Purpose of Role/Job Summary:
To take ownership of active proposals to drive the development of a high quality output with an accurate price that clearly describes how the solution meets the client's needs.
Responsible for the following categories of work as directed:
- To use proven sales techniques such as SPIN during the tendering process to ensure that the proposal meets their needs and has been crafted to increase the likelihood of winning.
- Maintain our relationships with existing clients to ensure an understanding of their changing needs and to develop client profiles and action plans
- Track and manage prospects through the company CRM database with client information and to provide sales campaign information and management reports
- To be a point of contact for clients and to follow the full sales process from identification of the opportunity, preparing of proposals right through to closing out the contract.
- To organise sales visits, presentations and lunch & learn opportunities with potential clients.
- To attend, exhibit and present at trade events and conferences and lunch & learns
- To understand client requirements and present these to the in-house designers and project managers to ensure the product will satisfy the client needs
- Work alongside design engineers to ensure client requirements are fully understood and accounted for in design and to develop an engineering budget
- Work with procurement and suppliers to develop the build proposal and as accurate as possible a cost
- Understand the company's engineering capability and supplier lead times to produce realistic schedules on MS Project.
- Communicate with the client during the tender process so that the final tender is in line with their expectations and to keep the relationship active.
- Pricing work in accordance with company standards in a way that can be presented to and approved by the board in an expedient manner
- Preparing technical and commercial proposals, bids and tender documentation
- To travel to company offices and client sites in the UK and worldwide to attend meetings, collect information etc. as required.
The role should achieve the following objectives
- Achievement of annual sales targets
- Maintenance of CRM records and continual improvement of CRM numbers