Service Sales Business Development Manager

1) OVERALL PURPOSE OF THE JOB

The Service Sales Business Development Manager role is responsible for the growth and retention of automatic doors contracts on a regionalised basis. Seek out and secure Regional and National opportunities from various sources, including field engineer requests, existing client requests, non–contract enquiries and internal requests from our New Product Sales or Operational personnel. Leads will come from a variety of sources, including but not limited to, cold calling, tenders, renewals, previous customers and leads from our field-based workforce.

The role also requires meeting with the customer to understand their requirements, the surveying of site, identification of the correct solution, manage the quotation and sales process and the closure of the sale. The logging of the details in our CRM system is a mandatory part of the role and the key measure for success. There is also a limited element of account management within the role, with the key focus being on the sale of new contracts.

Other key requirements include:

Providing our customers with excellent service standards and promoting FAAC Entrance Solutions service products.

To devise a solution which meets the clients’ requirements and the company guidelines.

Progress the opportunity through to an order, in line with the agreed estimating procedures and rules.

Submit the quotation to the client within a pre-agreed timeframe.

Record the opportunity on CRM in real time with any subsequent action.

To maintain contact with the customer through the process until handover to the operations team.

In addition, the role will require some focus on developing leads for the New Door Business (EQS) and to ensure that the door business is operating in a commercially astute manner.

This is a Field Based role, however there will be instances where you will be asked to work away from home, to attend training sessions, Sales Meetings, Meet Clients & attend Exhibitions for our Industry.

2) KEY RESPONSIBILITIES

• To meet given targets for quotations submitted.
• To meet given targets for orders won and opportunity conversion rates.
• To meet given targets for enquiry to quotation time scales.
• Ensure quotes won or lost are updated in real time and are visible through the sales quote’s portal.
• Promote FAAC Entrance Solutions as an organization and seek out opportunities for other areas of the business.
• Ensure detailed handovers are undertaken with the relevant internal team members I.E. Help Desk, Key Accounts, Quoted Works Team & Invoicing for secured service contracts

3) KNOWLEDGE / SKILLS / EXPERIENCE REQUIRED

Educational (Preferred)

• Related Degree or equivalent relevant sales experience
• ADSA or ADIA - Auto Door Suppliers Association BS7036 / BSEN16005:2012 or DHF – Door & Hardware Federation would be of benefit

Experienced (Required)

• I.T Skills Inc: Microsoft Packages: Word, Excel, Outlook & CRM type systems
• Field Sales to FM, local authority, retail and other such customers
• Sales of Service Contracts or other cyclical services
• Automatic Pedestrian Door Maintenance Contracts or similar product

Presentations – Clients and Internal teams Experienced (Preferred)

• DHF – Door & Hardware Federation
• ADSA or ADIA – Auto Door Suppliers Association
• BS7036 / BSEN16005:2012
• Route to Market for our Industry

45) COMPETENCIES / CAPABILITIES

• Self-Motivation and drive to succeed
• Communication and interpersonal skills (both internal and external)
• Commercial / Business Acumen
• Time management and organization
• Self-starter
• Team player
• Negotiation skills
• Proactive problem solver

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