Senior Sales

Job description / Role

Key Accountabilities:

Attaining Sales Targets and Objectives
• Standards of performance relating to the above are attained when:
• Hire, New Sale and Ex-Hire revenue values are in accordance with plan/budget/objectives
• Total call rate does not fall below agreed minimum standard including prospecting calls
• Key Performance Indicators (KPI’S) are achieved
• The employee monitors own performance monthly, noting deviation from plan and suggesting remedial action to SM.
• The employee provides forecasting information that is both complete and accurate for the Forward Revenue Report (FRR)

Sales Process and Pipeline
• Standards of performance relating to the above are attained when:
• A managed and maintained pipeline capable of delivering the budget is established detailing opportunities, objectives and agreed time frame within each chamber
• The number of Prospect calls each month does not fall below the agreed standard
• Pre-call objectives are consulted before each call
• Established sales practices such as the use of technical enquiry checklists, sales proposals and summary quotations are regularly used
• Projects and tenders identified through the lead system and trade press are added to the pipeline
• A monthly report detailing all leakages is submitted to management

Covering The Territory Effectively
• Standards of performance relating to the above are attained when:
• All existing accounts and prospects are graded by market segment and potential
• Calls are correctly balanced between existing accounts and prospects
• The number of new accounts opened each month does not fall below the agreed standard
• There is full knowledge of all the Key Customers decision makers and key influencers at each location e.g. planners, estimators, buyers and temporary works departments

Reporting Activities, Records and Conforming to Administration System
• Standards of performance relating to the above are attained when:
• Reports are neatly and accurately written and forwarded on time
• Daily reports are submitted weekly to arrive with the SM within an agreed time frame
• Weekly planning sheets are sent to SM every Monday
• Customer Record Cards are regularly maintained and updated
• Customer complaints that could lead to a financial claim are reported immediately to SM
• Expenses are submitted to the SM monthly
• Sickness involving absence from work is reported to SM during the morning of first absence
• Any form of accident or motor offence is reported to SM within 24 hours of the event

Understanding Fully The Products and Services of RMDK
• Standards of performance relating to the above are attained when:
• The full range of products and services are thoroughly understood
• There is confidence in the ability to present each product skillfully
• When customer queries can be answered quickly and confidently
• There is regular analysis to ensure the full product range is offered
• There is a clear understanding of the company’s selling edges – which are then used in sales argumentation
• Company sales aids are used wherever possible e.g. presentation folders
• How our products compare to the competition in the area/market

Maximising Selling Time
• Standards of performance relating to the above are attained when:
• A diary is used skillfully
• The amount of face-to-face selling time is optimised each day
• Good route planning reduces the amount of travelling time/miles per call ratio
• Priority is given to calls offering the most potential
• The call rate does not fall below the agreed standard

Keeping Company Costs to a Minimum
• Standards of performance relating to the above are attained when:
• The most profitable way is sought to win and service business for the company
• There is liaison with Credit Control on outstanding accounts
• All company property is handled carefully and well maintained
• Be aware of and adhere to the Company’s Health & Safety policies and procedures.

Requirements

• Formwork experience - Essential
• Technical sales experience - Essential
• Sales Management Experience - Essential (for managerial positions)
• Sales and negotiation skills
• Good business sense
• The ability to work calmly under pressure
• Good IT, budget and report writing skills
• A full driving license.
• Initiative and enthusiasm
• Presentable
• Integrity
• Positive Attitude
• Loyalty
• Availability
• Motivation
• Continuous Learning

About the Company

From humble beginnings in the early 1970s, when RMD first started exporting its products to the Middle East, the business has continued to expand its presence, and enhance its service offering across the Middle East region. Today, this makes us one of the leading players in the formwork market in the region.

Having initially opened a branch in the late 1970s in Iraq, the business expanded its focus to encompass Jordan, the UAE, Saudi Arabia, Bahrain, Kuwait and Egypt. RMD Kwikform today operates through 11 locations in the region.

RMDK’s philosophy is to offer its customers “added value”. We are involved at every stage of the project, consulting with our customers in order to fully understand their requirements, develop tailored design solutions, assist with planning and implementation, and offering dedicated technical site service to support the project. By combining design and engineering expertise, world leading systems and unmatched service levels, RMD Kwikform has become a leader in the formwork and falsework market.