About us:
We, the Mitsubishi Electric Group, contribute to the realisation of a vibrant and sustainable society through continuous technological innovation and ceaseless creativity. "Changes for the Better" represents the Mitsubishi Electric Group’s attitude to "always strive to achieve something better", as we continue to change and grow. Each one of us shares a strong will and passion to continuously aim for change, reinforcing our commitment to creating "an even better tomorrow"
Role summary:
Prime accountability for planning and leading Company engagement and profitable sales growth, Customer acquisition, retention and satisfaction with agreed portfolio of Customer accounts. Shared accountability for delivering results against orders, sales and profitability targets of the MEUK LES HVAC business in line with Regional/UK goals and commercial strategy.
Skills/Responsibilities:
* Knowledge and competency in electro-mechanical systems and their applications typically gained through 2-5 years’ experience in HVAC/Allied industry or academic study to degree level
* Knowledge and experience of the UK Construction industry key commercial behaviours, players and relationships, typically gained through 2+ years’ experience operating in a similar sales/techno-commercial/operational role
* Demonstrable knowledge and experience of professional sales techniques and methods
* Demonstrable ability with Sales Excellence methods, tools and processes e.g.
* Engagement Model (EG Model) & Quartile management
* Business Review & Customer Action Plan Documents
* CRM Systems
* Quotation configuration tools
* Sales reporting
* IT literate with an ability to use MS Office suite (Word, Excel, PowerPoint) & Teams to intermediate level as a minimum
* Demonstrate a Positive Attitude and Will e.g.
* Actively seek new opportunities with enthusiasm and interest to demonstrate a winning mentality
* Identify and participate in continuous improvement initiatives for sales processes, that enable commercial efficiency and effectiveness
* Identify your own learning and development needs and pro-actively engage with your Line Manager through the Advanced Appraisal process compiling your Personal Development Plan (PDP) for capabilities in current role and those for needed for future career development.
* The ability to drive (a car)
Key Results Areas
Targeting Demand
The ability to establish, maintain and grow a value adding commercial relationship with a customer including commercial trading terms and conditions, credit arrangements with credit risk function, establishment of Account on Company systems and/or agree 3rd party procurement routes to enable our businesses to trade.
Create Demand
Compile and manage an annual and monthly engagement plan for your portfolio Customers and projects
Create, manage and forecast your pipeline of repeat business and project opportunities in CRM tool
Develop and Manage Your Customer Portfolio, each portfolio Customer has a completed Business Review and Customer Action Plan
Record all appointments in Outlook linked to Customer account in CRM where applicable.
Organise, lead and participate in customer events as appropriate to fit with the Engagement model (these maybe outside normal working hours any day of the week)
Attendance and participation in company led events (these maybe outside normal working hours any day of the week)
Demand Shaping
The ability to provide Thought Leadership for Customers own design and build projects, use your technical and commercial expertise, knowledge and skills to advise clients on techno-commercial solution to best meet application need and deliver competitive advantage for our business.
Demand Capture
Develop and implement sales strategies and tactical plans with your Customer Portfolio and projects to meet or exceed orders & sales targets as set by your Line Manager.
Apply and develop your opportunity qualification and negotiating skills to meet/exceed the conversion and hit rate targets agreed with you line manager
Collaborative Teamwork with all MEUK sales teams, pre-sales technical and operations departments to ensure you have a well-managed pipeline of profitable potential to me your targets and business goals
Consistently accurate sales forecast with well managed pipeline in CRM
Fulfilling Demand
Development of an execution plan in collaboration with Customer and Operations team to pro-actively meet customers’ needs
Create and Sustain Customer Satisfaction
* Develop a deep understanding of Customer needs as individuals and a business, marshal our company resources to consistently meet or exceed those needs.
In return for your commitment, we will offer you some fantastic benefits:
* Generous annual leave allowance - 25 days per year, plus bank holidays increasing by one day with each year of service until 27 days per year.
* Flexible Working - we offer a range of flexible working options that include working from home or hybrid working.
* Pension.
* Life Assurance.
* Group Income Protection Scheme.
* Private Medical, Dental Insurance and a Cash Plan Scheme - Single cover funded by Mitsubishi.
* Access to Mitsubishi’s very own discount platform.
* Colleague Referral Scheme.
* Holiday Buy.
* Long Service Awards.
* Cycle to Work Scheme.
* Sports & Social Club (Recent events such as theatre trips, Ascot, Paintball, The Darts)
* Employee Assistance Programme including additional services Eldercare & Best Doctors.
Equality and Diversity
As the business environment around Mitsubishi Electric Group is rapidly changing, providing a workplace where employees can work to their full potential regardless of gender or age is essential to business development. Based on this, Mitsubishi Electric promotes employee diversity through the following measures.