Reports to: Commercial Director
Direct Reports: N/A
Location & Coverage: Home Office Based. Located in Germany, Netherlands or Belgium, but the role will require a commitment as below:
- Regular European travel with nights away from home.
- Customer facing a minimum of 3 days per week.
- Able to travel to Liverpool office four times per annum to attend meetings as and when required, as well as a commitment to build internal relationships.
Centriforce Core Values
In this role you must be able to demonstrate our core values at all times.
- Honesty and Integrity
- Teamwork
- Ambition
- Accountability
- Customer focus
Role Summary
Centriforce are pleased to confirm a new position within its expanding sales team to service and grow our existing European sales. The role will be based in Europe and focus initially on growing sales across Germany, Netherlands and Belgium.
As European BDM you will be our person on the ground, customer facing and building relationships. Approximately 80% of your time will focus around generating new business in the utility, construction and landscaping markets across our range of damage prevention products.
You will be expected to manage the new accounts you bring into the business with support from the Commercial Director and sales administration team.
You will also manage some of our key accounts in your targeted area, with a focus on developing relationships and increasing profitable sales within our existing customer base.
This role will concentrate on the sale of our Stokbord®& Tapetile® underground utility protection range as well as our recycled plastic sheet products used across different applications.
Key Responsibilities of Role
- Deliver and exceed your sales budget, meeting agreed sales targets with support from the Commercial Director.
- Drive profitable growth through the business, working within pricing guidelines as set by the Commercial Director / CEO.
- Target specification approval across utility companies for our products and build and develop key relationships within energy companies.
- Feedback market intelligence around pricing, products, and market dynamics
- Manage & develop relationships with our key existing customers for strategic growth.
- Grow sales revenue through up selling and cross selling the company’s full product range to new and existing customers.
- Fully utilize the Customer Relationship Management (CRM) system to record customer visits, provide quotations and update your sales pipeline.
- Identify and put forward new products through our NPI process when appropriate.
- Engage and forge strong internal relationships with the commercial and operation team.
- To attend regular sales meetings, management meetings and attend exhibitions if required. Regular monthly sales reports will also be required to be submitted.
Person Specification (Essential)
- Passionate about sales and self-motivated as working autonomously.
- Extensive experience in a similar role in Sales & Business Development across associated industries
- Strong account management skills and ability to forge relationships.
- Fluent in a European language (German or Dutch preferred) and English, both spoken and written.
- Experience of building and developing distributor networks.
- Track record of growing new business through adopting a “Hunter” approach
- Driving licence.
- Willingness to learn about new products and market segments.
- Strong Communicator & good presentational skills
- Computer Skills and Competency in basic MS Office Applications
- Good analytical skills and ability to think strategically.
Desirable
- Experience of SME Manufacturing environment.
- Plastics background.
- Experience of using CRM systems.
- Degree educated.
- External sales training and qualifications.
Key Relationships
Internal – Commercial Team, Operations, Engineering Team & Directors
External – Customers & Prospects, Consultants, Specifiers, Procurement
Objectives/ KPI’s
- Adherence to core values at all times.
- Monthly sales performance in line with budget requirements and sales targets.
- % growth of on European sales.
- Accurate and informative monthly sales reports.
- Creation of new business opportunities through CRM
- Compliance with 90-day individual Objectives/KPI plan.
- Effective use of the CRM system demonstrated at monthly sales meetings.
- Production of accurate visit reports
- Effective communication both internally and externally
- Positive customer feedback / % customer retention
- New business quotations/ % conversion rate
- Development of a distribution network in Europe.
- Positive feedback on performance from Commercial Director
