What you will do
The role of the Regional Sales Consultant is focused on sales of solutions to drive service growth (AMR), remedial and installation revenues within the X-cell Misting team within our Fire Suppression business unit at Johnson Controls. Through proactive planning and driven sales activity, the role is to develop and maximise existing accounts and relationships together with identification of new business opportunities for development, for all enterprise solutions that X-Cell can offer within the market.
Possessing solid product knowledge and understanding of technical specifications, the sales consultant surveys sites, prepares costs, specifications and quotations that meet the requirements & needs of the customer. For large and/or complex proposals an Estimator / Head of Operations and Technical will support through the formation of a bid team.
All activity, planning and sales processes are managed by the sales consultant through Salesforce.com, Johnson Controls CRM application. Through focused sales activities executed with a consistent rhythm, the key objectives for the sales consultant are pipeline growth and conversion improvement, to drive bookings growth against a defined sales target.
What we offer
Competitive salary, company car & generous commission scheme
Paid holidays and sick pay
Comprehensive benefits package including pension matched contribution, life assurance, employee assistance program, employee referral scheme, employee discounts including high street brands, cycle 2 work scheme and discount on Johnson Controls security products
Extensive product and on the job/cross training opportunities with outstanding resources available
Encouraging and collaborative team environment
Career development through various career ladders
Dedication to safety through our Zero Harm policy
Access to business resource groups
Training on our company values
IT equipment to complete all jobs
All company expenses covered
Manage your own diary. No expectation to work from an office. Home based work optional alongside client meetings would be required
How you will do it
Opportunity Planning – Identify opportunity to bid, fully qualify with the customer & engage in a pre-bid review. Form a bid team to identify critical must wins/complex/large opportunities, define roles of team, technical strategy, value proposition and next actions.
Survey, Configure, Price, Quote – survey customer sites, prepare costs, specifications and quotations to propose solutions to the customer.
AMR – pursue all AMR opportunities, new, expansion of existing contracts through sales of additional services and ensure all installation opportunities have attached AMR quotations. Responsibility to retain existing AMR customers/protect the AMR service base.
Salesforce.com – adoption as the primary CRM application to drive sales performance, planning, management of leads, accounts, opportunities and manage all sales activity. All key objectives and results are measured through Salesforce.com.
Performance - Using Salesforce.com, seller prepare for a monthly Personal Success Plan with sales manager. Reviewing prior month sales performance and objectives, current sales pipeline and agreeing key objectives for current month.
Risk Management – ensure that all internal sales processes are adhered to including bid authority, legal requirements, Tyco compliance and governance requirements through sales and relationship management activities. Ensure compliance with Xcell Misting’s and Johnson Controls Environmental, Health & Safety Policies - Zero Harm.
What we look for
Track record of achievement with existing accounts and new business development
Technical sales experience within similar M&E/construction/safety based industries
Experienced selling to M&E contractors and high value end users
Fire Suppression or Fire Safety experience would be beneficial
Experience in managing opportunities/accounts and working in/with sales teams to prepare detailed proposals.
Developing, communicating, and presenting value in created solutions
If yes, then we'd love to hear from you!
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