Description:
At Rock it will be your responsibility to grow your customer base in terms of revenue and profit. You will be a good relationship builder, using your knowledge of the customer site to help solve customer water treatment problems with Rocks products and services.
Key Responsibilities and Accountabilities: Account Management:
- Responsibility for clients, including profitability, delivery, compliance, and retention.
- Visit client on the contracted periods for chemistry testing of water systems using Aqua Manager software reporting.
- The role will be 60% account management and 40% sales time.
- Reporting within both to the client and with the business on performance against contract and business SLA's
- Negotiation of at least 55% gross profit on all contracts, ensuring continuing profitability and deliverance of individual budgets on contracts.
- Complaints handling and help to resolve any issues.
- Work with operations to meet customer needs.
- Carry out internal audits to ensure contracts are being operated in accordance with client requirements.
- Conduct LCA (Legionella Control Association) reviews/initial report.
- Timely contract renewals.
- Cash flow/debt management (including WIP).
- Review of the distribution of resources available to ensure service is efficient.
Upselling:
- Production of job costing and quotation to clients as required.
- Identification of sales opportunities with existing clients.
- Providing quotations to existing clients for new and additional opportunities.
- Presentation of new products and services to existing clients.
- Training for clients.
Liaison with clients:
- Serve as an interface between the client and Rock.
- Attend contract review meetings as required.
- Build effective working relationships with clients generating additional workloads wherever possible.
- Dealing with client requests.
- Communicating client agendas and requirements to other members of staff (including the creation and delivery of Contract Briefs).
- Ensures that image and standards are always maintained.
Communication:
- Communicates constructively and actively seeks information.
- Keep Head of Sales up to date with current prospects and orders secured.
- Build good working relationships with both colleagues and clients
- Deliver high quality sales appointments.
- Production of accurate quotations in line with LCA.
- Production of RFQ from standard templates.
- Acting as main point of contact for their contracts for the communication and education of the rest of Rock for the clients' requirements and requests.
Commercial:
- Timely process of cash management from quote to invoice.
- Minimising debt greater than 30 days.
- Reporting of sales and other applicable figures.
- Creating and liaising with clients to drive performance in Rock and the commercials of the Clients.
- Review processes to drive efficiencies within Rock.
- Ensuring end to end workflow continues in regulated way to improve performance.
- Responsible for delivery of cross sales and retention target.
Safety:
- Ensure the method statements and risk assessments are prepared and complaint where required - determined by project size.
- Wear protective items of clothing and use appropriate safety equipment when on site.
- Always ensures own and colleagues' safety.
- Takes responsibility and control of demanding situations.
- Monitor Promote and communicate SHEQ standards and behavioural culture to colleagues and team members.
- Identify and escalate any hazards, near misses in line with the Company's reporting procedures.