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To create & convert opportunities into revenue across all products & services.

THE POSITION

To create & convert opportunities into revenue across all products & services.

KEY ACCOUNTABILITIES

• Be the trusted partner of the customer
• Maintain strategic awareness of the customer
• Manage & develop customer relationships at all levels and drive strategic partnerships
• Deliver new opportunities
• Create winning sales strategies and manage the tender & sale process from start to successful completion.
• Support project teams during implementation phases with commercial leadership.
• Network with strategic supplier partners
• Be true to Lambert values and business objectives

KEY RESPONSIBILITIES

• Develop & maintain a full understanding and appreciation of our core competencies so that we can effectively present and sell solutions along with technical features, benefits and unique selling points. This will allow us to become a trusted technical partner/advisor and develop strong long term relationships.
• Effectively communicate, present and sell the business products & services along with the full range of USP’s.
• Understand the customer’s business in terms of needs, vision and strategic direction in order that we can align ourselves and sell our products & services accordingly. Present our offering in a way that explains our unique selling points and relates them directly to the needs of our customer. This will offer the best possible chance for developing a strong and long lasting business relationship and deliver business growth.
• Create and maintain strategic Key Account plans so that we record our findings in terms of all the relevant customer strategic information. This will allow us to truly understand our customers and then plan our big picture strategic responses and help us move forward to achieve true partnerships.
• Manage relationships and be responsible for understanding and communicating the customer’s overall vision and strategy for the future. This is so the business can analyse and align itself to provide appropriate services and specific customer needs.
• Facilitate & develop strong relationships with senior customer management and do everything possible to drive us towards strategic partnership. This will help us build long term growth and business sustainability.
• Use SAM principals to build relationships with all relevant & key players in both customer and business. This will ensure we build trust and respect across the entire business and our overall relationship is as strong as it can be.
• Proactively communicate & network with customer personal to ensure we engage, build trust and never miss an opportunity to impress
• Understand the company marketing strategies along with its products and services and create appropriate plans for the generation of new opportunities within strategic accounts. This will ensure we only target the right opportunities, eliminate waste and have the best possible opportunity to deliver our strategic sales KPI’s.
• Deliver strategically aligned tender opportunities into the business. This will ensure efforts are efficiently focussed to maintain a healthy pipeline and deliver growth in line with our business strategy.
• Take full ownership and manage the sales process from beginning to end and ensure that for each we develop an appropriate winning value proposition so that our tender has the best possible chance of winning. This will ensure we maximise return for our efforts and enhance our quote to win ratio.
• Produce quotations for each individual tender so that we can effectively communicate our full scope of supply, project lifecycle and commercial position. This will ensure we impress the customer with our thought process, accurately respond to their needs and still ensure the business is fully protected against all known liabilities and pitfalls.
• Constantly monitor our competitive position and take proactive measures to ensure we are successful in converting opportunities into orders. This will ensure we always have our finger on the pulse of an opportunity and make the right strategic moves to ensure we have the best possible opportunity to deliver our strategic sales KPI’s.
• Manage the commercial negotiation of contracts and stage payments so that we maximise GP, cash-flow and are paid for the full scope of supply. This will ensure the business always operates without legal/commercial risk and maintains a strong financial position.
• Support the project teams during the implementation phases with strategic & commercial leadership. This is so that the business fully leverages the winning strategy, truly understands and maintains the commercial roadmap and can deliver a highly successful projects and business relationship.
• Develop strategic supplier relationships so that we collect the best information possible about customer activities. This is to ensure we gather the best possible market intelligence and can align our activities in the most efficient way possible.
• Work with all Lambert colleagues to ensure compliance with ISO14001, ISO9001 and OHSAS18001 and support a culture of Lean and Continuous Improvement by complying with appropriate Standard Operating Procedures. This will ensure that Lambert retains its accreditation and maintains its position as a provider of high quality service and that its employees are working efficiently and safely.
• Always function as part of a cohesive & agile team
• Always demonstrate respect, integrity, trust and excellence in interactions with all colleagues, customers and suppliers in line with Lambert’s internal customer programme.
• Utilise & maintain CRM to allow effective teamwork, planning and visibility at all levels.

DESIRED SKILLS & EXPERIENCE

• A proven, high level of understanding of general engineering, machine building processes & project Lifecycle.
• Experience of operating at a senior strategic level.
• Strong written and oral communication skills at all levels
• Strong interpersonal and negotiation skills at all levels
• Developed team coaching & management skills.
• Valid Driving Licence

THE PERSON

• Proven track record in capital equipment sales or solution selling environment.
• A proven, high level of commercial awareness
• A proven, high level understanding of strategic selling and customer relationship management.
• Experience at working both independently and in a team-oriented, collaborative environment.
• Experience of presenting technical solutions, company presentations and unique selling points.
• A relevant degree or be vocationally educated (HNC, HND, apprenticeship) in an Engineering discipline.
• Strong organisational, time management and presentation skills with a professional approach to business problem solving in a customer environment.
• Good negotiation and commercial skills along with a strong ability to bring sales projects to successful completion.
• Technically competent with various software programs, such as Microsoft office etc.

Vacancies at Mpac Lambert

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