Protocol Furniture
Area Sales Manager
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About Us
We're not your typical 30-year-old company. Yes, we've been around for three decades, but we still operate with the energy, pace, and ambition of a start-up. We're in an exciting phase of growth, evolving rapidly, and continuously looking for smarter ways to deliver exceptional outcomes for our clients.
We deliver bespoke contract furniture solutions for clients across the UK. We partner closely with interior design teams and work in harmony with visions and objectives to seamlessly integrate our furniture into design concepts.
Our culture is fast-moving, collaborative and entrepreneurial. We work hard, support each other, celebrate success, and give talented people the opportunity to make a real impact.
As we continue to scale, we're looking for a dynamic Customer Project Delivery Manager who thrives in a fast-paced environment and wants to play a major role in shaping the next chapter of our business.
The Role
This is a key role within the sales team responsible for developing new business opportunities across the Midlands and Wales while nurturing relationships within the A&D community and key corporate clients. You'll own the sales journey from identifying opportunities through specification and quotation to securing profitable contracts, playing a key role in Protocol's continued growth.
Sales Strategy and Execution
- Achieve and exceed sales targets
- Develop and implement sales strategies tailored to the Midlands and Wales region and to corporate accounts.
- Identify new market opportunities and potential clients.
- Set and monitor sales targets, ensuring alignment with company objectives.
Client Relationship Management
- Build and maintain strong relationships with corporate clients and key accounts.
- Conduct client meetings, presentations, and negotiations to secure contracts.
- Address and resolve customer concerns promptly to ensure satisfaction.
Market Analysis and Reporting
- Analyse market trends, competitor activities, and customer feedback to refine sales strategies.
- Prepare and present sales reports to senior management, highlighting achievements and areas for improvement.
- Maintain updated CRM records and ensure pipeline visibility.
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Pipeline & Performance
- Maintain an accurate sales pipeline within the CRM.
- Forecast sales performance.
- Manage opportunities through the full sales cycle.
- Monitor conversion rates and activity levels.
Collaboration
- Work closely with Project Team and Operations Team to ensure a smooth transition from quotation through to successful delivery.
- Work closely with marketing and product development teams to align sales efforts with promotional campaigns and product launches.
- Provide market feedback to support product development and positioning.
- Represent the company at industry events, trade shows, and networking opportunities.
What We're Looking For
- Proven success selling specification-led solutions into corporate, multi-site organisations.
- Strong track record of winning new business while developing existing accounts.
- Excellent understanding of the A&D specification process and how to influence stakeholders throughout it.
- Exceptional understanding of the specification design process with the ability to communicate at each of these levels
- Previous effective use of CRM and management of an opportunity pipeline
- Able to work from plans and drawings to provide accurate quotations
- Able to identify opportunities, challenge client thinking where appropriate and create value-led solutions rather than simply responding to enquiries
- Excellent account relationship management skills
- Ability to engage and manage internal and external relationships built on trust and mutual respect
- Excellent negotiating, influencing and communication skills
- Ability to think and act strategically, commercially and operationally in order to add value
- Ability to work autonomously and as part of a collaborative team
- Ability to work under pressure with attention to detail
What Success Looks Like
Six to twelve months into the role, you'll be recognised as a trusted adviser to your customers, with a strong pipeline of opportunities and a reputation for delivering profitable growth.
- Consistently achieves or exceeds agreed sales and gross margin targets.
- Develops a healthy pipeline of qualified opportunities, maintaining accurate CRM records and reliable sales forecasts.
- Secures new specification opportunities with architects, designers and corporate clients while growing existing customer relationships.
- Builds a strong reputation with clients, becoming a trusted partner who is regularly invited to tender and specify projects.
- Produces accurate quotations and commercially sound proposals that convert into profitable business.
- Works collaboratively with the Project Delivery and Operations teams to ensure a seamless handover from sale to delivery, resulting in high customer satisfaction.
- Identifies opportunities to add value for clients through innovative furniture solutions rather than simply responding to briefs.
- Provides valuable market intelligence and customer insight that influences business decisions, product development and future sales strategy.
- Acts as a positive ambassador for Protocol, strengthening our reputation through professionalism, integrity and excellent customer relationships.
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Why Join Us?
- Competitive salary and OTE.
- Car allowance.
- The opportunity to shape your region and make a genuine commercial impact.
- Join a business with ambitious growth plans and a strong reputation within the industry.
- Work alongside a collaborative team who are passionate about delivering exceptional customer outcomes.
We know that sometimes people don’t apply for a role if they think they can’t tick every box. But we realise the ‘perfect candidate’ may not exist. If you're excited about working for us and can do most of what we are looking for, go ahead and apply. You could be exactly what we need!
We recruit and develop employees who are the best suited to the requirements of the role, regardless of gender, ethnic origin, age, religion, sexual orientation, gender identity or disability. If there are any adjustments we can make to the application or selection process so you can do your best, let us know. We will be happy to help.
We review applications as they are received and will arrange interviews with suitable candidates throughout the recruitment process. As a result, we may close the vacancy once we have identified the right candidate, so early applications are encouraged.
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