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Position Vacant: Client Relationship Manager
B&H Australia are seeking a Client Relationship Manager.
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.
RESPONSES