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Career Opportunity: Client Relationship Manager

B&H Australia seek a Client Relationship Manager.

By

12 June 2024

Overview

The Client Relationship Manager will be the driver of sales in a portfolio of clients and aim to find new clients and sales opportunities.  The Client Relationship Manager will report to the National Sales Manager and actively work with other B&H salespeople and support staff as a team, to effectively manage enquiries, tender opportunities and larger projects.  The Client Relationship Manager will continuously develop their product knowledge and work towards accumulating a portfolio of accounts.

Responsibilities

  • Grow sales in an allocated portfolio of clients
  • Actively seek new clients including cold calling
  • Planning and preparing quotations and presenting them to clients
  • Developing innovative and tailored sales solutions
  • Liaising with Technical Team for programming estimates and scheduling
  • Liaising with Projects Team for lead times and assistance with labour estimates and scheduling
  • Selectively evaluate tenders that meet B&H requirements before commencing submissions
  • Submitting supply contracts and tenders to the BDM to read and approve prior to submission
  • Ensure quote and tender documentation is properly stored and retentions are noted to claim
  • Utilise company and supplier product specialists for expert advice where required
  • Prepare monthly reports on quoting and jobs won/lost
  • Client communications ‘touch cycle’ developed and implemented
  • Assesses opportunities for new suppliers and products
  • Ensure customer enquiries are treated professionally and converted to sales wherever possible
  • Follow the company sales process at all times
  • Sell recurring income services such as SLA’s, maintenance & helpdesk
  • Develop relationships with key suppliers for leads and best pricing
  • Assist where possible with forecasts to suppliers
  • Minimise potential for loss through damage, theft, non-payment
  • Specify warehouse stock items where possible to decrease holdings
  • Accompany BDM or other salespeople on high value presentations
  • Provide feedback on issues to BDM (e.g. margin declines, installation quality, employee conflicts, loss of business to competitors)
  • Take ownership of the entire sales process including collections where required
  • Be personally responsible for any B&H stock, loan/sample stock, tools or equipment lent to a customer and ensure appropriate records are generated
  • Maintain constant communication with Projects and Technical team to ensure accurate quotes, system designs and deployments

KPI’s 

•    Gross profit targets met per Sales Bonus Scheme document

•    Leads recorded and reported

•    Qualified opportunities created

•    Conversion rate

•    Site surveys and scope of works always done when required and comprehensive

•    Follows defined quote process

•    Zero returned stock

•    Contribute to sales meetings for clear communications and feedback

•    Contribute to workload as part of an engaged team

•    Regular client communications

•    Weekly division meetings

Direct Reports

  • NIL

Potential Promotion To

  • Business Development Manager
  • Project Manager

Reports To

  • National Sales Manager

Seek Quick Apply link is HERE

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Issue 27