Impact Handling - Business Development Manager

As part of Aprolis UK, our people are our most valuable asset, we are proud to recruit and train the very best in the forklift industry. Equipping them with the skills and knowledge necessary to ensure that, no matter what our customers’ need, they can handle it. Our values are:

• Entrepreneurship

• Courage

• Respect

• Friendliness

Job Description

CORE ACCOUNTABILITIES

• Responsibility for the new business development of target accounts, delivering incremental sales order volume in the short, medium and longer term.
• Overall volume, mix and quality of sales delivered through - Contract Hire sales, Cash / Lease sales, refurbished equipment sales, Buyback-Rehire sales and other forktruck products and services. All to meet or exceed agreed budget and plan levels.
• Development of new business development plan, which identifies target industries and accounts
• Development & implementation of account activity plans that help to target and develop agreed new business accounts within Impact / Hangcha assigned distribution areas.
• Excellent market awareness and ensure Impact is presented to all target accounts and included on all proposal / tender lists.
• To work proactively with the wider Impact Handling / Hangcha business to ensure that the correct support team is in place to participate in new business tenders and secure new business
• To promote and deliver a continually improving customer experience.
• Support and contribute to team-based activities aimed at improving overall sales and business performance.
• Interacting with all customers and colleagues in a manner consistent with the company’s culture and values.

Measures of effective performance in each of these accountabilities will vary over time – specifics will be contained in quarterly performance contracts.

CORE ACTIVITIES:

• Development and maintenance of account development plans for the designated accounts that demonstrate a detailed understanding of the account, it’s opportunities and the key actions to successfully tender and win new business within the account.
• Prospecting, promotional, and other tactical activities as identified and agreed.
• Construction and professional presentation to customers of quality proposals and quotations, using innovative customer focused solutions that also promote and secure new business.
• Effective follow up of all proposals.
• Seeking genuine, accurate customer and prospect feedback, responding to it and using it to improve business processes and personal performance.
• High quality administration of all sales support activity - order processing, customer information management and reporting
• Responding to all sales leads and customer issues with a pace and professionalism that our current customers and targeted prospects would describe as truly first class.

PERSON SPECIFICATION:

Proven track record in personal selling and meeting or exceeding sales targets with established reputation for doing so, ideally in MHE industry.

• Able to demonstrate:

• Examples of winning new National & Key account deals with fleet / blue chip customers.
• Examples of significant growth over a period of time within new business accounts
• Thorough customer relationship management skills with the ability to communicate      effectively with clients, supply partners and own sales and operations teams.
• Innovative and refreshing approaches to opportunities, ability to produce distinctive,      professional proposals and reports to lead and influence any tender process.
• Strong interpersonal and influencing skills along with strong presentation skills.
• Natural and strong customer service orientation.
• Commercially aware with a strong profit orientation
• Operates to high standards in record keeping and administration of all aspects of selling, order processing, customer information management and reporting.
• Works proactively with all colleagues with understanding and support for their objectives and requirements.
• High Attitude and Energy levels:
• Working on their own initiative, Action orientated, gets things done
• Brings enthusiasm and ‘can do’ approach to work
• Behaves with respect towards colleagues throughout the business
• Good PC Skills or aptitude to acquire them.