Technical Account Manager - Rail, Infrastructure

Ref: REC244 Harpenden Hybrid 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

To lead the sales and growth activities of the business group (Infrastructure), ensuring client proposals, quotes, bid responses, presentations and other client engagement 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 developing and winning new business. You shall work closely with the Sales & Marketing Director to lead the Infrastructure business group through the next stages of its growth and deliver on the strategy and the business group’s KPIs. The right candidate would be someone who empowers others, is hungry for success, has the right technical knowledge and capability, can naturally demonstrate continuous growth and client centric passion in their approach.

Key Responsibilities

Strategic:

  • Responsible for growth and development of the business group, in line with our values ‘Consult, Trust, Innovate’, by conducting all sales activities to the highest standard
  • Setting and communicating the business group’s growth strategy and 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
  • Building an account management culture in close collaboration with the Sales & Marketing Director and work with the Director to develop this further
  • Control and be accountable for the growth of your own accounts
  • Tracking success of bids and analysing trends, conducting market research and identifying leads to build sales relating to the division’s solutions (in future assist BD teams)

Technical:

  • Ensuring clients are proactively led through each stage of the sales process
  • Setting and reviewing communication and other standards within the business group and the wider sales teams
  • Reviewing and understanding project specifications, client requirements and sales expectations
  • 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
  • Follow-up effectively with client on customer satisfaction (feedback loop)
  • Provide detailed handover/briefing to operational delivery and Client Delivery teams
  • Account Management including growing and nurturing existing and past client accounts
  • Close collaboration with those conducting business development including the establishment, development of new client relationships and presentations
  • Using an entrepreneurial approach to identifying new opportunities
  • Preparing and reporting on the business group’s performance and improvement actions

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
  • Follow-up effectively with client on customer satisfaction (feedback loop)
  • Provide detailed handover/briefing to operational delivery and Client Delivery teams
  • Account Management including growing and nurturing existing and past client accounts
  • Close collaboration with those conducting business development including the establishment, development of new client relationships and presentations
  • Using an entrepreneurial approach to identifying new opportunities
  • Preparing and reporting on the business group’s performance and improvement actions

Individual Sales Performance:

  • Working towards individual 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 and deliver efficient/ lean productivity, sales and revenue goals

Person Specification

  • Will see issues as opportunities and keep the sales team motivated to continue to grow their accounts
  • 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
  • Will have the bigger picture (strategy/ KPIs) in mind when advising and setting pricing and margins for projects
  • 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 for business development and sales purposes
  • Self-motivated and 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

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.

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

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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.