Key Nat Sales Director

Team of BDDs and Commercial Account Managers and BDMs covering core Key Nat Sectors

About our business

JLA has been providing critical assets and services to a range of businesses and sectors including Care Homes, Hospitals, Schools, and Hotels for over 50 years. These assets and services are crucial in supporting customers with their Laundry, Catering, Heating, Fire Safety, Infection Control, and Air Conditioning.

The company offers a unique, all-inclusive package called Total Care, this rental model allows customers to make a single monthly payment, to receive brand new equipment, and have maintenance costs taken care of.

When you join the JLA family, you\’ll also gain access to an extensive benefits package.

We care about our people and take your well-being seriously, which is why we offer a range of supportive tools for health and wellbeing, financial guidance, and legal advice. Our Employee Assistance Programme, 24/7 Wellness and Lifestyle App plus a dedicated team of Mental Health First Aiders are there to support you through life\’s challenges. We also offer up to 8 counseling sessions, which can be in-person or remote, providing you with the support and flexibility to suit your own personal needs.

You can reach any fitness goals with our free onsite gym at head office along with a range of other gym membership discounts available.

To offer financial support, we not only provide life assurance coverage, company sick pay, and a company pension scheme, we offer a range of added benefits such as free office parking, eye care vouchers, a cycle-to-work scheme, and exclusive discounts through our staff benefits hub.

We really pride ourselves in offering a healthy work-life balance and believe it is important to have time away to recharge which is why we provide 25 days of annual leave plus bank holidays, flexible working options, and enhanced family leave policies.

We are a company that appreciates you and invests in your success and even have a Colleague Recognition Scheme to celebrate your achievements. We\’re dedicated to your growth, offering support in career development and training. We value your referrals, and through our Refer a Friend scheme, you can earn up to £1,000 in bonus rewards!

Role overview

You will be responsible for developing and delivering the Key Account Strategy for Laundry and Catering. Reporting to the Chief Revenue Officer, you will be responsible for driving commercial growth in sales and revenues. This role is to be a key contributor to the success of the business.

Key tasks

1. Lead the development of the national key accounts and sales strategy
2. Support the management of Key Customers across core Laundry and Catering verticals
3. Drive revenue growth, ensuring that sales, financial, commercial, and operational best practice are followed to achieve revenue growth.
4. Drive value and number of customers with recurring revenue plans with JLA.
5. Drive the cross-sell of products to JLA’s existing customer base ensuring growth in sustainable revenues through Total Care and Service Contract proposition
6. Set objectives and targets, providing leadership on business initiatives and objectives to achieve our growth targets
7. Provide commercial leadership to your teams to encourage a holistic approach to total care, SCON and machine sales
8. Ensure deliveries targets are met in line with budget expectations across all lines
9. Develop and implement strategies and action plans to improve company-client relationships and retention of key accounts
10. Responsible for large complex deals and being the key liaison point to drive through the end to end sales process
11. Understanding target markets, including industry, company, project, company contacts and which market strategies can be used to attract clients
12. Support Key Account tenders in collaboration with Group tendering team and Operations leaders, ensuring high quality bids that maximise gross margin
13. Following the latest industry developments and staying up to date on corporate competitors
14. To determine the pricing structure for the client, in line with JLA pricing strategy, obtaining senior level approval as required

Leadership

1. Set a culture of effective people management and collaboration.
2. Establish appropriate metrics to measure performance and optimise team outputs.
3. Set clear objectives and targets for your team members providing regular feedback on performance.
4. Manage performance across the team to ensure the achievement of targets in line with budget
5. Manage any employee relations issues in line with the policies set out by the business
6. Coach and develop the team to ensure they perform at a high level, ensuring colleagues maintain appropriate knowledge of the business products
7. Address any training and development needs and ensure teams have a personal development plan.

Service Delivery

1. Demonstrate an understanding of what service delivery excellence is for your role
2. Ensure you set a culture of excellent customer service ensuring the basics are right every time and lead a team where service is central to good performance
3. Work collaboratively with teams in Operations to ensure that sales and service SLAs are delivered

Managing Risk

1. Awareness of your operational and regulation risks which may impact on your role
2. Responsibility for reporting to your line manager any risk which may impact the business

Managing Health & Safety

1. Ensuring you deliver your role within the Compliance framework set.

Criteria

Essential (attributes required for candidate to be considered)

Desirable (attributes can be trained or developed)

Knowledge and Skills (what you know and what you can do)

We are looking for you to have knowledge and experience in dealing with larger complex deals to multisite and larger organisations and have a consultative approach in dealing with client requirements.

You will be a strong communicator capable of handling varied client types with ease.

You will need to have an understanding of the install and service marketplace.

You will have the ability to manage yourself without supervision and provide clear strategy plans to the management team.

Experience (what you have done)

Experience of exploiting market opportunity and success in entering new markets

Successful track record in delivering ambitious growth plans

Negotiation and presentation skills are fundamental to gaining new business

You will have experience of managing and supporting the customer tender processes

You will have a knowledge of the various market differentiators in each core sector

You will have extensive experience in dealing with, Key Account decision makers procurement teams and tender processes.

You will have a successful track record in selling products using financial justification to demonstrate value to your customers.

You will have gained experience of leading a sales team at a senior level.

Possess a strong understanding of our products, our competition in the industry and positioning

(the way you think and act)

You will be highly performance driven and be able to focus where the primary goal is to drive revenue growth, optimise EBITDA and equity value.

You will be highly resilient and able to operate successfully in a fast-paced environment, with ability to drive business results.

Action orientated, down-to-earth, energetic, pragmatic, and willing to “roll up your sleeves”.

A hands-on, visible leader, who is able to make significant impact

Qualifications

We will need you to have a full UK driving licence as the role involves UK travel.

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