Channel Specification Manager

Posted 10 days 2 hours ago by Hochiki Europe, LLC.

Permanent
Not Specified
Sales & Marketing Jobs
London, United Kingdom
Job Description

Role Purpose

To achieve the annual sales growth objective through building effective relationships to generate specification into the key vertical market sectors moving Hochiki Europe up the brand chain by promoting our products and services. Define and facilitate the transactional route via the appropriate channels and further development of the existing and potential customer base delivering new revenue streams both in the UK and across the Hochiki Europe regions.

Job Summary

We are seeking a dynamic and driven Channel Specification Manager to join our team, responsible for demand creation managing and expanding our client base in the UK. The ideal candidate will be an experienced sales professional with a strong background in fire safety systems solutions with excellent interpersonal skills, and a proven track record of meeting and exceeding sales targets. This role will focus on creating demand and securing specification sales within our targeted vertical markets and developing sales via a national Technology and Solution Partner network.

Key Duties and Responsibilities:

Client Relationship Management:

  1. Develop the relationship to equip the Technology and Solution Partners to deploy targeted sales plans to create demand within the targeted end user vertical markets.
  2. Develop and maintain strong relationships with fire safety consultants and influencers within end users, project installer procurement companies, and specifiers.
  3. Act as the primary point of contact for clients, providing expert advice and support on Hochiki Europe's products and solutions.
  4. Foster and strengthen relationships with the key influencer stakeholders within the target vertical markets.

Sales and Business Development:

  1. Identify and pursue new business opportunities within the consultant, end user, and engineering procurement company markets to drive sales growth.
  2. Prepare and deliver compelling sales presentations and product demonstrations to potential clients and Technology Partners.
  3. Collaborate with the internal sales and marketing teams to develop tailored proposals and solutions that meet client needs.

Market Research and Strategy:

  1. Conduct market research to stay informed about industry trends, competitor activities, and emerging opportunities.
  2. Develop and implement strategic sales plans to achieve sales targets and expand Hochiki Europe's market presence in the UK.

Technical Support and Training:

  1. Coordinate the provision of technical support and training to clients on Hochiki Europe's products, ensuring they are well-informed and confident in specifying our solutions.
  2. Organize and conduct CPD (Continuing Professional Development) seminars and training sessions for consultants and other key stakeholders.

Vertical Market Focus:

  1. Develop and execute strategies specifically tailored to key vertical markets such as data centers, universities, and transport.
  2. Understand the unique needs and challenges of these sectors and position Hochiki Europe's products as the optimal solutions.

Reporting and Administration:

  1. Maintain accurate and up-to-date records of client interactions, sales activities, and pipeline opportunities using the CRM system (HubSpot).
  2. Prepare regular sales reports and forecasts for senior management, providing insights into market conditions and sales performance.

Key Contacts:

  1. Internal Departments, up to Senior Management level. Sales & Marketing Director, UK and Export Sales Managers, Strategic and Product Marketing, Finance, Commercial Management and Supply Chain.
  2. UK Sales; Commercial Training, Major Projects and National Key Accounts Managers.
  3. External customers; Hochiki Partners, Consultants, End Users, including Board Room and C-Suite Level.

Person Specification

We are looking for individuals who are highly motivated and have a passion to contribute to the success of Hochiki. In addition to this, you will possess the following:

Qualifications

  1. Essential: Industry qualifications.
  2. Desirable: Knowledge in both fire and emergency lighting.

Experience

  1. Essential: 5+ years in a similar role with a proven track record in national and key account sales.
  2. Essential: Strong background of delivering/organising technical seminars/meetings to senior industry leaders within UK End User and Consultant sector.

Knowledge and Technical skills

  1. Essential: Ability to assist clients with the selection of life safety systems.
  2. Essential: Commercial experience.
  3. Essential: Hands on experience within the fire industry or equivalent.
  4. Essential: Computer Literate with knowledge of Windows operating system.
  5. Desirable: Working knowledge of SAP.

Personal qualities

  1. Excellent verbal and written communication skills.
  2. Ability to network with senior industry stakeholders.
  3. Good teamwork, delegation skills with ability to collaborate at senior management level.
  4. Strong presentation/training skills.
  5. High attention to detail.
  6. Desire to travel the UK and Overseas when required.
  7. Desire to advance in our business.