Recruiter

Capstone Recruitment

Salary

From £25,000 to £32,000 per year + + Commission

Location

Cardiff

Job term

Permanent

Job hours

Full time

Job title: Regional Account Manager (WALES & SOUTH WEST)

Reporting to: National Sales and Marketing Manager

Purpose statement: To increase revenues within a defined territory and customer base at a profitable level. To retain, develop, and increase 'share of wallet' with existing business. To increase customer awareness of the benefit of using the client's services. To support the development of our National Account Customers at a local level.

Experience in the Rail Sector is essential to this role


Section One - Key Results Areas and Measurement Criteria

Key results areas Measurement criteria
1 Profitability / Revenue

* Achievement of Revenue targets both at a local and national level, while operating within the pricing structures as agreed with the client and Operations Director



* Achievement of depot and business wide revenue budgets on a monthly basis.
* Achievement of revenue growth via allocated accounts.

2 Business Development

* Development of existing allocated accounts, through effective relationship building at central office and site level as required.


* New business - delivery of incremental revenue through the opening of new accounts.




* Increase revenue through allocated account base.
* Increase the clients 'share of wallet' by allocated account.
* Introduce and sell new products to account base.
* Preparation and planning of calls to ensure that all possible new site and customer leads are identified.
* Identify customers' key needs and potential opportunities for our client.
* Deliver proposals and presentations to win 'local' preferred supplier status with the targeted customers.
* Delivery of new accounts..


* Support the development of our National Account Customers via the development of local relationships and delivery of our National Account objectives at a local level.




* Delivery of specific National Account objectives within the territory, as required.
* Establishment of local relationships via call cycle as directed by the client &Operations Director.
* Maximise revenue opportunities from National Accounts at local level.
* Work closely with the Client's Rail Contract Director to achieve KPI PPM percentage and revenue growth from associated our client's offerings.
3
Administration / Organisation

* Ensure effective planning & administration.

* Liaison with other internal stakeholders to ensure that we are:
o Meeting the needs of our customers and getting the most from them that we possibly can.
o Working together to identify and develop any potential new customers.

* All reports requested by our client & Operations Director are completed in full and on time.
* Customer Call Reports are up to date at all times.
* Clear objectives are in place prior to every call.
* Demonstration of effective sales and journey planning to meet objectives, ensuring that the time spent with customers is proportionate to the opportunity for revenue growth.
* Regular communication with Regional Operations Manager and staff.
* Development of relationships with counterparts in other companies.


4 Health & Safety

Individual

* To ensure as far as is reasonably practicable, personal health & safety




* Compliance with HSE and rail industry regulations
* Employee should contact his/her line manager with any concerns regarding H & S
* Liaise with our client's HSE and Compliance Manager on any customer related issues.

5 When it is considered necessary or appropriate by management you may be required to carry out any duties considered within your skill and competence to assist the smooth running of the business.


Qualifications and Experience

Academic qualifications:
Educated to reasonable level
Basic numeracy and literacy

Knowledge/background:
Previous sales experience with multi-site small tools business would be useful but not essential


Managing relationships
Builds relationships externally - Takes account of the impact of own role on the needs of external contacts. Maintains regular two-way communication with external contacts. Identifies and nurtures external contacts who can contribute to the business. Is a confident and persuasive presenter on both a one to one and group basis?
Development of self and team members
Develops self - Builds own knowledge of the organisation, its people and its services. Seeks opportunities to develop own skills. Accepts feedback constructively. Regularly reviews and updates personal development plans.

Team working / motivation
Is a team member - Motivates colleagues to contribute in teams. Listens and gives credit to ideas which others make in teams. Shares learning and information with colleagues.
Communication
Skilled communicator - Is able to identify the information needs of listeners. Is able to adapt communication styles to match the needs of those they are communicating too.
Influencing
Influences the thinking of others - Presents relevant and well reasoned arguments. Presents own point of view with conviction. Adapts and develops arguments to achieve desired results. Has the ability to ask the right questions.

Decision making
Day to day decisions - Obtains and uses necessary information to make decisions. Refers decisions to others, when appropriate.
I.T. literacy
Basic skill - Keyboard literate. E-mail able to send and receive basic emails and perform regular housekeeping on Inbox and Sent areas. Using Word, able to produce basic documents. Excel ability to produce basic spreadsheets using simple formulas to help manipulate numerical information, also knowledge of formatting a spreadsheet. PowerPoint ability to produce basic presentations & handouts using pre-defined style sheets. Ability to search for web sites on the Internet. Able to use the Intranet to gain information.
Product / technical / role specific knowledge
Advanced - Is called upon to use knowledge frequently, often at a level above the basic required for the role.

Planning and organising
Prioritises day to day workload - Develops daily work plan from key objectives. Accurately prioritises key tasks.
Objective and measurement setting
Contributes to setting of individual objectives - Ensures that objectives are achievable with already agreed commitments. Agrees appropriate success and measurement criteria. Is able to identify and highlights potential obstacles in achieving objectives.
Meeting deadlines / overcoming obstacles
Takes responsibility for tasks - Takes responsibility to ensure commitments is met. If individual is unsure of how to proceed. They will seek advice or help from others.

Developing ideas
Develops ideas into solutions - Assesses feasibility of ideas for the business. Develops new processes or practices to accommodate new ideas. Promotes new ideas with energy and enthusiasm.