A new opportunity has arisen for an Area Development Executive to join the Sales and Key Accounts Team.
As a member of the team you will lead, develop & manage both new sales channels and existing customer relationships within a designated territory for the Yorwaste commercial operation with the key aim of growing, selling & retaining the various collection modes.
This will be a jointly targeted new and existing business role, which will offer the variety of both new sales and key account management.
The role will involve actively selling the full Yorwaste collection service range (RCV, REL, Hooks & Skips etc.) to the North Yorkshire & York business community. Identifying, sourcing and prospecting suitable target accounts across North Yorkshire & York in order to sell the benefits of Yorwaste, then managing those accounts across the customer full life cycle journey.
The Area Development Executive will also manage, grow and retain a percentage of the existing key accounts to make sure that our customer’s needs and requirements are met while offering additional value to the customers through a proactive customer contact strategy.
The goal of this role is to meet and surpass the company’s sales & account management expectations to drive rapid and sustainable growth for the business.
- Proactively manage designated existing key accounts
- Source, prospect and sell to B2B customers within a targeted area
- Cold call, appoint, visit and close new business 2 business customers
- Complete, update and monitor the company’s in-house CRM system
- Conduct market research through active networking, data screening and relationship building
- Complete weekly activity data along with market reviews for the management team
- Actively upsell and promote all Yorwaste services to new customers.
We are looking for someone who is self-motivated to consistently achieve Key Performance Indicators. You will have a strong understanding of how to conduct market research and experience of building and maintaining customer relationships. You must be competent in using business software and Microsoft Office, including Excel. An effective ADE needs to be a confident communicator who is able to work in partnership with internal departments, customers and other organisations.
MAIN PURPOSE OF JOB
To lead and develop all sales channels within a designated territory for the Yorwaste group commercial operation with the key aim of selling the various collection modes to both new and existing customers in order to gain full utilisation of the commercial collection fleet.
While also managing a number of Tier 1 to 5 (Tiers based on annualised spend) customers within the given territory to maximise revenue and profitability of the designated accounts.
Finally helping to manage and minimise attrition within the territory so that accounts remain with the Yorwaste business.
This will be a targeted new & existing business role with a key focus on commercial waste revenue generation.
The role will involve actively selling the full Yorwaste collection service range (RCV, REL, Hooks & Skips etc.) to the North Yorkshire & York business community. Identifying, sourcing and prospecting suitable targets accounts across North Yorkshire & York in order to sell the benefits of Yorwaste. The role will require this selling and influencing to take place throughout both sales cycle and customer journey.
The role holder will be targeted on both sales generation and area / customer attrition.
The role will play a key role in the company’s business customer journey and retention strategy.
The goal of this role is to meet and surpass the company’s commercial revenue and profit expectations to drive rapid and sustainable growth for the group.
CORE RESPONSIBILITIES, TASKS & DUTIES:
To comply with all Health & Safety, site permits, environmental and quality requirements of the Company.
Source and prospect targeted new and existing customers within designated areas of North Yorkshire & York in order to build sustainable pipelines so that the role holder will be in a position to consistently achieve weekly, monthly and quarterly activity & revenue targets.
The minimum required weekly activity will involve; 60 quotes, 20 contract wins, 240 outbound calls and 10 referrals coming from both new and existing customers.
Cold call and appoint new business customers on a weekly, monthly, quarterly and yearly-targeted basis. The role holder will generate sales opportunities to meet and exceed pre-agreed sales targets in-line with the company sales strategy.
• Conduct market research to identify selling areas, services and competitor activity to ensure Yorwaste is offering relevant and client focused services.
• Complete accurate reports on weekly activity data along with market reviews and report on a monthly basis your sales achievements and financial data. This will involve using and proactively engaging with the companies CRM system.
Work as part of a wider sales and marketing team to actively source prospects through cold calling, networking and social media.
Follow the company sales process at all times, ensuring that all paperwork and contracts relating to new customers is completed accurately and within a timely manner.
Focus on growing and developing existing clients, together with generating new business through lead generation within the existing client base.
Communicate, liaise, and negotiate internally and externally using appropriate methods to facilitate the development of profitable business and sustainable relationships.
Identify and target low earning accounts in order to improve profitability to a level that is acceptable.
Deal with both incoming and outgoing commercial customer queries ensuring all specific customer requirements are met, at all times.
Including keeping accurate records of all communications and correspondence with customers.
Work closely with the commercial team so that sales are achieved against supply opportunity. Yorwaste is looking to achieve full fleet utilisation and therefore knowing where and what to sell is imperative to both the success of this role but also for the transport function.
Support the customer service team so that they can act as 1st point of contact for Yorwaste transport enquiries making sure that they fully informed on your customer base and are able to correctly filter sales opportunities, service enquiries and such forth.
Support and proactive be involved with the customer retention process. Engage with the customer services manager once an account has flagged as at risk, visiting the customer and influence them in an effort to retain their business.
Monitor tender web sites and identify new opportunities in accounts. Write and complete tenders as required.
To comply and promote all health & safety, environmental and quality requirements of the group, including completing site risk assessments on all new sites and customers.
Conduct market research to identify selling areas, services and competitor activity to ensure Yorwaste is offering relevant and client focused services.
Establish, improve and innovate on current working practices throughout the post holders’ areas of responsibility.
SUPERVISION / MANAGEMENT OF PEOPLE
Direct Reports: 0
Indirect Reports: circa 0
CONTACTS & RELATIONSHIPS
The post holder will work for the Yorwaste group and form an active part of the wider group’s commercial team. They will sell and promote all Yorwaste services across primarily North Yorkshire & York but also the wider UK region should opportunities arise. They will have regular contact with employees at all levels across the business in both a formal and informal capacity. The post holder will need to develop key relationships with the Principle Sales, Marketing & Account Manager, the Principle Service Delivery Manager and wider Service Delivery Team. These relationships will focus on the service and supply we offer to the current and potential customer base of Yorwaste.
The post holder will have regular contact with our customer base, stakeholders and 3rd party partners including, contractors, regulatory authorities and specialists to support the operational functions and deliver the requirements of the company needs.
QUALIFICATIONS & KNOWLEDGE
Previous sales and account management experience along with evidence of exceeding monthly, quarterly and yearly targets is imperative. While experience in the waste industry particularly trade, waste would be beneficial.
You will need to have a background in B2B field sales and account management. With demonstrable proof of managing a territory being, time efficient and effective in the pursuit of a revenue and profit target.
Ideally you will have a strong cold calling background within the field sales process as well as an appreciation of the waste industry specifically trade waste.
Most importantly, you must be a self-starter, professional, and have a desire to succeed. We are looking for a candidate that is self-motivated, a high-achiever, driven, competent, capable, experienced and hungry.
A proven background in structured sales
Excellent interpersonal and IT skills (use of a CRM system)
Ability to influence, empower and motivate colleagues
Strong organisation and time management skills with the ability to work under pressure, being self-motivated and able to use own initiative under minimal supervision.
Closing date: 17th December 2021
Our Sales and Business Development teams play a crucial role when it comes to generating revenue and profit for the company. Be it building and maintaining relationships with our existing customers or developing new markets and creating new leads, we never underestimate their skills and contribution.
If you’re a charismatic communicator with the ability to build and maintain relationships at all levels why not look for one our sales opportunities today.