Contractor Account Manager

Mitsubishi Electric UK; Reigate; Hybrid; GBP 40,000 - 60,000; Full time

Benefits offered by this job

Generous annual leave: 25 days + bank

Flexible working - home or hybrid

Pension

Life Assurance

Private Medical, Dental Insurance and

Cash Plan Scheme

Discount platform

Colleague Referral Scheme

Holiday Buy

Long Service Awards

Job summary

Mitsubishi Electric UK is seeking an experienced Account Manager to drive profitable sales growth within a contractor customer portfolio across the region. You will provide techno-commercial expertise across a multi-technology product portfolio and manage work-winning activities to meet business plans for the MEUK LES HVAC division.

Key responsibilities include building lasting customer relationships, managing a robust pipeline in CRM, and delivering thought leadership to support customer

Qualifications

• Knowledge of electro-mechanical systems and HVAC applications typically gained through 2–5 years’ experience or degree-level study.
• Knowledge of UK Construction industry commercial behaviours with 2+ years in a similar role.
• Demonstrable professional sales techniques and methods.
• IT literate with MS Office (Word, Excel, PowerPoint) & Teams to intermediate level.
• Ability to assess, prioritise markets, accounts or individuals for demand management.

Responsibilities

• Establish, maintain and grow a value-adding commercial relationship with customers, including terms and credit arrangements.
• Develop and manage your Customer Portfolio and Opportunity Funnel.
• Compile and manage an annual and monthly engagement plan for your portfolio.
• Create and forecast your pipeline of repeat business and projects in CRM.
• Record appointments in Outlook linked to customer accounts in CRM.
• Lead and participate in customer events to fit the engagement model.
• Provide thought leadership for customers' design/build projects and advise on techno-commercial solutions.
• Develop and implement sales strategies to meet or exceed orders and sales targets.
• Collaborate with MEUK sales, pre-sales and operations to maintain a profitable pipeline.

Skills

HVAC knowledge

UK construction market knowledge

Sales techniques

MS Office proficiency

Account management

CRM usage

Education

Relevant degree

Tools

CRM software

Outlook

Teams

Job description

Role Summary:

Prime accountability for the achieving profitable sales growth through a well-managed contractor customer portfolio within the assigned region. To provide professional account management and techno-commercial expertise for a diverse and complex multi technology product portfolio. Prime accountability for work winning of planned product mix to achieve targets through a complex route to market. Shared accountability for profitable execution of work won to meet business plans of the MEUK LES HVAC business in line with Regional/UK goals, commercial strategy and policy.

Role Responsibilities:

• The ability to establish, maintain and grow a value adding commercial relationship with a customer including commercial trading terms and conditions, credit arrangements with credit risk function, establishment of Account on Company systems and/or agree 3rd party procurement routes to enable our businesses to trade.
• Establish, Develop and Manage Your Customer Portfolio and Opportunity Funnel.
• Compile and manage an annual and monthly engagement plan for your portfolio Customers and projects.
• Create, manage and forecast your pipeline of repeat business and project opportunities in CRM tool.
• Record all appointments in Outlook linked to Customer account in CRM where applicable.
• Organise, lead and participate in customer events as appropriate to fit with the Engagement model (these maybe outside normal working hours any day of the week)
• Attendance and participation in company led events (these maybe outside normal working hours any day of the week)
• The ability to provide Thought Leadership for Customers own design and build projects, use your technical and commercial expertise, knowledge and skills to advise clients on techno-commercial solution to best meet application need and deliver competitive advantage for our business.
• Develop and implement sales strategies and tactical plans with your Customer Portfolio and projects to meet or exceed orders & sales targets as set by your Line Manager.
• Apply and develop your opportunity qualification and negotiating skills to meet/exceed the conversion and hit rate targets agreed with you line manager.
• Collaborative Teamwork with all MEUK sales teams, pre-sales technical and operations departments to ensure you have a well-managed pipeline of profitable potential to me your targets and business goals.
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• Consistently accurate sales forecast with well managed pipeline in CRM.

Experience Required:

• Knowledge and competency in electro-mechanical systems and their applications typically gained through 2-5 years’ experience in HVAC/Allied industry or academic study to degree level.
• Knowledge and experience of the UK Construction industry key commercial behaviours, players and relationships, typically gained through 2+ years’ experience operating in a similar sales/techno-commercial/operational role.
• Demonstrable knowledge and experience of professional sales techniques and methods.
• Demonstrable ability with Sales Excellence methods, tools and processes.
• IT literate with an ability to use MS Office suite (Word, Excel, PowerPoint) & Teams to intermediate level as a minimum.
• The ability to assess, prioritise and engage selected markets, accounts, or individuals to initiate the demand management cycle.
• The ability to establish and sustain value adding relationship at all levels of the Customer for which you have accountability.
• Demonstrable understanding of professional account management the ability to stimulate interest and generate buying activity in our favour.
• The ability to frame a differentiated solution that has confirmed and relevant value for the client. Evidenced by the ability to carry out research and continuous learning to develop capability in utilising product features, advantages, benefits and legislative drivers in crafting compelling sales arguments and value propositions.
• The ability to oversee successful delivery and ensure that client value has been documented and recognised.
• Develop a deep understanding of Customer needs as individuals and a business, marshal our company resources to consistently meet or exceed those needs.

In return for your commitment, we will offer you some fantastic benefits:

• Generous annual leave allowance - 25 days per year, plus bank holidays increasing by one day with each year of service until 27 days per year.
• Flexible Working - we offer a range of flexible working options that include working from home or hybrid working.
• Pension.
• Life Assurance.
• Private Medical, Dental Insurance and a Cash Plan Scheme - Single cover funded by Mitsubishi.
• Access to Mitsubishi’s very own discount platform.
• Colleague Referral Scheme.
• Holiday Buy.
• Long Service Awards.