Business Development Manager- Major contracts - Appcast Enterprise : Job Details

What you will do  

We are looking for a driven, enthusiastic and personable Business Development Manager to actively drive new installation order growth across named accounts, through the sale of our fire suppression solution portfolio, into relationship Customers (specifically focused on Contractors and consultants).  The role will be biased to securing new business installations, which will involve managing and creating new relationships alongside existing. 

The successful candidate must have experience in long, multi-call cycle sales, account management or similar.  The consultant will drive targeted project acquisition (in attractive verticals and/or locations), leading with our fire suppression solution portfolio (but tasked to cross sell the full portfolio). 

What we offer 

• Competitive salary and phenomenal bonus scheme 

• Company car 

• 25 days paid holiday plus bank holidays and sick pay 

• Comprehensive benefits package including pension, 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 

• Manage your own diary- no requirement to be in the office 

• Extensive product and on the job/cross training opportunities with outstanding resources available 

• Encouraging and collaborative team environment 

• Career development through various career ladders including Customer Service 

• Dedication to safety through our Zero Harm policy 

• Access to business resource groups 

• Training on our company values 

• IT equipment to complete all jobs 

How you will do it  

Create/manage relationships with executive level Customers and engage Customers in understanding the value of our solutions/services provided (fire Suppression/detection).  The consultant will need excellent negotiation skills and be adapt at managing many different Customers within a single Company (procurement, executives, project management, risk control, health and safety, engineering etc). 

Working with your sales manager you will create and manage strategic opportunity plans, where clear strategies are defined to create the best opportunity for JCI to secure targeted opportunities, with the desired through life solution.  It is therefore critical the candidate can define win themes and strongly present their value to diverse audiences, where value may hold different context. 

Demand generation will be via company provided, profiled leads and opportunity generated via contractor and consultant relationships.  Where agreed in advance the consultant may follow accounts outside of their territory, assuming the depth of relationship is proven. 

Estimating and design activities will typically be completed by the estimating teams, but the consultant is wholly responsible for the win plan and positioning with the Customer. It will be crucial that the consultant has the ability to interface with the design team and build meaningful relationships, to ensure we present value engineered solutions with clear winning themes. 

The successful candidate will demonstrate energy, passion and drive for success whilst demonstrating the highest levels of professionalism internally and externally.  

All activities, customer interactions, opportunities, leads and pipeline will be managed within the Company CRM application, salesforce.com. 

Targets focused on installation order values and gross margin % 

Consistent attainment of ROA framework (customer facing activities, quotation output, conversion rates, secure orders  

Level of multi-solution orders / orders meeting through life strategy 

Active management of Company generated leads 

Secured outlook (forecast) accuracy 

What we look for  

• Customer focused-deeply understands the Customer and works to meet their needs, and align our services. 

• Relationship building-can develop and expand relationship through an organisation.  Gains and keeps trust. 

• Value selling-defined clear win plan to focus sale on the value of  the solution 

• Complex sales-creates winning plans, and brings teams together for mutual success 

• Communication-communicates positively, actively and consistently to internal/external colleagues 

• Pride and quality-ensure the reputation of the business is reflected at all times  

• Experience in a field sales role, in a B2B environment preferably in long cycle, multi stage sales 

• ‘Solution sales’ and demonstrating value in the sales process 

• Fire Suppression/detection value selling knowledge 

• Construction sales and the construction environment 

• PC literacy, including knowledge of Microsoft Office products. 

• CRM management and use preferable (salesforce.com) 

• Full UK driving licence 

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