Head of Client Engagement - Utilities

Ref: REC218 Based in Harpenden Permanent Role

Introduction

As one of the largest measurement survey companies in the UK, Plowman Craven provides a range of services to the property, rail and infrastructure markets.

Our innovation, dynamic approach and commitment to deliver a flawless service is achieved by investing and empowering our employees to push boundaries and reach new heights. We specialise in providing laser scanning and measuring data services to businesses of varying sizes and regardless of the size of project or how challenging, our clients trust us to provide a service that goes beyond their expectations!

By joining Plowman Craven you’ll be part of a growing organisation that is 100% owned internally by our employees and directors. Our independence means we can adapt quickly and remain agile in order to safeguard our future growth as we continue to deliver market leading measurement survey and consultancy services on an unrivalled scale.

Primary Purpose

Working closely with the Head of Utilities and Director, Sales & Marketing, this role requires you to lead all end to end sales process to support the next stages of growth and delivery of the Utilities KPIs and strategy. Responsible in the promotion and build of strong relationships with both potential and existing clients and accounts, winning new business activities. The right candidate would be someone who empowers others, is hungry for success, has the right technical knowledge and capability and can naturally demonstrate continuous growth and client centric passion in their approach.

Key Responsibilities

Strategic:

  • Build strong relationships with potential and existing client; grow accounts and develop new wins
  • Adhere, promote and establish our company values within your business group; Consult, Trust, Innovate
  • Establish and implement the division’s growth strategy; working towards achieving the vision and all KPIs (including correct CRM entries etc.) in line with the long-term company’s strategy of continuous growth
  • Work in collaboration with the Director, Sales and Marketing to building an account management culture
  • Orchestrate and promote a knowledge centre of technical excellence based on strong factual opinions and passionate arguments to support the company’s values
  • Track bid successes and analysing trends, conducting market research and identifying leads to build sales relating to the business group solutions (assist BD teams)

Technical:

  • Ensuring clients are proactively led through each stage of the sales process
  • Interpret and best influence the scope of works to align with our clients’ specific requirements
  • Review, understand and develop project specifications, client requirements and expectations

Sales orientated tasks:

  • Ensuring all client proposal, quotes, bid responses, presentation and other client engagement activities are of the highest standard; take full ownership and accountability for the growth of your own accounts
  • Establish a deep and constant understanding of the client’s needs and expectation are at all times; predict their next move
  • Have a sound understanding of the technical capabilities of Underground Utility Surveying equipment, techniques and apply varying technologies to proposed methodologies
  • 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 and bid management team including the establishment, development of new client relationships, and presentations
  • Using an entrepreneurial approach to identifying new opportunities
  • Preparing and reporting on the team’s performance and improvement actions

Individual Sales Performance:

  • Working towards individual and business group 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

What do you get?

  • An employee owned company held in a Trust for the benefit of the employees
  • A vibrant, passionate and collaborative working culture
  • A learning culture to excel through professional development and management training opportunities
  • Competitive remuneration packages with performance related bonus
  • Generous annual leave allowance
  • Company laptop and mobile phone
  • Wellbeing and social events programme
  • Hybrid Working Approach with offices based in Harpenden and London

Person Specification

YOU MUST HAVE:

  • Ability to identify issues as opportunities and keep the sales team motivated to achieve growth
  • Excellent team working skills and will convey a positive sense of direction and team spirit
  • Pro-active and effective communicator, both verbal and written and a strong listener
  • Able to have the bigger picture (strategy/ KPIs) in mind when advising and setting pricing and margins for projects
  • Ability to use the CRM effectively and accurately to measure success, analyse trends and manage processes
  • Familiar with using social media for business development and sales purposes
  • Self-motivated and client centric focus
  • Focus on continuous improvement (self and teams)
  • Resilience and tenacity
  • Excellent organisational skills and ability to meet tight deadlines
  • Confident and engaging presentation skills
  • Minimum of 8 years Underground Utility Survey Experience
  • Ground Penetrating Radar Experience
  • Other Geophysical methods to surveying desirable

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 & development
  • Salary sacrifice pension contribution scheme
  • Flexible/remote working (role dependent)
  • Travel loans & travel cards (Zone 1+2) for London-based roles
  • Access to fleet vehicles
  • Life assurance
  • Enhanced family friendly benefits
  • Healthcare benefits
  • Wellbeing & mental health programme
  • 50% discounted gym membership
  • Social activities organised throughout the year
  • Harpenden & London offices
  • Employee owned company held in a Trust for the benefit of employees
  • EOT profit sharing scheme

Apply for Head of Client Engagement - Utilities ( REC218 )

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Benefits of working at Plowman Craven

Plowman Craven is a great place to work, where we always attract, develop and retain high calibre individuals. From competitive salaries to pensions and career development, let us show you some of the benefits in working for one of the premier surveying companies in the UK.