Adler & Allan
Head of Technical Sales
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Company Description
Jet Aire (DC) is a long-established UK drainage and environmental services specialist, founded in 1997 and now part of the Adler & Allan Group, providing advanced drainage cleaning, CCTV surveys, and remedial works to industrial, commercial and domestic clients with a team over 170 across three depots.
Job Description
Purpose of the Role
Dedicated to Jet Aire and liaising with the wider Adler & Allan commercial function, the role is focussed on securing strategic frameworks/accounts and having the oversight and overall accountability of our wider sales team to meeting revenue, gross margin and EBITDA targets for all services delivered by Jet Aire within a defined geographical area. The sales team consists of a Key Account manager, responsible for nurturing existing customers and a Business Development Manager, responsible for new business. Defining activities, coaching and managing the desk-based resource in order to meet growth, repeat work winning and customer satisfaction objectives is also key to success.
The postholder will be required to own, enhance and deliver our annual strategic sales plan which is focussed on high growth potential sectors and customers and that supports the needs of the businesses growth aspirations and contracted work goals.
Core Activities
- Owning and driving the execution of Jet Aire’s sales strategy to support the growth of our cleaning & maintenance, surveys & diagnostics, liquid waste tankering and remediations & lining teams across the NE and Leeds depots.
- Own strategic accounts/frameworks from prospecting to handover to delivery, including renewal.
- Accountability of the process of significant bids and tenders with the support of group commercial resources.
- Overall accountability of the sales team; ensuring key tasks are met and customers are responded to right first time and at the right time, to meet our revenue and EBITDA budget.
- Overall accountability of reporting on the sales position (pipeline and won); producing data to provide a weekly update to relevant stakeholders to support the company forecasting process (MLO).
- Oversee the timely delivery of accurate and competitive customer quotations.
- Collaborate well and work closely with the Operations teams to ensure the smooth running of jobs/projects, understand demand vs capacity and build agile plans in the event demand is lesser than capacity.
- Proactively engage in market awareness campaigns supported by the group marketing function.
- Develop and convert a strong validated pipeline of realisable suspect and prospect opportunities into realised invoiced work quickly and efficiently.
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Hours of Work
Hours of work are 40 per week, 8.30am to 5pm Monday to Friday with a 30 minute lunch break. Whilst home based, there is the requirement to travel to any Company or customer location and travel and stay away from home overnight.
Qualifications
Knowledge & Experience
- 5 years proven successful sales or account management experience in business-to-business services and solutions; environmental and/or energy infrastructure experience a benefit.
- Experience in managing sales and/or account management personnel.
- Knowledge of the drainage/water industry is desirable.
- Ability to create bespoke solutions based on customer needs from the suite of solutions and services.
- Demonstrable proven ability to successfully manage the implementation of services/solutions.
- A good knowledge of services pertaining to Jet Aire services offering.
- Tenacity, durability and able to demonstrate resilience with a positive attitude to change.
- Excellent communication and interpersonal skills.
- Good financial acumen with an understanding of what drives net profit.
- PC based IT skills.
- Track record of delivery and achievement.
- Energetic team player with the ability to influence / obtain buy in across functional boundaries.
- Strong planning and presentation skills.
- Proven ability to manage and influence a skilled multidisciplinary team.
- High level of organisational skills.
- Achievement of professional sales training.
- Possession of a clean UK driving licence and Right to Work in the UK.
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Please note that any offer of employment will be subject to the successful completion of a criminal record check (DBS).
Additional Information
What's in it for you?
- Enhanced maternity, paternity and adoption pay and leave.
- Company pension.
- Life assurance scheme (x4 salary).
- Medicash plan (includes cash payments towards dental, medical, therapeutic treatments) with the option to add up to 4 dependants.
- Refer a friend scheme.
- Employee assistance programme (access to GP appointments and mental health support).
- Competitive annual leave plus bank holidays.
- Training and career progression opportunities.
At Jet Aire, drainage, sewer cleaning, and rehabilitation, is at the forefront of providing innovative solutions to complex challenges in the water and wastewater industry. As a member of the Jet Aire team, you'll have the chance to be part of ground-breaking projects that have a direct impact on environmental sustainability and public health. From working on large-scale infrastructure projects to tackling intricate drainage systems, every day will present you with new and exciting challenges that will sharpen your skills and expand your knowledge.
Adler and Allan are committed to fostering diversity and inclusion in our workplace. We proudly embrace equal opportunities for all applicants, regardless of race, colour, religion, sex, sexual orientation, gender identity or national origin. If you require any support with your application, whatever the circumstance, please let us know.
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