Head of Client Engagement - PC Monitoring

Ref: REC200 Based in Harpenden Permanent Role

Primary Purpose

To lead the sales and growth activities of the PC Monitoring business group, ensuring client proposals, quotes, bid management, presentations and other client engagements are of the highest standard with a deep understanding of what the client’s needs and expectations are. To build strong relationships with potential and existing contacts, growing existing accounts and the development of new business wins.

To work closely with the Sales & Marketing Director by leading the group’s sales through the next stages of growth and deliver strategy and KPIs. To create a group that is empowered, hungry for success and demonstrates a continuous focus on growth and client- centric passion to succeed.

Key Responsibilities

STRATEGIC:

  • Full accountability for the growth and development of the group aligned to our values – Consult, Trust, Innovate
  • Conducting all sales activities to the highest standard and with a consultative/value added approach
  • Proactively seeking bid/tender opportunities and managing the entire bid process efficiently and effectively
  • Setting and communicating the group’s growth strategy and working towards achieving the vision and all KPIs in line with the long-term company’s strategy of continuous growth
  • Building an account management culture in close collaboration with the Sales & Marketing Director and work with the director to develop these further
  • Orchestrate and promote a knowledge centre of technical excellence based on strong factual opinions and passionate arguments to support the company’s values
  • Tracking success of bids and analysing trends, conducting market research and identifying leads to build sales relating to the division’s solutions (assist Business Development and Marketing teams)

TECHNICAL:

  • Ensuring clients are proactively led through each stage of the sales process by offering expert guidance
  • Setting and reviewing communication and other standards with the group and the wider sales teams
  • Reviewing and understanding project specifications, client requirements and expectations

SALES PROCESS TASKS:

  • Advising and consulting clients on most suitable ways to undertake projects (value-based selling)
  • Ensuring every upselling and/or cross selling opportunity has been identified and offered
  • Writing and improve quotations and technical proposal documents
  • Follows up effectively with customers on customer satisfaction (feedback loop)
  • Provide detailed handover/briefing to operational delivery teams
  • Account management including growing and nurturing existing and past client accounts
  • Close collaboration with the Business Development & Marketing teams including the establishment, development of new client relationships, and presentations
  • Using an entrepreneurial approach to identifying new opportunities
  • Preparing and reporting on the group’s performance and improvement actions

Individual Sales Performance

  • Working towards individual monthly/ annual sales targets (KPIs)
  • Enhance our conversion rate and bid tendering capabilities and contractual agreements to win large scale deals
  • Provide innovative sales solutions to mitigate negative market conditions
  • Understand business finance/commerciality and manage costs within your team and deliver efficient/ lean productivity, sales and revenue goals

Person Specification

Positive attitude - business sense:

  • Will see issues as opportunities and keep the sales team motivated to continue to grow their accounts

Communication:

  • Will have excellent team working skills and will convey a positive sense of direction and team spirit.
  • Will be a pro-active and effective communicator, both verbal and written and a strong listener
  • Collaborative approach to achieving goals (e.g. with marketing, operations and technical departments)

Financial:

  • Will have the bigger picture (strategy/ KPIs) in mind when advising and setting pricing and margins for projects

Technology:

  • Will ensure all data entry into CRM is accurate and relevant
  • Will use the CRM effectively and accurately to measure success, analyse trends and manage processes
  • Familiar with using Social Media and tender portals for business development and sales purposes.

Other:

  • Self-motivated
  • Focus on continuous improvement (self and teams)
  • Client centric focus
  • Resilience and tenacity
  • Excellent organisational skills and ability to meet tight deadlines Confident and engaging presentation skills

If you have any questions about this role please email recruitment@plowmancraven.co.uk

Benefits of working at Plowman Craven

Plowman Craven is a great place to work and offers a range of competitive family friendly benefits including:

  • 25 Days Annual Leave - increasing to 30 days plus bank holidays
  • Performance related bonus
  • Professional Membership and Development
  • Enhanced Family Friendly benefits
  • Salary Sacrifice Pension Contribution Scheme
  • Health Care benefits
  • Life Assurance
  • Social activities organised throughout the year
  • Wellbeing Group
  • Flexible/Remote working (role dependent)
  • Harpenden & London based offices
  • An employee owned company held in a Trust for the benefits of the employees

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