Reports to: Technical Sales Manager
Role Purpose
Be an accountable, senior member of the Sales Team, interpreting customer requirements and generating tender submissions for process solutions within the dairy, food and beverage industry. Use technical knowledge and sales experience to provide consultancy, support, and expert advice to our customers, offering them innovative solutions and ensuring our offers give us a technical advantage over our competitors. Liaise with members of the Project Team, whilst being a key point of contact for customers both pre-project, and after-sales, to ensure the complete customer journey is made. Drive a consistent technical approach to sales, support bid preparation and provide guidance and mentoring where required. Based at our offices with regular travel across the UK.
Accountabilities
- Main point of contact for assigned sales projects.
- Initiate bid team, perform bid qualification and lead bid review process for assigned sales projects.
- Accurately interpret and define customer requirements, performance criteria, KPIs etc. and flow to key stakeholders.
- Establish bid and preliminary project delivery timeline, ensuring buy-in from key stakeholders.
- Organise and undertake visits and site surveys as required in support of the sales project, involving members of the Project Team where necessary.
- Support selection of key partners and suppliers in line with business strategies.
- Liaise with the Design Team to create preliminary designs in support of the sales process.
- Liaise with key partners and suppliers to obtain quotations in support of the sales process.
- Initiate and maintain key documentation throughout the sales process, including but not limited to Compliance Matrix, RAILs and Risk Registers.
- Identify differentiating innovative opportunities, technical advantages and enhancements, for inclusion within tender submissions.
- Generate costing sheet for assigned sales projects, ensuring accuracy and buy-in from key stakeholders.
- Negotiate pricing and terms with customers and suppliers, ensuring that both support business strategy.
- Generate and be responsible for the technical and commercial accuracy of tender documentation for review and submittal to the customer.
- Provide technical support to the Technical Sales Manager and Key Account Managers.
- Mentor and provide guidance to Junior members of the Sales Team as and when required.
- Lead sales to project handover for assigned sales projects.
- Liaise with customers throughout the project cycle, offering expert advice and develop long term relationships.
- Actively seek sales leads and marketing opportunities, assisting with case studies, newsletters and press releases as required.
- Assist with the upkeep and maintenance of the CRM system.
- Ensure that sales targets are met.
- Attend the relevant trade shows, exhibitions and conferences.
- Identify opportunities through enquiries and orders to upsell parts and service.
- Support the continual improvement of the sales processes.
Person Specification
Essential:
- Formal qualification in mechanical engineering or similar discipline
- Detailed knowledge and experience of the dairy, food and beverage industry
- Excellent organisational, communication and interpersonal skills
- Excellent IT skills, competent with MS Office
- Excellent customer facing skills
- Commercially astute, self-driven and motivated
- Knowledge of CRM systems preferably ZOHO
- Collaborate effectively, support team members and contribute to group dynamics
- Hold a valid driving licence
Desirable:
- Previous experience in technical sales
- A qualification in business studies and/or marketing
- Be forward thinking and keen to embrace technology
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