COMMERCIAL TEAM – OUR MISSION

 

Deliver commercial excellence and sustainable growth with great people, empowered through a clear vision and ambitious leadership, who are inspired and able to flourish within a creative and supportive environment, whilst forging the strongest of relationships with world-class customers & partners.

COMMERCIAL TEAM - BEHAVIOURS WE LOOK FOR IN OUR PEOPLE

 

Brave - Have the courage to pursue those we want to work with; to lead and inspire new ways of working, be inquisitive and challenge our thinking beyond our current constraints and boundaries.
Tenacious – To have a hunger for sales and be driven to succeed, to be competitive whilst also being a team player and do what is right for the team, the company, and the customer. To do what it takes to see the job through.
Empowered - Create a culture of empowerment to do the right things, act responsibly by making the right decisions, whilst instilling the confidence and freedom to act.
Ambitious - Create an environment where everyone can develop and reach their potential, instilling a real sense of belief that everything is possible with commitment & hard work.
Reliable - Understanding the importance of your role in the company and the work you do. It is about keeping your promises and doing what you say you are going to do. It is doing the right thing when no one is looking.

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MAIN OBJECTIVES AND RESPONSIBILITIES

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• To develop and grow current customer sales and profit opportunities.

• To identify & proactively pursue potential new customers to grow the Didsbury Engineering business.

• Primarily the role will comprise of consulting with key customers for the efficient running of current projects and orders, whilst maintaining & progressing the status of future potential orders & projects. You will progress all opportunities & projects with the customer, initially to the point of receiving the order. You will then provide stakeholder management to ensure the project is delivered on time, invoiced correctly & payment received from the customer within agreed payment terms.

• Development of current customer accounts & new customer opportunities, exploring all opportunities to grow the Didsbury Engineering business.

• Professional presentation of Didsbury Engineering’s capabilities & full project scope management to support current & prospect customer proposals, tender process completion & submission.

• Proactively build and maintain key relationships at all levels of the customer organisation. You will spearhead the overall Didsbury Engineering service and commercial offering for each customer.

• Obtain positive & negative feedback from customers and report to the business, especially where we were unsuccessful, to make future offer improvements.

• Proactively assist with the efficient and smooth running of the Commercial Department by ensuring function processes are followed, customers are communicated with effectively in terms of quotes and delivery updates, whilst also proactively looking to grow future business sales.

• Engage with the various Didsbury Engineering departments to ensure the best possible service is provided to the customer and any project actions or customer requests are co-ordinated and implemented according to timeline promises made, this includes the commercial team & the Sales Support Manager.

• Work closely & effectively with the Sales Support Coordinator, as a team to maximise the sales & profit performance of Didsbury Engineering, whilst delivering exceptional customer service.

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JOB SPECIFICATION

MAIN DUTIES – ACCOUNT DEVELOPMENT

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• Identify and develop current customer relations.

• Develop & maintain strong relationships with the Key Influencers and Buyers within the Account to grow & maximise Sales & Profit opportunities for Didsbury Engineering

• Present the capabilities of Didsbury Engineering in a clear and professional manner.

• Identify & secure new opportunities within existing accounts (products & projects)

• Ensure required customer paperwork is completed correctly and within agreed timescales.

• Interpret customer instructions and/or drawings and liaise directly with Architects and Designers

• Oversee and ensure delivery of quotations and tender submissions to agreed timelines.

• Advanced technical quote generation including supply of relevant technical information and advice in line with Group policies/procedures.

• Ensure profit of new opportunities & quotations meet the requirements of the business.

• Ensure sales and service offering is viable & can be delivered by Didsbury Engineering.

• Consult with internal departments to ensure customer service and delivery are achieved.

• Provide a high standard of customer service.

• Consult with internal Technical, Purchasing and Production departments regarding large projects and Design Service orders to ensure SLA’s are met, escalating to management in a professional manner when this is not possible.

• Chair project meetings with key customers and internal departments, communicating all information both externally and internally, in a concise and timely manner.

• Maintain an up-to-date knowledge of the company’s products and services to cross and/or upsell when consulting with customers.

• Assist the Finance Department with customer credit control to ensure payment is received to terms.

• Identify & effectively communicate all relevant export control requirements to the business where appropriate & where required to fulfil delivery of the order.

• Manage & oversee all Letter of Credit Requirements on applicable customer orders.

• Review all contracts, technical specifications & bid documentation on receipt & before submitting to the customer.

• Conduct regular internal customer review meetings to identify issues or opportunities, which should also include the Sales Support Coordinator to ensure a joined up & mutually informed approach.

• Represent Didsbury Engineering professionally within operational reviews, formal customer review meetings, and in all other customer contact, customer visits/engagement & in any business meetings or exhibitions.

• Record all customer interactions into the CRM system (once applicable).

• Obtain & maintain the correct Customer contact details, telephone & email information in the CRM database complying with all GDPR regulations (once applicable).

• Engage with Technical, Engineering & Quality Departments regarding all products or customer issues.

• Main point of contact for all projects – Liaise & communicate between internal departments & the customer.

• Identify and develop new customer relationships to deliver new business.

• Identify potential new customer opportunities (products & projects).

• Utilise online portals, digital & social media for market research & to identify new customer opportunities.

• Introduce Didsbury Engineering to new customers and develop initial relationships.

• Present the capabilities of Didsbury Engineering in a clear and professional manner.

• Gain Head of Commercial approval for all new sales & profit opportunities to ensure they are viable for the Didsbury Engineering business, commercially & the business needs.

• Ensure all submitted proposals meet commercial and sign off criteria as discussed prior with the Head of Commercial.

• Oversee and ensure delivery of quotations and tender submissions to agreed timelines.

• Ensure sales and service offering is viable & can be delivered by Didsbury Engineering.

• Uphold Company standards and professionally promote Didsbury Engineering in all market interactions, new customer engagement, business meetings and exhibitions.

• Record all customer interactions into the CRM system (once applicable).

• Obtain & maintain the correct Customer contact

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NOTE

This job description is intended to give the post holder an appreciation of the role envisaged for this position and the range of duties undertaken. Specific tasks and objectives will be agreed with the post holder throughout the period of employment. The job description may be varied from time to time by the Company to reflect changes in the post holder’s role and/or the needs of the business.
From time to time, the post holder may need to provide support & cover outside of the post holders normal day-to-day duties. These will be outlined & discussed as required based on the needs of the business.