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Specification Sales Manager
This position is office based, from our clients head office in Leicestershire, managing a number of experienced sales executives. Expertise from the construction sector, with a focus on specification/specifier sales experience and team management experience are pre-requisites.
A highly attractive basic salary plus bonus and extensive benefits package is on offer for the successful candidate, along with longevity / security of work and career progression, given the companys commitment to growth and multiple, long running frameworks and projects.
Our Client
Our client is a leading specialist product and services supplier to the UK civil engineering and construction industry. They have earned an enviable reputation for quality, innovation and customer service within their core markets of geotechnics, geosynthetics, ground stabilisation, tree root protection and erosion control, amongst many others.
The business is represented throughout the country by a network of regional offices, each offering a full portfolio of project disciplines. This enables them to provide all their clients with the most efficient, reliable and value-engineering solution regardless of a project size or location. Our client has all appropriate UK, European and International industry standards to ensure safety, procurement and working practices are adhered to. The dedicated staff are involved in a comprehensive ongoing training programme designed to ensure they are equipped to meet the changing needs of this exciting industry.
Role Summary
Due to continued growth and the strategy to grow significantly over the next three to five years, the business has an exciting opportunity for a Specification Sales Manager to assist in their ambitious expansion plans. The primary responsibility is to ensure that our clients products are specified (or chosen) for use in various construction projects by influencing key decision-makers such as consultant engineers, civil engineering contractors, councils, and agencies. You will also lead a team of sales professionals (with plans for expansion), guiding them to achieve both individual and departmental sales targets.
The Role
Overseeing daily sales operations of three specification-driven departments
Coaching and mentoring team members to success
Developing and maintaining relationships with key influencers in the construction industry
Ensuring technical recommendations are converted into orders
Collaborating with various departments, including marketing and engineering, to promote the company's products and services
Drive the team to achieve 100% of targets and ensure accurate forecasting.
Conduct monthly one-on-ones and yearly Personal Development Reviews to ensure team growth.
Lead department meetings using established KPIs and measures.
Develop new and nurture existing targeted accounts.
Maintain and increase the conversion rate of technical recommendations to orders.
Provide pre and post-site advice, visits, and assistance to clients.
Ensure market-leading standards of customer care and satisfaction.
Provide technical assistance and recommendations, utilizing the engineering department when appropriate.
Regularly review and optimise the CRM system to drive performance.
Manage lead flow proactively within agreed timescales.
Assist with the implementation of department sales and marketing strategies.
Maximise collaboration with the Marketing department to promote the team, company, products, and applications.
Deliver monthly reports to the Senior Management team.
The Person
Extensive knowledge of the construction industry, and experience gaining / defending specifications
Proven experience in managing a successful team, with an ability to motivate and develop people
Experience in overseeing multiple departments (specifically specification-driven departments)
Professional, effective, and consistent communication skills across all functions at all levels
Strong customer relations experience and organisational and strategic skills
Excellent organisational skills, planning and preparation, with a methodical approach
Ability to understand and work in line with the companys business plan
Capability to drive team performance and achieve targets
Actively demonstrate the 'Values and Behaviours' of the business
Hunger to achieve and desire to motivate a team, with computer literacy and good IT skills
Proficiency in using and managing CRM systems, with a willingness to travel when required
We are committed to equal opportunities. We wish to ensure that all applicants are treated fairly and appointed solely on their suitability for the post irrespective of race, gender, age, disability, caring responsibilities, sexual orientation, marital/civil partnership status, religion/belief or nationality.
