 7:30 to 4:30pm hybrid, 2 days WFH, 3 days office work.
Our client has the following post:-
As a rapidly growing medium sized family-owned business, my client is looking for a forward thinking and creative Project Lead to support and help manage the sales pipeline (for territory or customers assigned) and ensure appropriate and timely sales activities to generate sales in line with company goals.
Job Specific
They want a Technical Sales Lead of 5 + years and someone who is hungry and has the desire to progress into a management position.
§ Responsible for management of the sales pipeline
o Ensuring customers’ needs are correctly assessed, Pain Hypothesis Diagnosed, and suitable proposals and Value Propositions are put forward.
o Timely follow through of actions resulting in sales meetings.
o Commercial Negotiation & Objection Handling
o Thorough internal sales handover on securing of an order and help with any order finalization required.
o Achieve or exceed sales targets within available resources.
o Provide regular and timely sales reports to Sales manager and director.
§ Order finalization and commercial assistance – attend pre-order meetings with customers and assist commercial team if necessary with agreeing terms with the customers/issues that arise on site/payment issues.
Sales Strategy
§ Setting sales strategy – working with the estimator and sales manager to assess new enquiries and develop a win strategy for each project.
§ Telesales and arranging appointments. Successful closure and appointment follow up.
§ Identification of all parties of the client Decision Making Unit (DMU)
§ Work with the Sales Manager &/or directors to instigate “Top-Down” selling and ensure relevant director – director links are established.
§ Sales visits – attend face to face meetings to build rapport with customers, assess needs, understand the buying process and who the decision makers are, carry out company presentations and present solutions.
Project Technical Analysis
§ Gain a thorough understanding of each project by studying project drawing packs and specifications to understand the needs and requirements of the client.
§ Identify technical challenges & complexities.
§ Coordinate & liaise with the pre-construction team to provide project specific solutions for clients
§ Carry out design meetings (DTMs) with clients & architects to present technical solutions
Commercial Understanding
§ Work with the sales manager & estimator to agree our proposal specification requirements, options & pricing strategy
§ Understanding of price calculator and other estimating tools to make price decisions
Reporting
§ Daily – update CRM with all calls & actions
§ Weekly – update GAP scores to show where deals are
§ Quarterly – Work with Sales Manager to set Worst, Likely & Best Sales Forecast
Skills, Knowledge
Skills, Knowledge, Qualifications and Experience
§ Ability to meet project objectives within designated constraints.
§ Ability to read and understand technical drawings
§ A flair for analysis, troubleshooting and problem solving.
§ Good accurate record keeper.
§ Excellent presentation, organisational and time-management skills.
§ Outstanding communication and negotiation skills.
§ Good knowledge of and skills with MS Office; including Word, Excel, PowerPoint, Access, Project
§ Qualifications sufficient to perform the role
§ Full UK Driving License