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We are a premium, high-end ergonomic office furniture manufacturer. This position is responsible for identifying, pursuing, and winning new business to drive sales growth in your territory. The BDM will seek out new relationships primarily focusing on End Users. Other engagements with key stakeholders and decision makers will be necessary on a strategic basis, such as Architects and Designers, Dealers, QS, Project Managers, Ergonomists, Real Estate Agents etc. You will already have a strong network and possess a fine-tuned ability to seek out and forge strong client relationships to ensure our inclusion in projects and a successful outcome. Creating long term value add to your targeted end-user accounts is paramount, so too is your ability to seek out new projects and manage them from identification through to practical completion. Working with your commercial colleagues and your line manager to ensure that every aspect of the project follows methodical process to increase our chances of success. This role is ultimately responsible for onboarding new customers. Finding and developing sales through companies where we have little or no previous selling history, including but not limited to targeting competitively held end-user accounts in your sales territory.
ESSENTIAL FUNCTIONS:
- Actively promoting the value of ergonomic workplace solutions to End-Users, Dealers, Architects and Designers (D&B)
- Maintain appropriate sales activity levels at all times; minimum 10 sales appointments per week
- Achieve and exceed revenue, profitability and product mix sales goals
- Develop business plan with management for weekly, monthly and quarterly strategic sales objectives
- Set up product tests or demos for end-users as necessary
- Facilitate presentations for prospective clients
- Completing sales activity & opportunity reports, sales order paperwork, installation assistance, and sales training as well as maintaining customer contact database
- Serves as a liaison between customer service and the customer on shipment and quality matters
- Lead strategic business forecasting discussions with dealer principles to meet dealer sales goals, establish new accounts and grow existing customer sales
- An in-depth understanding of product portfolio, including task seating, keyboard supports, flat panel monitor arms, task lighting, CPU holders and other ergonomic work tools and our consulting services
- Identify and pursue 'New Business opportunities’ - Through utilization of personal network, team networking, lead sharing and information gathering tools and relationships: identify new business opportunities and focus on converting these from opportunities to product/consultancy sales.
- End Users presentations - schedule meetings and presentations to necessitate initial introductory meetings and subsequent meetings in working towards the promotion + marketing of our company, its ethos, product sets, consultancy services - ultimately working to convert these opportunities to revenue with particular emphasis on product mix.
- Managing information flow on projects from BDM team via following mediums: Co Star, Lead Meetings, Prospecting - Quantify Information, Qualify/Select Major projects, apportion other projects to BDM Managers/back to sales funnel.
- Managing Major projects List - Managing a selected list of Major Projects which you have personally identified under the direction of your line manager. Ensure that we are strategically placed for success. This includes working directly with the End User, Project Managers and Cost Consultants for each project whilst strategizing on price and product proposals and communicating this with the wider company team to ensure a consistent approach where strategy/pricing is managed effectively, communicated and actioned with the shortlisted third parties in each project opportunity.
- Project focus and Awareness - Ensure your pipeline and leads list is shared, qualified and processed with your line manager along with up-to-date information on timeline, status, and further accompanying information. Ensure to keep your pipeline updated regularly on CRM.
- Expand trusted partners and resources - End User, Real Estate, Project Management and Dealer where appropriate - Continue to build close relationships with key individuals in the above fields through the following methods: real estate networking events.
- Education - educating, marketing, and selling the value of ergonomic workplace solutions to New Business Accounts
Candidate profile:
- A proven and extensive senior business development sales track record
- Ideally educated to bachelor’s degree level
- Working knowledge of MS OFFICE and associated applications are required
- Ability for overnight travel regionally 50%
- Knowledge and/or experience in the office furniture sector is essential
- Excellent written and verbal communication skills
- Skillful negotiation and presentation abilities
- Strong, confident follow-up and closing skills
This role comes with a basic salary up to £65k, uncapped commission (OTE £25K) a £5k car allowance, expense account and contributary pension, mobile phone and lap top.
