Area Sales Manager in Houghton

JLA is a mission critical infrastructure solutions business offering services in Laundry, Catering, Heating, Fire Safety, Infection Control and Air Conditioning. The company offers an end-to-end, on premise, machine supply and breakdown service proposition under the name Total Care, and additional products and services.

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 counselling 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 provide life assurance coverage, company sick pay, and a company pension scheme, along with added benefits such as free office parking, eye care vouchers, a cycle-to-work scheme, and exclusive discounts through our staff benefits hub.

We 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 contributing to the delivery of the Sales Strategy for our SME Division. Reporting to the Regional Sales Manager, you will drive commercial growth, expanding JLA's footprint within existing accounts and acquiring new customers across a range of industry sectors.

Key tasks

• Deliver against the sales strategy set for the SME team.
• Ensure the division is focused on winning new customers and developing and retaining existing customers.
• Work closely with colleagues in ensuring effective lead management and conversion.
• Increase the growth potential in existing accounts and acquire new clients.
• Cement and drive key customer relationships together with account managers in your team.
• Work on strategic projects and initiatives as required, focusing on increasing the efficiency and productivity of the sales team.
• Drive value and number of customers with recurring revenue plans with JLA.
• Improve the cross-sell of products to JLA's existing customer base.
• Understand target markets, including industry, company, project, company contacts and market strategies to attract clients.
• Develop and deliver presentations to secure new business.
• Follow the latest industry developments and stay up to date on corporate competitors.
• Determine the pricing structure for the client, in line with JLA pricing strategy, obtaining senior level approval as required.

Service Delivery

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

Managing Risk

• Be aware of your operational and regulation risks which may impact on your role.
• Report to your line manager any risk which may impact the business.

Managing Health & Safety

• Deliver your role within the Compliance framework set.

Criteria

Essential (attributes required for candidate to be considered)

Demonstrate a proven track record in solutions sales. Knowledge and experience in dealing with multisite and larger organisations with a consultative approach in dealing with client requirements. Strong communicator capable of handling varied client types with ease. Understanding of the install and service marketplace.

Experience (what you have done)

Successful track record in delivering ambitious growth plans. Experience in a longer sales cycle. Negotiation and presentation skills are fundamental to gaining new business. Experience in dealing with SME decision makers. Successful track record in selling products using financial justification to demonstrate value to customers. Experience of leading a sales team. Understanding of our products, competition in the industry and positioning.

Personal qualities (the way you think and act)

Highly performance driven with a focus on driving revenue growth. Highly resilient and able to operate successfully in a fast-paced environment. Action orientated, down-to-earth, energetic, pragmatic, and willing to roll up your sleeves. Ability to manage yourself without supervision and provide clear strategy plans to the management team. A consummate sales professional and an ambassador for the JLA brand.

Qualifications

Full UK driving license is required as the role involves UK travel.