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The Company

SFG20 provides a web-based software platform to make building maintenance schedules available to service engineers in the field as well as to design engineers. Over 800 organisations subscribe to SFG20, including museums, libraries, councils, retailers, the NHS and manufacturers. SFG20 is headquartered in Penrith, Cumbria and has an office in central London.

The SFG20 platform contains approximately 1,200 maintenance schedules for over 70 different asset types. The platform can be accessed through a mobile application and its API allows integration with Computer-Aided Facilities Management (CAFM) and other third-party software providers.

Summary

The job holder will develop face to face customer partnerships with our key account customers and new prospects, building trust and a mutually beneficial commercial relationship.

This is a prestigious sales position where the priority is to secure new and renewal business -identifying new commercial opportunities through the comprehensive presentation of the SFG20 product portfolio. It is expected that the job holder will provide an unrivalled customer experience. This will involve identifying all the decision makers, arranging customer meetings in Teams, delivering product demonstrations and outlining the benefits of each product and service offered by SFG20 - in effect becoming a trusted advisor to our most valued customers and giving a stand out sales experience to our prospects. The job holder should also identify the influencers and users of the SFG20 products and ensure the customer is maximising their subscription through full use of the services they subscribe to.

Main Activities

• To act as an ambassador for SFG20 ensuring a positive and professional image is projected at all times so effective customer relationships are built and maintained – this is especially important when considering the visual engagement with customers and prospects via Teams.
• Secure new sales and maximise renewal opportunities from our customers across the SFG20 product portfolio in line with issued sales targets.
• Identify and influence all the key decision makers for each customer and ensure a wide awareness of SFG20 capabilities throughout the account.
• Identify, influence and communicate with other influencers and users within our Key Account customers.
• Secure own meetings and demonstrations
• Plan and prepare thoroughly before each appointment.
• Develop and implement a thorough question and answer session at each appointment and utilising all information shared develop a solution selling approach that adds value to the business relationship.
• Achieve exceptional high levels of customer engagement which should ultimately result in an increase in sales revenue and customer lifetime values.
• To understand our customers, their business needs, the market and the competition.
• To understand and promote the benefits of all the SFG20 products. This could include product demonstrations, sharing supporting materials, offering guidance, inviting other experts within SFG20 to attend meetings and ensuring the customer is maximising their subscription through full use of the services they subscribe to.
• Prioritise day to day activities and ensure activities are aligned to the company strategy and KPI’s.
• To work with customers to develop effective two-way relationships designed to promote SFG20 as a trusted advisor.
• Complete all associated customer correspondence and administration tasks to a high standard and within reasonable time frames.
• Encourage customer feedback and ensure it is directed through the appropriate channels at SFG20.
• Deal with complex complaints involving multiple departments.
• Assist with the training of new team members and ensure knowledge is shared with other customer facing teams.
• Attend relevant events and conferences organised by SFG20 or other organisations, and provide a professional service including set up, information gathering, software demonstrations and group presentations.
• Ensure that all communication and activity is logged in the customer database in an efficient and timely manner and in adherence to team procedures.

Skills Profile

Experience (Essential)

• Demonstrable experience of face to face and phone based customer management, with skills in providing an excellent customer experience and building rapport in a business to business environment
• Sales environment, performing against, and surpassing, monthly/quarterly and annual targets.
• Ability to communicate complex issues in a simple and concise fashion
• Confident in the use of Microsoft application

Experience (Desirable)

• Construction industry / Property & Facilities management experience
• Working knowledge of SFG20

Skills (Essential)

• Planning
• Selling
• Relationship building
• Problem solving
• Negotiating
• Opportunity creating
• Organisation
• Communication

Key Characteristics

• Experienced
• Focused
• Diplomatic
• Tenacious
• Flexible
• Independent & team player
• Opportunity seeker

CLOSING DATE:

• 31st October 2023