Enigma People Solutions has been exclusively retained to recruit a high performance sales person to join an outstanding Photonics value added reseller as a territory sales manager.
In this role you will own your territory; make your customers feel highly valued through ensuring you personally, and the whole business team, look after your customers with agility, energy and high quality of delivery of service. Retain and enhance existing business with existing customers. Through a tenacious approach, discover, qualify, develop & close new business with new & existing customers in markets in line with prevailing Sales Policy. Support customer-specific developments and actively shape the cooperation with the customer, collaborating with colleagues in other territories and with our US office where this is required.
Responsibilities and Duties
• Build knowledge and understanding of the business and its suppliers, products & applications and competitive differentiators. Use this to spot opportunities in the field and communicate propositions to customers with engaging energy and enthusiasm. Product Management support is available to support development of more complex & higher value opportunities.
• Agree an achievable in-field customer meeting activity target with your Team Leader and plan to ensure this is achieved monthly.
• Plan & conduct well organised journey circuits to achieve coverage of the full geography, weighting frequency to the areas of greatest opportunity for the business. • Explore new targets and existing customers in the territory to discover and qualify new opportunities for the business in University Departments & Research Groups, and new Divisions and new projects of Companies. This will involve own lead generation, and the following up of leads from the internal sales team.
• Identify customer decision making units in areas with potential opportunity; meet and build rapport with decision making unit members to determine their stated and unstated needs (pain points) and value of our selling propositions using an open question based consultative selling approach.
• Own all new leads and existing business and progress it through the full sales cycle from opportunity to negotiation, closure and post-sales satisfaction. Make effective use of the Agile Service Team and Internal Sales for back office support, so you can focus in the field.
• Maintain up to date, accurate activity and pipeline status information in the CRM system to support robust order intake forecasting.
• Perform regular follow-up calls or emails, facilitating communication with existing customers to ensure their satisfaction and identify new potential needs.
• Ensure customer dissatisfaction / complaints are reported in the business’s quality system and work with the Quality Manager to ensure prompt action to satisfy the customer.
• Facilitate or directly provide demonstration and evaluations to customers
As required:
• Secure new opportunity & existing customer visits to make joint visits with key suppliers visiting the UK (approximately one supplier per month)
• Negotiate commercial contracts, Tenders, T&Cs and NDAs. • Establish and maintain a personal network with key persons from the customer