Company Overview
Glen Dimplex Group is a world leader in intelligent electric heating and renewable energy solutions, as well as holding significant global market positions in domestic appliances, cooling and ventilation. Dimplex is part of the Glen Dimplex Group. We design, develop and deliver innovative heating and ventilation solutions in all sectors in which we operate.
Main Purpose of Role
The Dimplex Sales Division is responsible for increasing sales volumes of all Dimplex products through the Distribution, Wholesale and Merchant channels while maintaining and increasing product specifications within the social housing & New Build sectors to be delivered via the trade route.
The role of the Regional Business Manager - Ventilation will be responsible for increasing Xpelair’s presence within the social housing and new build market by engaging with Key Regional Social Landlords at head office level, consultants and developers within a geographical area and being responsible for promoting existing and new product solutions within these arenas.
Key Accountabilities
* Responsible for delivering regional Strategies in line with the overall business strategy and objectives, driving regional revenue & profit, developing regional relationships, and ensuring customer satisfaction.
* Working closely with the regional director for the area to deliver and develop ventilation sales action plans across the Social Housing and New Build arenas.
* Ensuring the sales action plans are aligned to the goals and objectives set out within the regional business plan.
* CRM Pipeline Management: Manage the ongoing improvement of the Account/s CRM system to generate clear statistical management information on sales process activities, utilize the CRM system to ensure quotations are correctly issued to customers in line with regional pricing agreements.
* Work with local Regional Business Managers and Key Account Managers to identify new Social Housing providers and Regional Developers, Architects and Consultants to target for medium to long term growth.
* Develop social housing and new build specification project opportunities from initial customer contact through to securing a confirmed specification of ventilation products by identifying the appropriate technology solution(s) to meet client objectives across the full Xpelair product range.
* Influence social housing and New Build sector makers and professionals through the delivery of CPD presentations and ongoing project discussions.
* Build a pipeline of potential sales which will result in achieving the budget for the division
* Provide monthly regional sales forecasts to the regional director to assist with the IBP forecasting process.
* Monitor regional market changes to provide key market analysis back to the business to assist in identifying key industry trends.
* Work in partnership with fellow sales colleagues to minimise conflict and ensure that appropriate profit margins are maintained.
* Act as the role model, representing our values and behaviours in an appropriate manner.
* Have detailed knowledge of all appropriate current and forthcoming building legislation and regulatory standards impacting on the social housing and new build sector to ensure absolute technical competency within this sector.
* Carry out any other reasonable tasks requested by the regional director.
Skills, Knowledge and Experience
Essential Criteria
* Excellent knowledge of the ventilation market including competitors, products and channels.
* Ability to be able to deliver a bespoke Ventilation CPD
* Relevant experience in an equivalent sales role - a regionally recognised individual who is respected and known by key customers within Social Housing, New Build, Distribution and Installer networks.
* Previous experience in these sectors with excellent relationships at all levels
* The ability to build relationships with key senior contacts in target markets.
* A clear understanding of current routes to market with a capability to identify and exploit emerging routes to market to benefit the business.
* Excellent personal organizational and project management skills.
* Clear understanding of the routes to market that currently exist and to be open to investigating other routes that could be developed as our market reach evolves.
* Excellent verbal, written and presentation skills.
* Good negotiation and customer management skills.
* Good financial acumen and strong commercial awareness.
* The ability to plan, set goals and organise effectively to achieve objectives.
* Solid and demonstratable commercial, financial and negotiating skills.
* Copes well with tight deadlines and pressure situations.
* Computer literacy – competent and confident IT Skills across CRM, MS Office specifically PowerPoint and Excel.
* Customer focused and driven to exceed excellence.
Competencies
* Positive can-do attitude
* Curious and always looking for ways to improve.
* Able to take ownership of tasks.
* Demonstrates honesty and integrity.
* The ability to plan-ahead, set goals and organise effectively to achieve objectives.
* Customer focused and driven to exceed excellence.
* Flexible and adaptable to change.
* Team player who encourages positive communication and respect
Travel
This role requires regular travel across the territory and UK to meet with clients and attend industry events.
Glen Dimplex Values
At Glen Dimplex we are proud of our Company Values, which are at the centre of all that we do. In addition to role specific skills and experience (outlined above) our colleagues are expected to always strive to:
* Think Customer
* Care About People
* Value Innovation
* Keep It Simple
Acknowledgement
This job description has been designed to indicate the general nature and level of work performed by employees within this role. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities and qualifications required of employees assigned to the role.
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