Summary of the Role
As the Relationship Development Manager, you will take responsibility for an existing customer base, within a defined geography, ensuring that revenue opportunities are maximised within each one.
You will be responsible for three key revenue areas:
- Upsell – selling additional products and services to existing customers
- Renewals – securing contract renewals for existing customers
You will create and maintain a Territory Plan for your area, specifically focused on delivery against your revenue targets and KPIs. This role requires you to work as an individual, but also in a team, sharing knowledge and best practice throughout.
You will be expected to accurately forecast monthly sales revenue across the key revenue areas and meet required company sales targets for your area. You will work with customers to understand their business needs and model effective solutions from our product range, delivering quotations and proposals that fulfill customer requirements and deliver value.
Consistently updating our CRM system with customer activity and information, you will feed back competitor and market knowledge to management and report in a timely and effective manner against your set business area objectives.
You will be responsible for all customers in your territory, which will consist of small/medium-sized independent pharmacies, to grow company value via events, networking and using social media.
Key Responsibilities
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Deliver against set sales targets
- Identify and engage with customers to grow Positive Solutions' presence, revenues and profit
- Develop business cases and proposals
- Develop, manage, maintain and convert a sales pipeline
- Increase customer satisfaction levels
- Retain and grow revenue in the customer base within your territory
- Work cross functionally with other departments
- Deliver a monthly forecast, weekly updates and a sales report
- Update the CRM with activity and customer information
- Work closely with customers to develop new growth opportunities
- To adhere to all operating procedures and work instructions in compliance with BS EN ISO 9001:2008 & ISO 27001:2013
- Any other duties as and may be required
Key Attributes
Essential
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Experience of selling in healthcare, strong preference for community pharmacy and technology sales experience
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Proven track record of field sales (3 yrs. minimum) in a B2B solution/consultative sales environment
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Target driven with a demonstrable track record of sales achievement
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Strong communication, presentation and interpersonal skills
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Customer first attitude
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Must be a self-motivated team player, able to work flexibly
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Proactive approach and ability to demonstrate attention to detail
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Ability to manage differences between multiple stakeholders
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Willing and capable of traveling frequently throughout the UK
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Strong networking skills
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Confident in dealing with people at all levels
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Strong negotiating skills
Key Skills & Qualifications
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A degree or equivalent and at least 5 years sales experience