Reporting To: - National Account Sales Manager

Contacts:-

Within the Company:

Company Sales Director
National Sales Managers
Business Development Executives
National Sales Office Manager
Sales Managers
Representatives
Regional Sales Offices
Branch Managers
Regional Directors
I.T. Department
Credit Control Department

Outside the Company:

Suppliers
Customers

Main Objectives of Job:

To develop optimum profitable sales to a specified base of existing and potential customers / customer groups and to assist the Company to achieve the Annual Operating Plan for sales and gross profit.
To establish my client as the Key Supplier with these customers.

Areas of Responsibility:

To establish and maintain regular (i.e. monthly) contact with the key decision makers within assigned customer base.

Where applicable, to liaise with the Business Development Executives on the propagation of agreements and initiatives which have been agreed at a senior level within the customer group.

In addition to key buying contacts, to familiarize yourself with the key decision makers within each company for the following areas:-

Direct Purchasing/Sub-Contract opportunities.
Specification
Finance
Information Technology

To establish and maintain full and up to date records off all associated customers including contact names, office and site locations and any relevant information which may assist in the future development of sales.

In conjunction with the National Sales Management Team, to agree annually challenging but realistic sales and gross profit targets for allocated customer ledger and to review and act upon accordingly, performance figures on a monthly basis.
In liaison with the National Sales Office, Regional Sales Offices and key branch locations, to develop optimum sales both Direct and Ex-Yard across the full range of product groups.
To develop an effective Customer Special Arrangement for each customer who is designed to cater for day to day Ex-Yard trading and to maintain this arrangement in line with market and price fluctuations, communicating all changes to the customers in writing.
Through regular communication with Regional Sales Teams, ensure that all relevant sub contractor and site details are acted upon and that results of these actions are monitored and recorded.  Full use of E-mail should be made to aid this.
In liaison with the National Sales Management Team and where applicable, Business Development Executives, to review and where necessary renegotiate any customer rebate agreements, ensuring that all records remain fully up to date and that the agreements remain profitable for the company.
In conjunction with key suppliers, ensure that all business development opportunities are maximized and that full and proper use of manufacturer’s facilities/staff is made.
With support from our I.T. Department to investigate and where viable develop computer based initiatives with relevant customers, which will ultimately increase their reliance upon The company as their key supplier.
Through close liaison with the National and Regional Sales offices, to act upon all planning lead information acquired, relating to account base.
To ensure that ALL relevant decision makers/sites/offices of customer base receive any necessary literature and correspondence updates on a regular basis.
To work with Regional and Company Credit Control departments on the resolution of customer disputes which have the potential to restrict future trading and lead to outstanding balances (this includes the monitoring and review of customer credit limits).
In liaison with the National Sales Management Team, Regional Sales Directors and Sales Managers build and maintain regular two way communication lines with the Regional Sales Teams and attend Regional Sales Meetings as and where necessary.