National Account Manager (Material Handling Sector)

This role is nationwide so you can be based anywhere in the UK as long as you are willing to travel.

JOB PURPOSE:

• To achieve or exceed agreed sales targets for volume, mix and quality from large users of mechanical handling equipment within a designated area.

CORE ACCOUNTABILITIES

• Overall volume, mix and quality of sales delivered through - Contact Hire sales, Cash / Lease sales, refurbished equipment sales, Buyback-Rehire sales and other forktruck products and services. All to meet or exceed agreed budget and plan levels.

• Pursue opportunities from existing major/key accounts - working in teamwork with Territory Sales colleagues where appropriate. These accounts will be agreed with your Line Manager and Territory Sales team.

• Delivery of strategy, development and activity plans that target ‘realistic’ major accounts within  assigned distribution areas.

• Excellent market awareness and ensure the company is presented to all target accounts and included on all proposal / tender lists.

• To work proactively with Major Accounts, Telesales and Short Term Rental teams to circulate opportunities to do business

• To promote and deliver a continually improving customer experience.

• Support and contribute to team based activities aimed at improving overall sales and business performance.

• Interacting with all customers and colleagues in a manner consistent with the company’s culture and values.

CORE ACTIVITIES:

• Development and maintenance of customer and prospect contact plans for the designated area that secure appropriate numbers of appointments, surveys and quotations to drive sales performance that meets or exceeds agreed targets.

• Prospecting, promotional, and other tactical activities as identified and agreed.

• Construction of quality proposals and quotations, using innovative customer focused solutions that also promote and secure additional business.

• Effective follow up of all proposals.

• High quality administration of all sales support activity - order processing, customer information management and reporting

• Seeking genuine, accurate customer and prospect feedback, responding to it and using it to improve business processes and personal performance.

• Responding to all sales leads and customer issues with a pace and professionalism that our current customers and targeted prospects would describe as truly first class.

PERSON SPECIFICATION:

Proven track record in personal selling and meeting or exceeding sales targets with established reputation for doing so, ideally in MHE industry.

• Able to demonstrate:
  • Examples of winning new major account deals with fleet / blue chip customers.
  • Examples of significant growth over a period of time within existing accounts as well as high renewal and retention rates.
  • Thorough customer relationship management skills with the ability to communicate effectively with clients, supply partners and own sales and operations teams.
  • Innovative and refreshing approaches to opportunities, ability to produce distinctive, professional proposals and reports to lead and influence any tender process.

• Strong interpersonal and influencing skills along with strong presentation skills.
• Natural and strong customer service orientation.
• Commercially aware with a strong profit orientation