Specification Sales Manager
Wokingham

Specification Sales Manager - Commercial (London West)

Ref: 83| Posted: 11th Jul 2019

Specification Sales Manager - Commercial

London West Region

 

The Role:

A new exciting and professional opportunity has arisen for a Specification Sales Manager to join our Commercial specifications team covering the area of the London West (LU, AL, HP, WD, HA, UB, TW, KT, SL, GU, RG, SO, PO).

Specification selling is a specialist form of sales which is more akin to consultancy and focuses on the selection of products required for a particular project. It aims to influence the buying decision by shifting the focus away from cost and instead considering factors around quality such as lifetime operating costs, durability, sustainability, fulfilling building regulations, overcoming construction issues and providing information on installation and use.

Specification selling is becoming increasingly important in the commercial heating industry as it gives Baxi more control over potential projects, and enables promotion of our products for long-term value rather than just procurement price.

 

Main Purpose:

As a Specifications Sales Manager’s your role is to build demand for your product ranges by promoting awareness of the long-term benefits. You will create loyalty to your products through strong, trusted relationships with clients based on technical expertise and product knowledge. As Specifications Sales Manager you can also be instrumental in product development, driving specifications, and increasing sales and market share.

 

Key Tasks:

  • Reducing the focus and thus importance on price – By adding value, through stronger business relationships, you will encourage customer loyalty and reduce the focus on price
  •  Demand creation – by creating awareness of products and systems with specifiers
  •  Forecast demand and identify trends -By having close relationships with key customers and decision makers
  • Working on multiple projects at different stages, at the same time
  • Providing detailed consultations with Design engineers and Contractors
  • Negotiating and managing the needs and expectations of our customers
  • Aiming to influence the buying decision
  • Providing a range of information including CAD/BIM objects, technical reports, information on regulations, test certification, installation guides, pricing and availability
  • Writing and maintaining accurate records and documenting all of this activity on CRM is a requirement
  • You will be expected to identify and develop new customer relationships as well as managing existing accounts
  • You will be presenting CPD’s and other customer presentations and attending events to raise the profile of Baxi in the commercial sector

 

KNOWLEDGE AND EXPERIENCE:

The job holder should have previously worked in sales and account management, ideally selling solutions as well as just equipment. They should have an understanding and experience of heating systems, controls and design. Practical experience in the field is also an advantage.

The job holder will have an excellent knowledge of their products and be familiar with the latest changes to standards and regulations. They must be able to provide any technical information, advice, and supporting evidence required, and be able to explain this clearly and concisely in appropriate levels of detail. They will have an in-depth knowledge of the market, Baxi’s products, and their application, and be able to relate this to health and safety standards, environmental considerations, and quality requirements. They will also be aware of their competitors and competing products, and be able to identify needs in the market and forecast demand.

CONTACTS AND COMMUNICATIONS:

The job holder is expected to establish and maintain contact with relevant customer staff to enable him/her to influence and persuade them. The job holder needs to cultivate their relationships for the company’s benefit and needs to exercise the appropriate levels of tact and diplomacy.

A competitive basic salary, exceptional OTE potential, car, contributory Pension scheme, 25 Days holiday plus stats and more.

If this sounds like you, then we look forward to hearing from you!