Title: Project Sales Manager
Reporting to: Project Director
Department: Projects
Location: Halifax, UK
THE COMPANY
Established in 1978, J&C Ltd is one of the world’s leading suppliers, manufacturers and installers of flame-retardant fabrics, flooring, drapery, tracks and stage engineering solutions for the entertainment, events, education, and commercials sectors.
The award-winning Yorkshire-based company has achieved global reach through facilities in the UK and the Middle East. The company has completed numerous highly acclaimed drapery and stage engineering projects in some of the world’s most prestigious establishments.
J&C Joel places a strong emphasis on the adoption of its values across its business, which focuses on the customer, excellence, innovation, partnership, and pride. Furthermore, the company holds a strong belief that its people are what make the business so special.
UK Projects Team:
The Projects Team specializes in the design, supply, and installation of products and solutions to venues associated with performing arts, shows, TV and film, live events, and exhibitions. Over the years, J&C Joel has diversified its offerings to provide a wide range of products and solutions, typically centered around drapery and stage machinery. The Project team includes Design Engineers, Project Managers, and Installation Engineers based in West Yorkshire and Dubai. The company’s portfolio includes everything from school auditoriums and community theatres to world-class opera houses and arenas. Some examples of recently completed and live projects include Aviva Studios (Factory International), Oxford University Humanities Building, Brighton College, Guggenheim Abu Dhabi, Misk School Riyadh, and East Kowloon Cultural Centre, to name a few.
ROLE PURPOSE:
The focus of this role is to secure a steady pipeline of orders for project delivery, according to agreed parameters. The role is essential in providing the business with a steady workflow of profitable jobs in the core technologies the business excels in, whilst considering logistics and responsible commercial terms.
The role is based in Sowerby Bridge, Halifax, with the opportunity to work from home one day per week. The role holder will be required to travel throughout the UK to meet specifiers, suppliers, and clients. A company car will be provided.
ACCOUNTABILITIES AND ACTIVITIES:
* Identify market opportunities for the development of our core products and services.
* Share leads and market information with other sales managers across the business.
* Establish strategies for focusing on key projects by type, region, technology, etc.
* Track key competitors and suppliers’ activity within the market, ensuring market awareness through the department.
* Network with specifiers and clients to promote the capabilities of the business and gain insight into upcoming new developments and refurbishments.
* Collaborate with marketing to improve online collateral and promotion of delivered projects and our range of products and services.
* Manage the workload and performance of a Project Sales Specialist, who will focus on smaller, simpler works.
* Utilize CRM to monitor all project leads and create sales forecasts for the business.
* Provide reports to the Project Director on key live leads, as well as data on quotes produced, won, and lost.
* Collaborate with design engineers, project managers, and site engineers to provide detailed and accurate estimates for successfully delivering projects.
* Provide detailed submission documents with technical information on the equipment and delivery strategy, including programmes and matrix of responsibility.
* Negotiate with vendors, fabricators, and sub-contractors to achieve the best technical and commercial offers.
* On larger projects, work with accounts to create speculative cash flows to help determine sustainable payment terms.
* Successfully close deals on healthy margins and appropriate payment terms.
The Ideal Candidate:
* 5+ years’ experience in project sales, ideally in the events and entertainment industry, with a proven record in meeting and exceeding targets.
* Ability to form, develop, and maintain client relationships within the industry.
* Excellent communication and negotiation skills.
* Experience in project management and coordination of sales activities.
* Knowledge of sales techniques and strategies.
* Experience of managing people is beneficial.
* Understanding of complex technology and designs, including reading technical drawings.
* Experience of CRM, to track and manage a high volume of sales leads.
* Experience of estimating complex, high-value sales.
* Competent in commercial negotiations, based on margin and cash flow, not just sales numbers.
WORKING HOURS:
* Contractual hours are Monday to Thursday 08:30 – 17:00 and 09:00 – 15:00 Friday.
SALARY AND BENEFITS:
* Competitive salary and benefits package, including a company car.
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