Contractor Account Manager

About the Position

Contractor Account Manager

Reigate, England, United Kingdom

Prime accountability for achieving profitable sales growth through a well-managed contractor customer portfolio within the assigned region. To provide professional account management and techno-commercial expertise for a diverse and complex multi-technology product portfolio. Prime accountability for work winning of planned product mix to achieve targets through a complex route to market. Shared accountability for profitable execution of work won to meet business plans of the MEUK LES HVAC business in line with Regional/UK goals, commercial strategy, and policy.

Responsibilities

• Establish, maintain, and grow a value-adding commercial relationship with customers, including commercial trading terms and conditions, credit arrangements with the credit risk function, establishment of Account on Company systems, and/or agree on 3rd party procurement routes to enable our businesses to trade.
• Establish, develop, and manage your customer portfolio and opportunity funnel.
• Compile and manage an annual and monthly engagement plan for your portfolio customers and projects.
• Create, manage, and forecast your pipeline of repeat business and project opportunities in the CRM tool.
• Record all appointments in Outlook linked to the Customer account in CRM where applicable.
• Organize, lead, and participate in customer events as appropriate to fit with the Engagement model (these may be outside normal working hours any day of the week).
• Attendance and participation in company-led events (these may be outside normal working hours any day of the week).
• Provide thought leadership for customers' own design and build projects, using your technical and commercial expertise, knowledge, and skills to advise clients on techno-commercial solutions to best meet application needs and deliver competitive advantage for our business.
• Develop and implement sales strategies and tactical plans with your customer portfolio and projects to meet or exceed orders & sales targets as set by your Line Manager.
• Apply and develop your opportunity qualification and negotiating skills to meet/exceed the conversion and hit rate targets agreed with your line manager.
• Collaborative teamwork with all MEUK sales teams, pre-sales technical, and operations departments to ensure a well-managed pipeline of profitable potential to meet your targets and business goals.
• Consistently accurate sales forecast with a well-managed pipeline in CRM.

Requirements

Experience Required:

• Knowledge and competency in electro-mechanical systems and their applications typically gained through 2-5 years’ experience in HVAC/Allied industry or academic study to degree level.
• Knowledge and experience of the UK Construction industry key commercial behaviors, players, and relationships, typically gained through 2+ years’ experience operating in a similar sales/techno-commercial/operational role.
• Demonstrable knowledge and experience of professional sales techniques and methods.
• Demonstrable ability with Sales Excellence methods, tools, and processes.
• IT literate with an ability to use MS Office suite (Word, Excel, PowerPoint) & Teams to intermediate level as a minimum.
• The ability to assess, prioritize, and engage selected markets, accounts, or individuals to initiate the demand management cycle.
• The ability to establish and sustain value-adding relationships at all levels of the Customer for which you have accountability.
• Demonstrable understanding of professional account management, the ability to stimulate interest, and generate buying activity in our favor.
• The ability to frame a differentiated solution that has confirmed and relevant value for the client. Evidenced by the ability to carry out research and continuous learning to develop capability in utilizing product features, advantages, benefits, and legislative drivers in crafting compelling sales arguments and value propositions.
• The ability to oversee successful delivery and ensure that client value has been documented and recognized.
• Develop a deep understanding of Customer needs as individuals and a business, marshal our company resources to consistently meet or exceed those needs.

We Offer

In return for your commitment, we will offer you some fantastic benefits:

• Generous annual leave allowance - 25 days per year, plus bank holidays increasing by one day with each year of service until 27 days per year.
• Flexible Working - we offer a range of flexible working options that include working from home or hybrid working.
• Pension.
• Life Assurance.
• Private Medical, Dental Insurance, and a Cash Plan Scheme - Single cover funded by Mitsubishi.
• Access to Mitsubishi’s very own discount platform.
• Colleague Referral Scheme.
• Holiday Buy.
• Long Service Awards.