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Regional Sales Manager in East Riding of Yorkshire, United Kingdom


My Client, a Leading Global Tier 1 Contractor that specialise in Rail is seeking a Regional Sales Manager to join their team in York. Focusing on the Eastern region of the UK.

The Regional Sales Manager is a key position in the Business Development & Tendering Department of the business Unit.

POSITION OVERVIEW

This role has been created as part of a restructuring to transform the performance of the BD & Tendering Department and support a return to growth. The role is a key position in the BD & Tendering function responsible for driving a step change in SS&I work winning performance through:

  • Customer Relationship Management
  • Market, customer and competitor analysis to inform winning strategies
  • Rigorous opportunity qualification
  • Market find planning
  • Assisting with Capture planning
  • Understanding customer needs and representing the voice of the customer
  • Helping to shape overall SS&I business strategy
  • Championing and leading change

The role reports to the Director of Business Development & Tendering and has a dotted reporting line into the relevant Regional Delivery Director and is responsible for management of key accounts within that region. The Regional Sales Manager will work closely with the Regional Delivery Directors, Bid Directors and Tendering team to ensure delivery of order intake and margin commitments, as well as developing a strong opportunity pipeline. The Regional Sales Manager is a key leadership position in ensuring delivery of short, mid and long term commitments through effective relationship and account management.

RESPONSIBILITIES

The Regional Sales Manager shall be responsible for but not limited to:

  • Sales planning and Account management
  • Account management for key accounts regional and Tier 1 contractors
  • Developing new opportunities
  • Ensure opportunities are captured and continuously maintained on the CRM system
  • Develop strong collaborative relationships grounded in trust and integrity, become a "trusted advisor" understanding customers' operational challenges and working with the relevant Bid Directors to develop value-based solutions that leverage the full range of 's capabilities
  • Hold regular customer meetings to review current and future work bank, identify new business opportunities, Communicate organization changes within and the client, Provide updates on key projects and product developments, Understand level of customer satisfaction; develop improvement plans with RDDs

Be the voice of the customer and internal champion

Act as the key interface between the customer and relevant internal functions and platforms

Assist in the development of capture plans to drive winning strategies and create a compelling vision for key stakeholders and bid teams

Understand customer 'hot-buttons', positive and negative discriminators and ensure these are leveraged within our proposals

Assist in the development of business cases to support commercial growth

Provide the front end customer engagement and account planning through prospecting, identification of customer needs, supporting the Bid Director to ensure prequalification, solution and proposal development, pricing, customer objection, negotiation through to deal closure

Ensuring compliance with process and governance procedures

Be a key contributor to the development of the Marketing and Commercial Carousels driving

customer requirements into these key strategic outputs

Be a key contributor in the development of Business Development and Tendering budgets and forecasts

Ensure robust lessons learned undertaken and Return on Experience drives continuous improvement; taking the lead on improvement initiatives related to the account management function

Establish strategic partnerships with internal and external partners, consultants and complementary

organisations to realise winning strategies

Support raising the profile of through attendance and speaking at seminars, presentations and conferences

Produce and deliver presentations to senior internal and external stakeholders

Comply with and undertake all relevant Environment, Health & Safety measures and activities

Undertake regular travel to key account management

POSTHOLDER REQUIREMENTS

Educational Requirements

Bachelor's degree or higher in Engineering or Business related discipline from an accredited university or college or equivalent experience

Essential Knowledge / Experience

Minimum of 7 years' experience developing large scale, technically complex, engineering led solutions to solve customer challenges within a large multi-national matrix organisation

Business development oriented

Track record in developing differentiated value propositions and delivering winning tenders

Excellent numerical and oral / written communication skills

Proficient user of Word, Excel & PowerPoint

Comfortable delivering presentations to business leaders & customers

Knowledge of CRM software packages i.e. salesforce.com (wall-C)

Working knowledge & understanding of commercial contracts used in signalling, systems & infrastructure projects

Behavioural Skills / Competencies

Action oriented, Delivery and results focused, High levels of integrity, Energetic drive for success, Self-motivated, Strong interpersonal and leadership skills, Comfortable with ambiguity, uncertainty and change, Collaborative Influencing.

We are an equal opportunity employer and value diversity in our company. We do not discriminate on the basis of race, religion, colour, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

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