National Accounts Manager - (Business Development) in Basingstoke

About Crown Lift Trucks Ltd

Crown is one of the world’s largest material handling companies with a reputation for award-winning product design, advanced engineering & technology, as well as superior after-sales service. For 80 years, Crown’s business philosophy has utilised vertically integrated processes to design, manufacture, and distribute forward-thinking, innovative solutions that improve customers’ productivity and operating efficiency. Crown produces a broad range of forklifts, batteries and chargers as well as automation solutions and fleet management technologies, and warehouse solutions products and design services. Since its founding in 1945, the family-owned company has placed the customer at the heart of its business. This commitment is reflected in its brand promise: “When every minute matters, customers can count on Crown to keep their businesses moving.”

Job Description

Responsible for the acquisition of new NAs (70%), and the engagement and penetration of low share IAs in country (30%), this includes providing support to NA Managers (Account Management) /Dealers to increase engagement and penetration, and sales to International Accounts. This position reports to the General Manager National Accounts.

Person Specification

• Key Tasks

• Management of International Accounts

• Grow market position and customer share; develop sales strategies for assigned accounts to achieve this

• Identify with the GM National Accounts, which accounts need managing and maintaining by the National Accounts Manager (account management), and which need penetrating (business development). Manage and review.

• Scope and acquire new business opportunities with new customers which strategically fit the Crown product, sector and services portfolio

• Establish multi-level relationships within the accounts, supporting the sales strategy on a national level; proactively engage with local customer locations to achieve this

• Make sure customer intelligence is thorough, detailed and all opportunities are addressed

• Establish an annual regional sales budget and communicate this within the budgeting process

• Drive the business centrally and locally ensuring information is shared and stakeholders are fully briefed

• Reporting, PTP, CRM, and Discount requests

• Ensure accurate and timely data and reporting; implement C360 for activity and sales forecasting

• Ensure the nominated accounts volumes are accurately forecast, and monitored by performance to plan (PTP), support, review and manage

• Provide full and factual data to allow discount decisions to be made

• Team Working and collaboration

• Support a collaborative team approach; share information with all stakeholders where relevant, including the Crown Branch and Service network, Dealer Operations, other Crown departments such as Product Marketing, Infolink/Insite Services, Motive Power and Customer Support to ensure sufficient support and coordination is met to acquire new and maintain existing customers

• Employee Development and Miscellaneous

• Support a can-do working environment based on performance and success

• Extensive travel, and customer visits (80%)

• Act on various projects as needed. Perform other duties as assigned

Vacancy Details

• Hours of Work: Monday to Friday – 37 hours per week, but may be more to fulfil the job requirements.

• Target Salary: Competitive salary

• Company Vehicle: Company car & fuel card; private mileage benefit subject to tax regulations.

• Holidays: 25 days holiday plus Bank Holidays.

• Pension: Company pension plan.

At Crown, we know that our employees are the driving force behind our success in the material handling industry. We cultivate a culture of passionate people and inspired innovation. In fact, throughout Crown’s history, more than 1,000 employees have reached a 25-year milestone, and we are proud to have travelled their career paths with them. From employee training and development to competitive compensation packages, we invest in our employees, knowing that people are always at the core of what moves us forward. In addition to financial remuneration and participation, we offer our employees various social benefits including but not limited to: Excellent discount scheme with access to the best perks from some of the UK’s biggest brands.