Regional Sales Manager

Présentation du poste

Date: November 2023

Reports to: VP and Head of Construction - Americas

Job Summary

‘Supporting the digital transformation of the construction industry’

Biosite provides technology-enabled solutions designed to optimise operational efficiency, improve health and safety, and ensure compliance for construction projects. Biosite’s purpose is to support the digital transformation of the construction industry through technology and software solutions that give customers peace of mind that they are in control of their sites. Underpinned by a unique biometric algorithm, Biosite provides market-leading software solutions for workforce management, task management, material management, and fire safety and security. At the heart of all Biosite solutions is the capture of quality data that is converted to valuable real-time insight, enabling customers to make more informed decisions.

Biosite is recruiting for a Regional Sales Manager for the US. Focusing on the construction market, you will implement new business sales strategies developed specifically to drive sales and growth within your region. As well as managing the strategy, you will also be hands on, liaising with clients directly and negotiating contracts.

The successful candidate will have an opportunity to develop the role and make their mark in what is a rapidly growing technology company leading the way in workforce management for construction.

Main Responsibilities and Tasks

• Develop and implement sales strategies for the whole region.
• Forecast and report on sales activity within the region.
• Work closely with the Managing and Commercial Directors to ensure product and commercial offering is suitable for continued growth and sales.
• Generate new business through various means of lead generation such as telephone prospecting, physical prospecting, and existing client relationship development.
• Take full ownership for sales within the region and a portfolio of key accounts, developing profitable sales through promoting additional services and value-added solutions.
• Manage the sales process from initial prospecting stage through securing the order and ensuring successful implementation, with a focus on customer satisfaction and retention.
• Actively manage and develop the growth of product sales within the region.
• Effectively and efficiently analyse, implement, and control the opportunities within the region.
• Take ownership for account performance, including ensuring ongoing retention, maximising opportunities, owning performance against financial targets, renegotiating renewals, and developing executive-level relationships.
• Maintain your own prospecting and lead generation database.
• Manage your own diary and time.

Key working relationships (internal and external)

• Ensure sales targets are met while maximising opportunities and ensuring a positive impact on the Biosite reputation and proposition.
• Work closely with the Sales and Marketing team on the development of sales assets, with the opportunity to make recommendations directly to the Commercial Director and Managing Director.
• Work closely with new customers to build successful trading relationships.
• Develop your own customer network.

Person profile: Essential qualifications, experience, knowledge and behaviours

• A thorough understanding of the sales and key account process with a minimum of five years’ successful and appropriate construction or key account experience.
• Proven track record of business development at all levels, with added value relating to construction, construction software, or security solutions.
• Strong sales and presentation skills, including probing, listening, and closing, especially in-depth investigation.
• Solid understanding of the business and its strategy, with the ability to integrate this into daily activity and identify opportunities to maximise product sales across multiple sectors and applications.
• Experience of developing and owning account plans, with a track record of delivering against account plans, new or existing accounts, bids, or tenders.
• Commercially aware with total business orientation and able to understand labour rate to material costs argumentation, plus able to understand and present a value proposition to clients or potential clients. Articulation of this is key to success.
• An open communication style; friendly, conscientious, and committed team player. A highly personable relationship builder able to engage at all levels including Directors, Project Managers, Quantity Surveyors, Buyers, and Procurement.
• Excellent presentation skills together with strong negotiation, commercial, and analytical skills.
• Naturally persuasive, creative, and self-motivated; able to recognise opportunities and use your own initiative to convert these into sales.
• A high degree of numeracy, computer literacy, and a strong ability with Excel and PowerPoint, as well as the ability to become highly competent with the company’s SaaS product.
• Due to the nature of the role, experience of selling at both site and senior level is essential. Adaptation to different environments is key.