Head of National Sales

Main Purpose of Job

Glen Dimplex Group is a world leader in intelligent electric heating and renewable energy solutions, as well as holding significant global market positions in domestic appliances, cooling and ventilation. We are engaged in developing industry leading solutions in all the sectors in which we operate. Ability Projects operate withing the Heating and Ventilation Division and are specialists in Fan Coil Solutions but also trade other specification driven GD products.

The Head of National Sales is responsible for managing Ability’s external sales team, ensuring we maximise becoming `specified’ by maintaining a high level of engagement with specifying consultants and that we are considered a partner of choice with MEPs and main contractors alike.

This is a key role for an energetic sales leader to leverage existing relationships and develop new business opportunities. You'll be setting targets, helping to devise and execute strategy and working closely with the GM, the Ability leadership team and Sales Agents to achieve organisational goals.

This is a hands-on Sales leadership role where the person will be expected to manage their time between supporting the field sales team and contribute to sales personally.

Accountabilities

• Lead by example to promote a sales best practice culture and ensure agreed systems, tools and processes are fully embedded and utilised across the field sales team.
• Contribute with others within the Ability leadership team to develop a sales strategy in line with our strategic goals.
• Define KPIs & set individual annual sales targets. Responsible for delivery of budgeted sales.
• Proactively engage with developers, M&E consultants, contractors, sub-contractors and engineers, to drive the specification of Ability products and GD solutions into the Light Commercial segment.
• Responsible for contributing to annual budgets in line with the strategic growth plans for the business.
• Develop tactical engagement plans based on CRM project opportunity data with relevant decision makers, by proactively engaging with developers, M&E consultants, contractors, sub-contractors, aiming to move project opportunities through the CRM pipeline.
• Engage fully with the CRM system, to facilitate and ensure that all project opportunities are registered and tracked, therefore providing robust order pipeline.
• Assisting Ability colleagues with project specific technical and commercial support to ensure the successful attainment of the order.
• To develop an expert view on industry commercial trends and proactively provide insight to the leadership team and factory, essentially answer “what’s currently happening in the market”.
• Be a leading voice for the business, communicating company messages, with a high visibility particularly with M&E consultants, developers and architects.
• To prospect for new opportunities, co-ordinating with clients’ staff on product specifications, design and implementation, as well as contributing to marketing analysis on industry trends, competition, etc.
• Look at the wider market to identify opportunities for new products and product improvements as appropriate to help contribute to the development of a robust product portfolio.
• Demonstrate excellent time management to not only provide support and guidance to the field sales team, but also to contribute personally against a sales target.
• Represent the company at trade shows, exhibitions and other events as required on both a regional and national level.
• To actively target and engage with developers and professional teams to influence their decision making primarily through CPD presentations and ongoing project discussions.
• Produce reports as required against budget results, engagements, meetings and opportunities, and reporting on pipeline updates through to closing.
• Support recruitment, development and motivation and appropriately incentivise team performance and deal with under-performance accordingly.
• Responsible for proactively upholding, directing and monitoring the effective implementation of Glen Dimplex policies and procedures within and across teams, and for ensuring timely escalation, when necessary, to senior leaders to safeguard the interests of the Company.
  
  
  

This list is not exhaustive, and we may ask the employee to undertake other duties over and above those listed in the job description.

Skills & Experience

• Demonstrable contracting/specification experience, working with M&E contractors, Main Developers and Specification Consultants
• Proven sales leadership and performance management capability.
• Track record in adding proven growth of customer base and relationship building.
• Demonstrable knowledge of professional sales process and methodologies. Rigorous and disciplined in their application.
• Strong work ethic with tenacity to stay on top of evolving construction project requirements and timescales.
• Proven track record of surpassing sales targets personally and through leadership.
• Excellent Inter-personal skills with strong verbal and written communication skills
• Influencer with excellent negotiation and customer management skills
• Good financial acumen and strong commercial awareness
• Building regulation knowledge and contract etiquette/law general awareness
• Well-developed analytical skills
• Strong IT skills in MS Office, PowerPoint and Excel and social media presence
• Experienced at managing a field sales team, the ideal candidate will assist the team in prospecting and closing sales leads to help generate revenue for the company.
• Strong management and coaching skills to support the learning and development of the sales team.
• Team player
• Self-Starter
• Flexible ‘can do’ attitude.
• Copes well with tight deadlines and pressures situations
• Energetic and passionate
  
  
  

Travel

This position is home based but regular meetings will be held in our Ability offices in Poole. Travel to visit other group locations, customer sites and suppliers may become necessary from time to time. Regular travel and potential overnight stays may be necessary.

There may be occasional working outside of normal business hours

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