Reports to: Commercial Sales Director

Surefire Services is currently seeking a FIRE Account Manager who needs to be dynamic, adaptable with 80% account management and 20% new business expectation (following up provided business enquiries.) Preferably, with, North West Regional accounts, large key account and FM experience. Main focus is small works and projects growth in the region.

Main characteristics of individual:
• Sales driven
• Positive and proactive
• The ability to operate effectively under pressure to rapidly changing circumstances
• Self-motivated and organized
• Excellent customer care skills
• Experience of System sales – minimum 5 x years experience.

Job Summary / Responsibilities
To actively drive service growth from within the North West geographic territory, through the sales of our fire & security solution portfolio, into relationship Customers (medium/large end users, contractors, FM’s, NHS and local government). The role will be biased to managing existing Customer relationships, and the successful candidate must have experience in multi-call cycle sales, account management or similar.

The consultant will need to create relationships with executive level Customers and engage Customers in understanding the value of our solutions/services provide (specifically in ,maintenance/fire detection). The consultant will need good negotiation skills and be adapt at managing many different Customers within a single Company (procurement, executives, project management, risk control, health and safety, engineering etc).

The role will actively drive fire detection and security sales and the candidate will have the knowledge and awareness to both support Customers with onsite knowledge (surveying and configure, price, quote activity.)

Working with your Sales Director you will proactively drive a territory management activity model, delivering purposeful activities for service growth (white spacing /cross selling/up selling) along with active retention of your Customers and defined management of new business leads.

 

KPI’s / Targets
• Targeted on 1) installation order values and gross margin % 2) new service contract sales
• Active management of Company generated leads
• Service contract base growth in territory
• Secured outlook (forecast) accuracy

Qualifications: Experience in the fire protection industry. A working knowledge of the standards.
Good inter-relational and organisational skills. Excellent attention to detail with an analytical approach. Ability to use a Personal Computer with the following software types: excel skills, Word-processing, report generation, Spreadsheets.

MAIN OBJECTIVE OF ROLE: To actively manage and develop the North West territory for profitable growth.
Primary growth of the business is in the maintenance sector across the North West region for all fire related products and equipment.
Achieve and maintain the highest possible levels of performance for service delivery. Ensure that at all times the company standards are adhered to and that excellent relationships between the company and its customers are maintained at all times.

MAIN RESPONSIBILITIES
• Maintain relationships with key product, commercial and business managers within the existing customers’ business.
• Develop and execute account management plans for each customer to secure existing business and generate growth.
• Liaise with our marketing functions to identify future product needs and current market needs.
• Develop commercial agreements and handle annual contract negotiations.
• Assist the clients in designing and specifying the relevant fire systems.
• Co-ordinate activity between relevant customer and our departments
• Develop and maintain a market awareness of our key customer markets.
• Provide commercial support to assist in our customer’s market competitiveness.
• Work with the customers to develop regular forecasts for production planning.
• Develop relationships with key consultants/clients.
• Identify new prospective clients and in conjunction with the management, negotiate distribution agreements.
• Collect market intelligence on competitor products, pricing and strategy.

• Provide regular reports on customer performance and activity.

• Ensure timely and accurate production of monthly/weekly and ad hoc reports and distribute accordingly.

• Assist Customers (both internal and external), Sales Personnel and the Service Teams with general enquiries, in person, by telephone, e-mail, facsimile and letter.
• Liaise with subcontractors and internal departments as required.
• To maintain a good working relationship with all personnel within the company.
• Operational Project Management experience desirable.
• Completing tenders and supporting the Sales team with Technical support.
• Technical Fire Alarm experience mandatory skill set.

KEY TASKS AND ACTIVITIES

1. Development
• Identify (using team meetings, observations, annual appraisal etc) any personal development needs to increase your skill levels to the department head.
• Attend training courses as required for personal development and to keep abreast of changes, new procedures, new products etc.

2. Performance Management
• In conjunction with the department head and in line with company guidelines agree your minimum levels of performance.
• Achievement of revenue and margin plans
• Achievement of sales and business development goals
• Ensure all quotations are carried out to the required to best practice and the company guidelines.

3. Communication
• Maintain a good working relationship with the service team to ensure we meet our customer requirements/needs.
• Maintain a close working relationship with the service director/department head and keep informed of day-to-day developments.
• Report information as required by department head and to agreed time scales

4. General
• Ensure company image is maintained at all times
• Maintain excellent relationships between the company and its customers.

•Maintain effective lines of communication between, service team, administrative functions and management at all times.
• To attend regular review meetings with the management as required

In return you will receive
• Basic salary £55,000 (OTE £80,000 - £90,000 uncapped structure)
• Commission package
• 23 days holiday plus bank holidays
• Company Vehicle or allowance
• Working from home
• Laptop and mobile phone
• Workplace Pension
• Great career progression for the right candidate
• Annual target - £750k through small works/projects and maintenance (including Fire Risk Assessments)