Task

To develop profitable new business from customers who do not trade with Elliott.

Key Success Factors

Success in 6 months will include:
• A clear portfolio of target national and regional customers will be identified and initial meetings with key influencers held.
• An agreed number of target major projects identified, researched and a plan in place to ensure Elliott are included in all requests for pricing or opportunities to tender.
• Demonstrable evidence of a growing pipeline of opportunities quoted and secured from target customers and projects.

Success in 1 year will include:
• Established relationships with key influencers within the target customer and project portfolios.
• Demonstrable evidence of a thriving pipeline of opportunities quoted and secured from target customers and projects.
• New target customers and projects identified, engaged and starting to show through in pipeline of opportunities.

Success in 2 years will include:
• Movement of a number of successfully developed national and regional accounts to the Key Account Function for account management.
• A track record for success at project level with case studies that evidence the service and solutions provided by Elliott.

Roles and Responsibilities

• To work in a safe and sensible manner within the boundaries of the Company’s Health and Safety Policy and any additional site restrictions.
• To identify and capitalise on opportunities for new business through research, intelligence and relationship building.
• To identify and grow profitable revenue for a target portfolio of national and regional companies.
• To identify and engage with the successful bidders of the UK’s top major projects with the overall aim of quoting and winning new business.
• To identify new and strongly performing markets, engage with the key companies operating within these markets and secure opportunities to quote for and win new business.
• Work with the Business Development Director to develop strategies for converting opportunities into profitable revenue.
• Generate innovative ideas and product development as required by the key target customers to enhance Elliott’s presence as a market leader.
• Maintain a record of all activity on the company CRM system and complete monthly and ad hoc reports as required.
• Meet and where possible exceed sales targets.
• Demonstrate a high level of commercial awareness.
• Actively participate is the sales activities of the wider Elliott business through positive engagement with the Sales teams to ensure a coordinated approach on all sales and customer management activities.
• Build and maintain senior level relationships with customers at both local and central levels.
• Research, monitor and communicate status of competitive market landscape; and maintain up-to-date market knowledge of both competitors and potential client requirements.

Hierarchical Relation

Reports to the Business Development Director but works closely with the Elliott Regions including the General Managers and their teams.

Experience and Required Skills

Personal Characteristics:
• Clear and effective communicator.
• Demonstrable skills in negotiation and selling.
• Determined, tenacious and resilient.
• Organised.
• Strong drive toward attainment of goals and proven track record of quota achievement.
• Articulate with excellent written and verbal communications skills, including the ability to deliver a persuasive business message to customers and end user prospects.
• Must possess first class customer acquisition skills.
• Must be at ease on the phone, communicating directly with prospects to find potential growth opportunities within an organisation.
• Have a strong sense of empathy and an intuitive understanding of clients’ business objectives along with being solution-driven & results focused.
• Experience of working within a multi-disciplinary organisation and capable of working within a multi relationship matrix style of management.

Work Experience:
• Track record of successfully developing new business.
• Experience of delivering results against targets.
• A good knowledge of the construction industry and established network of relevant relationships would be an advantage

Renumeration and Advantages

Extensive travel throughout the UK.
Must have driving licence.