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Senior / Lead Specification Sales Manager (Lighting Controls)
Region: (London and the Southeast)
Are you looking for a Nordic working culture in the UK? or the opportunity to selling SMART sustainable solutions that have a focus on the wellbeing of people? Are you looking for a move into sales management?
We are looking for an enthusiastic Senior / Lead Specification Sales Manager to join our fantastic team of sales professionals within our Lighting Intelligence business unit. The main focus of the role will be to sell different lighting control solutions within the London and South regions of the UK. You will visit existing customers and build a personal relationship, as well as proactively seeking new projects. You will ensure a simple and well-planned sales process with focus on the customer. Through networking and contacts, you will drive sales through attracting new customer groups and identifying unprocessed market, such as real estate owners.
You will also head up the sales specification team in the region (3-4 people currently).
Who are we.
An international SMART lighting control/building technology company based in the Southeast specialising in intelligent and energy-saving solutions. Our lighting control solutions help to create smart environments built for the future, using information and working seamlessly with other systems. With a vast range of projects spanning from hospitals, schools, workplaces to cruise ships and Istanbul s 3rd new airport (the largest in the world), we design open and flexible solutions for lighting across a range of applications. With 100 years of expertise, we serves our customers locally with offices in Finland, UK and Sweden and via our global network of partners in over 50 countries.
A Senior / Lead Specification Sales Manager.
You will be an experienced, active and truly customer-focused seller. Embracing the approach to sales, management you will report and build pipeline through our CRM systems. As a natural people person and passionate about selling, you will be out with customers 80% of the time and also managing the specification sales team.
Reporting to the Head of UK Sales, your main goal is to manage the specification sales team and promote and sell the complete product and service offering in the London and the South through building and upholding close relations with key stakeholders at all levels and stages of the Sales process. You will input info about your project progression in the CRM systems on a regular basis. You are committed to achieving set targets and enjoy exceeding them.
What will your days look like:
- Primarily identify and building relationships with Light Designers and Consultants relevant to our business.
- Identify and build relationships with electricity contractors, wholesalers, lighting designers, investors, contractors and tenants.
- Manage the sales specification team.
- Actively seek new projects and identify key decisions makers with the goal of increasing sales within the London area
- Develop and build lighting management activities in major London residential and building projects
- Embrace modern sales techniques, submitting all information into our CRM system with project logs, call planning, key visit notes and quotations
- Advocate our Lighting Intelligence solutions in a consultative manner
- Achieve agreed individual sales and profitability targets
- Identify and engage with M&E consultants to build resilient specifications pipeline
- Promote our Lighting Intelligence solutions using consultative selling techniques
- Engage directly with key influencers and business decisions makers to maximise chances of success
- Track projects from specification to order, through all stages, with each stakeholder
- Timely communication with clients / representatives to ensure the smooth and profitable execution of lighting control projects
- Work with all project stakeholders to ensure seamless integration with any third party services
- Attend industry exhibitions as required, both in the UK and overseas
- Plan and conduct CPD accredited seminars with the support of the Marketing team supported by marketing
What skills would be great in this role:
- Proven experience and understanding of modern sales processes with a commercial understanding of tools, margins and credit risk
- Strong Sales experience with a focus on technological fields such as lighting controls, lighting, HVAC, building management or automation industry.
- Demonstrate sales and commercial experience where you have met or exceeded demanding sales targets
- Exceptional interpersonal and relationship management skills that builds collaboration
- Self-sufficient with initiative and drive, able to prioritize and take actions
- Confident and effective communicator, handles questions adeptly with influencing skills
- Ability to effectively present and influence individuals and groups at all levels
- Ability to translate and communicate key business priorities to support the development and execution of tactical sales programs and activities
- Passionate about delivering exceptional customer service and value, internally and externally
- Flexible and agile, with an ability to adapt your approach and methods to maximise results.
- Based in London or the Southeast for travel in those regions, and some ad hoc international travel when required.
- An understanding or background in lighting controls is essential.
- If you have some leadership experience this is ideal, but will also suit a strong sales specification candidate who would like to move into a management role.
Package Includes :
- Base Salary + Sales Bonus + Car allowance
Why join:
- This is an opportunity to move into a sales management role.
- We have a culture centred around trust, meaning you'll get autonomy over your work
- With over 100 years of history, we are a stable Finnish family-owned business
- Wellbeing is at the heart of what we do, whether it s developing the bests products for our customers, or the way we care for our employees
- With over 200 employees, we are a mid-sized company where everyone is accessible
- Due to growth, over the past few years, we have hired more than 100 employees at across different levels of experience
- We value internal mobility and prioritise internal employees for internal opportunities
- Our average employee tenure is around 8.2 years, double the industry average
- With offices in Finland, Sweden and the UK, and employees based across Europe, the middle east and Asia, we embrace our international teams
- We work in a relaxed environment where work-life balance is key, but strive for strong professional and business growth
- We offer all Employees a dedicated wellbeing day every year so they can recharge how they wish
- All employees can make use of their Empower Hour every week, which can be used for wellbeing, community or learning
- We value and encourage a feedback culture, where we conduct regular surveys (this includes your annual personal development review) to improve ways of working
- Innovation is at the heart of what we do, and our mindset is to continue to evolve our offering to our customers and to learn and develop our own personal skills
- We encourage a learning culture where you can access multiple online learning topics via our online learning platform
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