Job Summary
The purpose of this position is to consistently train, manage, motivate and lead a team of sales people to meet or exceed monthly targets such that customer retention and portfolio growth, and hence turnover growth, is sustainable in the longer term.
Duties and Responsibilities
- Follow the RI Ways of Working to achieve and exceed the sales team’s budgeted contract and job sales monthly locally and regionally.
- Create and execute a strategic sales plan that expands our customer base and extends the company's global reach
- Meet with potential clients and grow long-lasting relationships that address their needs
- Developing and implementing marketing strategies to promote products or services
- Support portfolio growth through the development of sustainable and ethical sales to existing and new customers.
- Participate fully in the recruitment and induction process and continually train all staff to identify customer needs and understand the process that leads to a successful sale.
- Support a culture of high performance through regular planning by the sales consultants and surveyors and in field coaching of the sales process.
- Develop and maintain an Annual Sales Plan to help identify where to play opportunities
- Provide day-to-day communication with sales staff to encourage, inform, inspire and cover the issues that affect their work and the impact it has on our customers and our colleagues.
- Support the core sales tool provided to the Sales team in order to drive sales effectiveness.
- Ensure there is strong collaboration between Sales and Operations and there is a strong presence at Zone meetings to drive Technician leads.
- Ensure all sales staff are trained, coached and developed with the ultimate objective that they are all promotable.
- Work within the ‘Ways of Working’ frameworks and guidelines provided in order to help maintain ‘best practice’ throughout the company.
- Maintain equitable portfolios/opportunities across all sales areas. Monitor and manage Sales Consultant and Surveyors KPI’s.
- Ensure regular formal one-to-one reviews are conducted with each member of the Sales teams.
- Review monthly sales results against the expectation expressed in the prior forecast. Differences, both for better and worse, should be understood so that good performance may be maintained or poor performance may be improved.
- Advise the General Managers of any significant activity that will affect current or future trading to a material extent.
Requirements
Competencies
- High level of communication skills
- High-level commercial skills
- Ability to work as part of the management team.
- High-level influencing and relationship-building skills and negotiation skills
- High-level sales strategy and planning ability·
- Exceptional negotiation skills·
- Ability to build effective relationships, whether internally or externally ·
- Strong IT skills; ability to use the computer and business-related applications (MS office) ·
- Ability to work under pressure and still produce result
- Ability to be flexible ·
- Demonstrates business acumen ·
Experience & Qualifications Required
- Bachelor’s Degree in Business Management or Marketing
- Master’s Degree in Business Administration (MBA), Marketing or similar field will be an asset
- At least seven (7) years’ sales and/or marketing experience
- Experience with Planning, Financials and Budgetary Control.
- Must have experience leading teams and driving sales results
