1. JOB PURPOSE The purpose of this role is to seek and secure the winning of profitable engineering contracts. This will include the generation of commercial and technical proposals and supporting sales activities within the business and directly with customers, to generate profitable sales and build lasting customer relationships in support of the overall business objectives. This will involve: · Managing customers’ expectations and securing profitable contracts and identifying opportunities to grow sales and profitability.· Defining and managing the processes associated with enquiry management and customer contact and follow-up cycle.· Ensuring that project concepts and plans are produced, communicated, and understood by the other areas of the business.· Take responsibility for assigned accounts and customers.· Where agreed take the lead and be the customers key point of contact during the proposal and sales phases of a project, ensuring profitability and repeat orders are secured.· Understanding and managing risk (technical, commercial, financial and programme) for project proposals to protect the company relating to the contractual requirements and our commitments.· Meeting sales targets for profitability, revenue and other relevant KPIs.· Inspiring others to achieve the high standards of business excellence.· Working closely with the Directors and Management team to set and maintain the direction and strategy for the department to meet business targets and KPIs.· Produce business plans and acquire market knowledge to increase sales opportunities and profitability.· Ensuring that deadlines set by customers and the organisation are achieved, including technical and commercial proposals.· Managing your own development, knowledge acquisition and sharing of information whilst mentoring other team members. 2. JOB ACTIVITIES · Managing your sales pipeline to ensure.o Enquiries are reviewed and evaluated, and the customer needs are clarified and understood with active engagement with customers.o Bid/No-bid reviews are completed, reviewed for approval, and communicated to the customers.o Customer responses and communications are professional, on-time and are to a high standard.o Concepts (both technical and commercial) are produced that meet the customer needs, are robust and cost effective, and have the input and agreement from the necessary technical or commercial departments for authorisation.o Risk to the business is evaluated, understood, and reported (technical, commercial, financial and schedule related).o Co-ordinate the production of internal and external cost estimates for the proposed solution, including the production of equipment specifications, where required.o Commercial costing models are produced, and margin are maximised prior to approval.o Preliminary project schedules/plans are created and have buy-in from the wider business.o Proposals are produced that communicate the benefits offered and wherever possible write out uncertainty and risk to the business.o Pro-actively follow-up submitted enquiries and ensure that these are managed and undertaken by all members the team.o Priorities are set that support business success and profitability.o Contract review is completed upon receipt of customer orders, including review of the purchase order and of the associated terms and conditions, prior to seeking approval to proceed and effectively hand over “as sold” contracts to the Projects team for execution.o Contract launch, and customer kick-off meetings are undertaken, and minutes are taken noting customer agreements and actions are confirmed.· Create and maintain long term relationships with customers and partners to support and promote sales and business growth.· Maintain ownership of enquiries within the business and manage and co-ordinate their execution with the internal team and external bodies to ensure that customers’ needs are met in a timely manner.· Produce development plans for targeted products, customers, and regions, with clearly defined goals and objectives. · Apply good Sales and Account Management practices to ensure that:o Market knowledge, customer intelligence and contacts are logged and used to support sales opportunities and improve our chances of winning.o Leads are converted to enquiries and quotes converted into contract award.o Have good awareness of competitors and market trends and use this information to influence sales strategies and plans.o Provide reports on progress, performance against KPIs and key actions relating to customers and enquires to support planning and developing winning strategies.o Provide business forecasting information to support capacity planning and business financial modelling.· Undertake customer visits and visit reporting.· Promote long framework agreements and contracts.· Work closely with other departments in the Company to ensure that customers’ and company’s requirements and expectations are understood, resource and support is planned and that the customer requirements are met.· Ensure all activities are completed in a timely and effective manner to meet the deadlines set by our customer and the Company.· Provide effective reporting to the business including Directors and Management team.· Where necessary define priorities and communicate these to relevant teams, employees, and Directors.· Work in accordance with the Sales Procedures and Gated Sales Process.· Support your development and the development of other team members, complete appraisals on-time and to a high standard and support the improvement of relevant business practices.
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