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