Job Purpose
To personally target and gain specific new business in the geographical area London. Management of and accountability for all bids within scope. Specifically targeting smaller highly profitable contracts where no/or limited success previously.
Duties and Responsibilities
- To cold call as appropriate within your geographic area to ensure a robust pipeline of opportunities
- Targeting and gaining new business and to gain comprehensive knowledge of the business, within a wide geographical area
- To ensure efficient and effective operating standards for sales administration, planning and reporting systems
- Ensure all response documents are free from errors, professionally represent and that they address the client questions
- Track progress against targets on an ongoing basis and take necessary action with Regional MD to refocus efforts if targets are not being met
- To submit weekly work in progress reports and ensure data is accurate for real time reporting
- To support the retention of existing business at re-tender times and to pursue leads to expand existing business
- To work with and support large accounts
- To actively promote the sale of additional soft services, drawing on the Soft Service support as required
- To support mobilisation of new business with agreed handover to Operations
- Represents and accepts responsibility for a Company decision made by others
- To actively target and build prospect client relationships in your geographic area.
- Maintain and develop close client relationship of new contracts.
- To support operators in designated retenders
- Develop and actively engage in client relationship building
- Identifies and targets influential people inside the client, customer and third party organisation and builds relationships with them
- Shares knowledge, experience and expertise with key clients, customer and third parties
- Work closely with Regional Director to effectively target prospects using a regional team approach
- To maintain effective relationships with sales research and sales colleagues across all LoB’s
- Utilise Marketing Director to develop targeting strategies within your geographic region
- Work in conjunction with the finance team to construct winning bids which meet the needs of the client
- Mobilise all new business gains in liaison with operational colleagues until agreed handover date
- Targets and develops a network of influential internal and external contacts
- Use the support of the bid writer to construct contract winning documents
- Manage effectively the sales process through prospect development / tender receipt, proposal, presentation and closing negotiations
- Ensure company pro-forma process is accurately completed for all proposals and new business gains
- To support contract compliance through the negotiation of company contractual and payment terms, ensuring all aspects are understood and accepted
- If appropriate, to encourage clients to invest in the upgrading of their catering facilities
- If K funds the investment, to produce the relevant supporting document that ensures we receive the required return on our investment
- To ensure contract profitability through a commercial evaluation, and a full understanding of risks and liabilities, prior to presenting written sales proposals
- To ensure successful sales and business mobilisation with early achievement of both the required financial run rates and quality standards
- Prepares fully for negotiations, to include identifying desired outcomes and acceptable / unacceptable comprise
- Uses a variety of styles to persuade or negotiate appropriately
- Assesses reactions to own approach and flexibly adapts language and style to gain agreement
- Handles objections by clarifying, emphasising agreements and working through differences to a positive conclusion
- Actively controls the course of the interaction to achieve the desired result, planning for fallback position
- To actively promote your own development to ensure ongoing sales success
- Ensure the requirements of the Business Conduct Policy are fulfilled at all times
- Ensure that promises made by the team or any member of the wider team are kept and commitments are honored in an honest and responsible way
- Ensure all team members behave in a professional manner at all times by adopting and following the Business Conduct Policy
- Demonstrate an open mind by listening to people with different opinions
- Promote a professional image at all times