The role of Service Contracts Sales Representative is to successfully sell long term service maintenance contracts and associated products and services to large commercial and industrial businesses using established sales strategies, processes and tools. Whilst our preference is for an individual experience in the fire sector, we would actively encourage professionals with experience of selling solutions/services in different markets eg telecoms. This position is to cover the central belt in Scotland.
Our expectations are that the successful candidate has the ability to develop business plans and meet overall financial objectives by conducting sales presentations and customer consultations that maximize sales closure rates. They must also be able to create and develop customer relationships from technician to executive levels, they must be able to understand our customers business needs and drivers and be able to align our clients solutions and offerings accordingly
Your main responsibilities will be:
· Develop business plans and meet overall financial objectives by conducting sales presentations and customer consultations that maximize sales closure rates
· Developing new solutions accounts and sales leads by cold calling and networking
· Design Fire detection and other related systems to the requirements of BS5839 and be or become fully conversant and be able to apply BS 5839 Part 1 and Part 8, BS6266 and HTM05-03 principles
· Meet or exceed monthly, quarterly & annual financial booking and gross margin targets
· Provide accurate planning and forecasting of sales performance
· Be an active member of the sales team, assisting other team members as needed, to achieve team goals
· Provide market feedback on product information, competitive product data, market pricing, etc to the HBS leadership team
· Interface with the installation team to ensure that information on key accounts is shared across divisions
· Strengthen our clients relationship and position with new and existing accounts and improve the client relationships
· Responsible for the effective management of the HBS disciplined sales process from identifying and qualifying prospects to successfully closing the sale
· Develop detailed account plans for all assigned accounts and update quarterly
· Consult with the customer to influence buying behaviour
· Demonstrate new services and technologies that have linkage to customer business outcomes
· Penetrate vertical markets using Breakaway Selling, customer specific value propositions & opportunity development
· Utilize a consultative approach to upgrade and enhance the customer's current facility infrastructure
· To liaise with the Estimating team on proposals and projects
· Ensuring that all quotations are presented in line with the company's requirements
· Ensure smooth hand over of orders to Operations, and to provide first line customer support.
Qualifications
- BA/BS degree/diploma in business or engineering is desired
- Relevant experience in successful sales and business development of solutions and services, preferably but not exclusively commercial facility management systems and services including Building Management, Fire Alarm and Security systems
- Knowledge of Fire, HVAC and Security Systems preferred
- Clean driving licence
- Ability to develop lasting working relationships with Customers
- Tenacity
- Ability to work as part of a team
- Professional appearance
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