Internal Account Representative

Internal Account Representative

Location: Leicester , Leicestershire Salary: From 18,000 to 21,000 per annum + 5 sales incentive scheme Date posted: 07/06/2012 12:23 Job type:Permanent Company: Index Recruitment Contact: Penny Banks Ref: Totaljobs/70134 Job ID: 53782848

Role is based in Syston.

Job Description:
It will be your responsibility to proactively secure new customers and develop the existing customer base, identifying and securing commercial opportunities in conjunction with EAR and ASM.

To liaise with external customers and colleagues developing and maximising commercial results thereby generating best possible revenue and profit across all segments in line with the business strategy.

Responsibilities (detailed tasks):
Fostering effective teamwork all departments and with External Account Rep
Contribute to Commercial Strategy set by Area Sales Managers
Meeting/Exceeding Budget- ASP/Market Share & Profit.
Manage performance ensuring link with EAR via Price Vetting, Query Tracking & Job Chasing
Ensure action plans on Contact Team are up to date and appropriately managed (Price
Increase discussions/Change in customer details etc.)
Support External Account Reps with diary making diary appointments with customers where appropriate
Attend Sales meetings, ensure awareness and contribution to Commercial Performance.
Generate weekly forecast
Support EAR with generation of 3-monthly forecast
Support Pave Performance Program - both strategic & sales & marketing.
Ensuring Customer Service levels are exceeded.
Develop VAP market and increase revenue in this area to meet target.
Drive the acquisition of new accounts by identifying opportunities via ABI and communicating to EAR
Contribute to the daily sales call with information to address and meet/exceed tonnage targets
Update reports daily with won/lost information resulting from Job Chasing
To assist in updating and implementing local customer action plans
Generate information to support EAR with POD negotiation conversations with customers monthly
Comply with the Competition Act
Adding to and updating of relevant quotations using KSOP
Identifying and communicating cross selling opportunities to other parts of the business
Co-ordination/prioritisation of customer deliveries, in conjunction with Distribution in the event of Plant breakdown.
Commercial Processes & Systems: Ensure that only Nationally agreed best practice is followed.
Support the OC team with order entry where appropriate.
Assist where appropriate with cash collection / Credit Control
Monitor own performance through KPI use

Key Results:
Relevant KPI objectives Quality & Quantity
Achieve tonnage and ASP targets as set out in the SIS program.
Achieve targets set within Performance Management Framework, including Total Talk Tine 4+ Hours Per Day
Achieve Market Share Results
Effective Use Of Contact Team
VAP Targets
Collect Targets
Opening of new accounts
OTIFIC Improvement

Candidate Requirements:
Knowledge Base:
Commercial processes and procedures - Understanding the commercial processes in the business, the procedures to be followed and the operating boundaries for pricing decisions
Haulage Being conversant with haulage capabilities and capacities and ensuring these are considered and aligned with customer requirements
Product/Technical A working knowledge of the coated product range, its applications and appropriate specifications
Customer Developing a thorough and up-to-date knowledge of past, present and prospective customers and their business activity
IT and Communication Systems Possesses a working knowledge of the following systems KSOP, CWS, Contact Team, Lotus Notes, Query Tracking & Business Objects
Production Conversant with the range of products produced by the relevant operating units and their plant capabilities and capacities
Company Structure and reporting lines for operating Area. Understanding the purpose, structure and interactions of the Business Centre
Competitors Develop a thorough and up-to-date knowledge of all competitors operating in the Area this includes their locations, capacities and capabilities, commercial and pricing approach/outlook & customers
Competition Act A full working knowledge of Competition Act its implications for individuals, management activity, decision making and the Company.

Skill Set:
Capability to effectively use KSOP/CWS/Microsoft Office, Contact Team/Lotus Notes & Business Objects reporting
Telephone;
Proficient use of the system and demonstrating a professional style and approach
Influencing;
Effective in convincing and persuading other people
Negotiating;
Capable of successfully structuring and managing commercial negotiations
Selling;
Able to sell and promote the Company and its products
Self management;
Flexibly prioritising, planning and monitoring own activity and progress personal & business development.
Customer care;
Focused on meeting the needs of the customer balanced with the needs of the business.
Develops a rapport with customers
Comfortable taking decisions adopting a systematic process which accounts for options, risks and commercial gain
Planning & Organising
Customer Service
Drive for Results
Commercially Decisive
Teamworker
Confident Assertiveness

"Due to the high volume of applications we currently receive, we are unable to respond to all candidates. If you do not hear from a Consultant within 5 working days unfortunately you have been unsuccessful on this occasion"