Sales Manager

Job description / Role

MAIN PURPOSE OF JOB:

The Sales Manager will have overall sales responsibility is responsible for selling to and educating customers about Rapid Access’ product portfolio, facilities and services.

Reporting into the Regional Director, the Sales Manager will have overall sales responsibility for themselves and the wider sales team in an assigned region.

The Sales Manager will be given a defined customer portfolio within an assigned territory. They will be tasked with its growth and with maximising revenue against agreed targets by proactively targeting sales opportunities and converting leads into confirmed orders.

In addition, the role holder is expected to supervise the activity and performance of the sales team members.

This is predominantly field-based sales role which requires travel throughout the assigned region and so will
require someone who is happy to cover their territory on a daily basis and will be proactive in seeking out new opportunities within the industry.

It is envisaged that this role will develop into that of a Depot Manager with both operational and sales management duties after completion of an agreed period.

KEY RESPONSIBILITIES:

Development of the Sales Strategy:

Provide strategic planning input into the business development plan to identify opportunities for new market and customer penetration. Identify realisable revenue streams in each sector and forecast anticipated profit margins

Prepare comprehensive market and competitive analysis of the potential appetite for our suite of products in the assigned region

Actively research, identify, develop and track project opportunities in defined target market sectors

Develop innovative business development propositions through effective collaboration with the marketing and engineering teams


Implementation of the Sales Strategy:

Achieve agreed retention, growth and profitability goals including:

- increased revenue growth
- account management of the existing customer base
- re-development of dormant accounts to agreed percentage
- retention of existing active customer base within agreed percentage
- new business development to agreed percentage

Perform proactive prospecting activities such as market research, networking, lead generation and direct targeting of both existing and new customers

Conducting regular customer sales visits. Collect information on customer needs and projects and translate them into project proposals and quotes with the goal of securing or retaining business

Negotiate contract information and pricing structures with new and existing clients

Develop and maintain a robust sales pipeline towards targeted sectors to continuously grow the business and generate sales

Utilise marketing initiatives in line with the sales plan to increase the awareness of Rapid Access. Recommend and implement sales promotional programs to promote sales growth

Work with the wider Rapid Access team e.g. Engineering, Marketing and Health & Safety to prepare sales presentations. Educate team participants in customer culture, operational needs and sales techniques needed to close the sale

Maintain high visibility within the customer organisation. Monitor customer satisfaction by regular communication with customers

Reporting & Information Systems:

Update the management team on topics such as industry trends, sales activity, competitor activity, lost jobs, revenue and utilisation

Provide constant analysis of sales region capabilities, potential and threats

Ensure the CRM system is routinely updated with information such as customer visits, quotes, forecasts


Sales Support Activities:

Preparing and coordinating customer proposals and quotations

Attending company stands at exhibitions, trade shows and conferences when required

Provide support to cash collection activities

Assist the Hire Desk Control team with customer queries


People Management:

Liaise closely with the Regional Director to ensure the sales team’s targets are met

Assist the sales team in the selling of the Rapid Access suite of products

Serve in a supervisory capacity to the junior members of the sales team. Identify development opportunities and provide input into their training efforts

Ensure sales reporting process is followed by the field sales team

Requirements

The chosen candidate will meet ALL the essential criteria below:


ESSENTIAL

Proven track record of selling in a powered access, heavy machinery, construction or related industry sector

Demonstrable experience of successfully developing new sectors

Strong leadership skills with the ability to effectively partner with cross-functional teams

Ability to motivate people

Ability to communicate fluently in both written and verbal English

Excellent communication & presentation skills

Computer literate in Excel, Word & Power point

A valid driver’s license with a good driving record

DESIRABLE

Experience selling in Bahrain

Knowledge of the rental sales process

Engineering related qualification

Strong experience or potential of managing a team of people in a sales environment

Fluent Arabic Language skills

About the Company

Established in 1996, Rapid is the Middle East leader in powered access equipment rental & sale, and part of Europe's largest powered access rental company, Lavendon Group plc.

At Rapid, we offer wide range of MEWP's (Mobile Elevating Work Platforms), which offer a number of features making them particularly suitable for different types of applications.

• Steel Erection and construction
• Lighting and electromechanical maintenance
• Industrial and building maintenance
• Signage and Events
• Outside Broadcasting
• Telecommunications maintenance
• Facilities Management
• Airport, Ship and Highway Maintenance

As members of the team committed to providing strength on the ground and performance in the air we work with a simple business philosophy 'Your success is ours'.