Specification Sales

Senior / Lead Specification Sales Manager:

You will be an experienced, active and truly customer-focused seller. Our embracing approach to sales & management you will report and build pipeline through our CRM systems. As a natural people person and passionate about selling, you will be out with customers 80% of the time.

Reporting to the Head of UK Sales, your main goal is to promote and sell our complete product and service offering in the London and the South through building and upholding close relations with key stakeholders at all levels and stages of the Sales process, input info about your project progression in our CRM systems on a regular basis. You are committed to achieve set targets and enjoy exceeding them.

What will your days look like:

• Primarily identify and building relationships with relevant Light Designers and Consultants
• Identify and build relationships with electricity contractors, wholesalers, lighting designers, investors, contractors and tenants
• Actively seek new projects and identify key decisions makers with the goal of increasing sales within the London area
• Develop and build lighting management activities in major London residential and building projects
• Embrace modern sales techniques, submitting all information into our CRM system with project logs, call planning, key visit notes and quotations
• Advocate our Lighting Intelligence solutions in a consultative manner
• Achieve agreed individual sales and profitability targets
• Identify and engage with M&E consultants to build resilient specifications pipeline
• Promote our Lighting Intelligence solutions using consultative selling techniques
• Engage directly with key influencers and business decisions makers to maximise chances of success
• Track projects from specification to order, through all stages, with each stakeholder
• Timely communication with clients / representatives to ensure the smooth and profitable execution of lighting control projects
• Work with all project stakeholders to ensure seamless integration with any third party services
• Attend industry exhibitions as required, both in the UK and overseas
• Plan and conduct CPD accredited seminars with the support of the Marketing team supported by marketing

What skills would be great in this role:

• Proven experience and understanding of modern sales processes with a commercial understanding of tools, margins and credit risk
• Good Sales experience with a focus on technological fields such as lighting controls, lighting, HVAC, building management or automation industry
• Demonstrate sales and commercial experience where you have met or exceeded demanding sales targets
• Exceptional interpersonal and relationship management skills that builds collaboration
• Self-sufficient with initiative and drive, able to prioritize and take actions
• Confident and effective communicator, handles questions adeptly with influencing skills
• Ability to effectively present and influence individuals and groups at all levels
• Ability to translate and communicate key business priorities to support the development and execution of tactical sales programs and activities
• Passionate about delivering exceptional customer service and value, internally and externally
• Flexible and agile, ability to adapt your approach and methods to maximise results
• Based in London and the South for relevant travel in those regions, and international travel when required
• Spoken and written fluency in English; an additional European language is desirable but is not essential
• An understanding or background in lighting controls would be beneficial but is not essential