Area Sales Manager in Southampton

About our business

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. JLA is driven by a world class Sales & Marketing engine, owns and maintains all assets, and has an efficient on-site operations team working daily with customers.

When you join the JLA family, you will 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 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 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 are 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!

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.

Role overview

You will be responsible for contributing to the delivery of the Sales Strategy for our SME Division across our laundry and catering offerings. Reporting to the Regional Sales Manager and responsible for driving commercial growth first and foremost. Expanding JLA's footprint within existing accounts and acquiring new customers across a range of industry sectors, you will be a key contributor to the success of the sales team.

Key tasks

• Deliver against the sales strategy set for the SME team
• Ensure the division is focused on the core disciplines of 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 acquiring 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 and expansion of the business in the SME base
• 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 which market strategies can be used 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
• 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
• Work collaboratively with teams in Operations to ensure that sales and service SLAs are delivered

Managing Risk

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

Managing Health & Safety

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

Criteria

Essential (attributes required for candidate to be considered)

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

• Demonstrate a proven track record in solutions sales.
• Knowledge and experience in dealing with deals to multisite and larger organisations and have 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 your customers.
• Experience of leading a sales team.
• Understanding of our products, our competition in the industry and positioning.

Personal qualities (the way you think and act)

• Highly performance driven and able to focus where the primary goal is to drive revenue growth.
• 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.
• This role is home based, so you will have the ability to manage yourself without supervision and provide clear strategy plans to the management team.
• Consummate sales professional, and an ambassador for the JLA brand.

Qualifications

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