Internal Account Manager x 2
Our Client is a very well-established chemical distributor, focusing in the supply of speciality raw materials into the polymer and related industry sectors
Description of the Job Role
Essential role within the Sales Development activities of the company, to facilitate business growth through effective lead generation, customer management and commercial focus.
Delivery of budgeted targets, objectives and KPI’s as set
Ability to collate and provide reporting through relevant market analysis and data
Work with the Market Managers and Senior Management Team to devise and agree Sales Development strategy & achievement of set goals
Identification & engagement with relevant customers and markets
Identification, qualification and closure of leads
Record all customer interaction within electronic CRM platform
Determine and action criteria for prioritising in line with business objectives
Proactively provide sales development proposals, properly qualified and quantified
Key relationship builder with existing/new customers and colleagues
Work closely with Market Assistants, the BMS & QMS to ensure we meet customer and principal requirements and enhance service levels to both
Job Role & Competencies
Excellent telephone manner and people skills to form credible relationships with customers
Excellent technical and analysis skills
Excellent negotiation skills
Well organised with good attention to detail
Excellent communication and relationship building skills (internally and externally)
Ability to work on own initiative, utilising data and take relevant action where required
Focused on creating new business by networking and connecting with potential customers
Fully understands and supports the sales cycle involved with technical sales, concentrating on areas of highest return for the business
Experience within relevant industries in which RBH operate or experience in a similar role within a similar vertical
Competent within MS Office – Word, Excel and Powerpoint
Experience using CRM platforms
Provide reforecast and financial data as part of the budgeting process
Ability to be a self-starter and work upon own initiative
Evaluate supplier core competencies and competitive positioning using industry cost models
Analyse industry trends and evolving technology to proactively identify supply base issues to minimise risk, protect continuity of supply, and utilise emerging opportunities
Participate in establishing short-term and long-range planning and budget development of the company to support strategic business goals
Develop a supplier management program with key customers including metrics, performance goals and improvement initiatives
Operational responsibilities
1.0 Operate at all times with the highest level of business integrity to ensure the good reputation of the company is enhanced and communicate internally and externally in a manner that improves the quality culture of the company.
1.1 Operate the detailed processes and systems in current operational use, ensuring customer/supplier expectations are fulfilled, and the meaningful business relevant reports are produced
1.2 Contact existing and potential new customers to identify further commercial opportunities and develop them into secured business.
1.3 Build relationships with all stake holders.
1.4 Identify key areas in which sales can be developed through existing and new customers, new product and services to increase market awareness and the RBH brand via our Marketing Dept
1.5 Work closely with the Business Development Manager on potential new products and agencies to complement the existing portfolio of materials & services
1.6 Produce and meet budgets, reforecasts and objectives, in line with business strategy
Communication
2.0 Reporting - regularly discuss and report directly to the BDM, all aspects and concerns regarding; customers, suppliers, prospects, pipeline, targets, budgets and market information relevant to the sales territory and teams.
2.1 Prepare a structured monthly Sales Development report and outlook.
2.2 Fully prepare and participate in the monthly individual area review meeting with the BDM/SD
2.3 Reporting - submitting concise and timely reports detailing outcome of contact/visits with existing and new customers to ensure all relevant personnel within the company are clear on any action they may need to take as a result of the contact.
All contact reports should contain information on the market sector(s), products, focussing upon the relevant features and benefits of the principal/supplier and resulting visit action.
Contact Reports to follow within 2 days of visit.
2.4 Reporting - logging and circulating to relevant personnel any internally received enquiry/order/complaint etc.
2.5 Attend the following meetings, and others so far unspecified, to complete the Job Role –
Strategy & Business Development
Review Meetings
Commercial Meetings
Team Briefings
Other meetings as required
