Vacancy No 5221

Job Title COMMERCIAL BUSINESS MANAGER - A&D

Location CENTRAL LONDON - SE, SW, W & NW

Job Description

Are you a driven, high calibre, talented, ambitious, well connected and experienced Commercial Interior Specification Sales Professional with experience in promoting design led interior products with a strong network of connections and a proven track record dealing with Tier 1 Architects & Interior Designers?

If so, we are working with a leading Manufacturer of highly sustainable and design led FLOORING SOLUTIONS who are seeking to recruit a COMMERCIAL BUSINESS MANAGER to join their already well-established team with responsibility for promoting their full products and services in CENTRAL LONDON

The Client

Leader in the design, manufacture and supply of unique carpet tiles for the International commercial market boasting more than 25 years of experience in the floor covering sector.

They have a dynamic and energetic team; they set trends and always aim to inspire.

They are bound to be flexible, innovative, creative in finding better environmental solutions and deliver excellence and outstanding service.

The Role

To promote our client's high quality, market leading range of Sustainable Floor Covering solutions via Tier 1 Architects and Interior Designers for projects into the Commercial Office, Multi-Residential, Education and Hospitality & Leisure sectors (H&L A&D Contacts & Experience would be a huge plus for this role) by raising awareness, generating sales and over exceeding agreed targets and customised KPI's whilst working closely with other members of the team both internally and externally.

Key Responsibilities

* Develop, gain buy-in to, and implement an area specific business development plan in order to proactively identify and target agreed growth and development opportunities.

* Maintain and develop relationships with existing customers at all levels of the customer hierarchy, in order to provide support and develop awareness of the benefits and uniqueness of their products, services and offers/campaigns, and identify the decision makers.

* Develop and implement plans and actions for identifying or reactivating customers and setting up new accounts

* Identify, monitor, report and record all sales opportunities so that they may be converted into sales, to maintain and improve market share.

* Collaborate with colleagues with integrity on projects which are interconnected across territory lines, support each other and communicate proactively to ensure the business is in the best position to win business.

* Sell and influence the sale of all products and services within pricing guidelines and monitor sales levels to ensure business mix whilst ensuring billings targets are reached or exceeded.

* Identify market and competitor information and feed it back to the business in order to ensure market requirements and competitor developments are incorporated into marketing and NPD plans.

* Maximising the utilisation of tools available from the business such as Marketing, SocMed, Events, Merchandising and Sampling, Networking, Lunch & Learn, CPD Presentations etc.

* Understand customer requirements for sustainability in order to spot opportunities for the sale of sustainable products and services and engage customers.

* Complete administration on time so that accurate analysis reports can be prepared for use in measurement of progress and forward planning.

Key Performance indicators

* Budget target

* Number of new /reactivated buying A&D account created (and developed)

* Billings and/or market share growth with existing customers

* Average Selling Price

Qualitative

* Product, market standards, Competition and Market knowledge

* Specification selling techniques

* Relevance of the visit planning according to customer classification

* Deliver action plans in time (COP or Business Plan)

* Adherence to commercial sales policy and procedures

* CRM system update monthly measure and quality of monthly activity report

* Customer Loyalty and satisfaction

* Personal development objective (from appraisal)

Scale & Scope of the role

* Projects with long lead times, typically up to 18 months

* Focused Customer base - Tier 1 A&D Accounts

* Account base specified by geography or customer type

Competency Profile

Relating & Networking

Establishes good relationships with customers and staff; Builds wide and effective networks of contacts inside and outside the Organisation; Relates well to people at all levels; Manages conflict; Uses humour appropriately to enhance relationships with others.

Persuading & Influencing

Makes a strong personal impression on others; Gains clear agreement and commitment from others by persuading, convincing and negotiating; Promotes ideas on behalf of self or others; Manages conflict; Makes effective use of political processes to influence and persuade others.

Planning & Organising

Sets clearly defined objectives; Plans activities and projects well in advance and takes account of possible changing circumstances; Manages time effectively; Identifies and organises resources needed to accomplish tasks; Monitors performance against deadlines and milestones.

Delivering Results & Meeting Customer Expectations

Focuses on customer needs and satisfaction; Sets high standards for quality and quantity; Monitors and maintains quality and productivity; Works in a systematic, methodical and orderly way; Consistently achieves project goals.

Entrepreneurial & Commercial Thinking

Keeps up-to-date with competitor information and market trends; Identifies business opportunities for the organisation; Demonstrates financial awareness; Controls costs and thinks in terms of profit, loss and added value.

Knowledge, Skills and Experience Required - ESSENTIAL

To be considered Candidates MUST have an excellent working knowledge of Central London region ideally within SE, SW, W & NW postcodes.

To be considered Candidates MUST have at least 5 years' experience promoting an aesthetically driven interior design led product or service offering along with an in depth understanding of the specification sales cycle, sustainability, biophilic design and what those entails.

To be considered Candidates MUST have a strong network of established relationships and connections within the H&L and Workplace A&D community ideally within SE, SW, W & NW region and any close working relationships with Fit Out / D&B Contractors and End Users would also be highly advantageous.

Experience of long-term project selling cycles

Evidence of stability and success in similar previous roles

Must have a growth mindset and must be a business development driven field sales professional

Team player

Full driving license

Computer literate (to include excel)

Entrepreneurial profile: High motivation, dynamism and autonomy to develop your own business on the specified territory, with methodology and constant focus.

A natural networker, at ease with building relationships at all levels, and identifying the decision makers

A person able to grow the existing customers and conquer new customers accelerators

SALARY & BENEFITS

STRONG BASIC SALARY (UP TO £70,000 - Larger basic salary available D.O.E) + EXCELLENT UNCAPPED COMMISSION STRUCTURE ON PRODUCT MIX & PRICE POINTS (BETWEEN 1%-2% - PAID MONTHLY) + ACCELERATORS + COMPANY CAR OR TRAVEL ALLOWANCE + PENSION + HEALTHCARE + 25 DAYS HOLIDAY + MOBILE + LAPTOP + CAREER DEVELOPMENT OPPORTUNITIES