Job Title: Commercial Manager
OdiliaClark is part of the SA Group, a group of aviation related businesses.
COMPANY VISION
“To become key global player in workplace impairment risk management. The go-to company based on independence of laboratories and high specification testing equipment for companies where consequence is high”.
Reports to: Sales Director
Salary: Competitive, salary on request.
Location: Primarily based at home but must be free to travel regularly to locations including Letchworth, Derby and Oxfordshire. Other travel, including internationally, is an expectation of this role.
Hours: This is a full-time role, however flexible working is a part it. Our customers are located globally. You will be responsible for managing your own diary.
Direct Reports: None but with plans to develop
Main purpose of role: OdiliaClark are looking to appoint a proactive and entrepreneurially spirited individual to help grow its client base and manage existing accounts.
The Ideal Candidate
The ideal candidate will have experience in the Drug and Alcohol testing industry. They will adopt a hands-on approach to develop new customer opportunities and ensure exiting clients are retained and developed. They will be the face of OdiliaClark into the customer.
In all aspects of their work, they will draw on their knowledge of learning theory and current thought leadership, as well as their practical experience of implementing solutions suited to the customers operating environment. They will promote a culture of accountability and integrity, working with the rest of the team towards the OdiliaClark’s goals.
Main duties and responsibilities
Sales and Market Development
· Develop new business in line with the OdiliaClark Sales and Marketing plan.
· Become the industry go to for OdiliaClark related business offerings, impairment, wellbeing and post finding services.
· Support the Sales Director in the design and execution the sales strategy for the main industry sector(s) covered.
· Identify and target key networking and trade shows. Proactively arranging meetings with key delegates and ensuring a documented follow up it.
· Ensure customer requirements are well understood and communicated in a formal quotation. Owning the process through to receipt of purchase order with a complete hand over to the delivery team.
· Ensure and where necessary develop process to ensure the operations understand the package sold to the customer and support any challenges they may have with delivery.
· Monitor the customer, ensuring satisfaction.
· Bring together relevant subject matter experts to ensure a complete offering is presented to the customer.
· Understand the suite of services and offerings available to customers and potential customers of OdiliaClark, and ensure that proposals are as comprehensive of a client’s needs as they can be.
· Foster a positive employee environment where staff feel supported, valued and able to develop into the best version of themselves.
· Engage with departmental managers, working collaboratively to achieve the best outcome for their colleagues and the Company.
· Lead continuous improvement projects (within the sales functions) where required.
Business Development
· Represent OdiliaClark at trade shows, networking events and relevant industry associations.
· Leveraging your network to secure introductory meetings with a view to developing the relationship for OdiliaClark.
· Tenders and RFPs, understanding the landscape of tenders and supporting the business with tender submissions.
Supporting the Delivery Team
· Support the operations team on any delivery issues that may occur. The operations team do and will own delivery, as the senior customer contact your role is to own and smooth any challenges that may arise in delivery, where required.
· Work with the delivery teams to ensure what is being sold can be delivered in line with lead times and resource.
· Where contacts exist use network to support the delivery team in locations where OdiliaClark is developing the market.
Budgeting and Financial Management
· Ensure that new business is profitable and can be delivered in scope and to cost.
· Understand the cost models used for pricing packages of work and where cost comes from.
· Supporting soft credit control where required. Understanding the need to protect the relationship with the customer but also supporting finance prior to escalation.
· Maintain a forecast looking forward 2 years reflecting an understanding the challenges of the business and industry.
Who are we looking for?
Essential criteria
· Possession of a full, current, UK driving licence.
· Ability to travel independently regionally, nationally and, where necessary, internationally.
· Exceptional interpersonal skills, the ability to craft an opportunity with a customer that needs the service but doesn’t understand how to get to the end point.
· The ability to research a customer, key personalities, size and culture and develop a plan of how to create an opportunity.
· Energetic and entrepreneurial willing to be hands-on where required and look for routes to market.
· Well organised, with the ability to manage multiple projects and work streams as well as ad hoc responsive tasks, balancing a range of priorities and deadlines.
· Experience of managing and developing a team.
· Ability to deliver a responsive customer-centred service.
Desirable
· Hold a Batchelor’s or master’s degree from a UK higher education institution or equivalent
· Five years in customer facing roles
· Experience of developing quotations and working though the sales cycle