Organisational Structure of Immediate Team

Job Description

Job Title: Key Prospect Manager Reporting to: Distribution Development Manager West

Department Profile: Sales Department

Crowcon sells products and services direct and through distribution. The development of strong relationships with the most important end user accounts is critical to Crowcons growth and market position.

Organisational structure of immediate team:

Main objectives of role:

Taking responsibility to lead the company’s sales efforts by winning new business within key market segments. maintaining and developing relationships with the most important key accounts for the company within the territory This includes using all the company resources to provide unique, value adding solutions to the new key accounts safety problems, thus creating value and maximising Crowcons margins.

It involves developing deep multi level relationships within each key account, identifying all stakeholders within the sphere of influence and developing a suitable plan to identify and deliver each stakeholders goals.

Measures of success based on 3 areas 1. Delivery of growth in the territory 2. Achievement of targets in specific agreed accounts / segments (See Appendix 1) 3. Achievement of agreed/defined objectives

Person Profile:  Proven ability to achieve profit and sales goals  Ability to hunt new business out and deliver profitable sales  Prospect for new business using all it networking platforms  Excellent planning and organising skills  An understanding of business management and wider management principles and techniques  Thorough knowledge of company products  A high level of sales and interpersonal skills  Willingness to travel up to 50% in support of the duties

Principle Accountabilities.  Identify and manage all stakeholders within new account, to deliver their goals.  Create and agree annual business strategy for each new key account developing mutual performance objectives, financial targets, and critical milestones associated with a productive relationship  Provide regular and timely reports and feedback on the sectors, including forecast information and updates on key opportunities  Coordinate the involvement of company personnel, including support, service, and management resources, in order to ensure the key account has a strong multi level bond to Crowcon.

 Play a lead role in ongoing business process reviews, utilising business plans.  Identify and develop solutions to critical business issues within key accounts utilising all Crowcon resources to add value T10012 – Job Profile Template & Guidance Notes Rev 002 Effective Date: 30 Nov 12 and maximise margin.

 Manage potential channel conflict with other sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement.

 Lead solution development efforts that best address key account needs, while coordinating the involvement of all necessary company and Premier Partner personnel where appropriate.

Qualifications, skills & experience

Essential Desirable Five years+ sales management experience, preferably in a Experience in a related industrial market such as technical field sales environment instrumentation, automation or gas detection

Proven new business track record A sound knowledge of gas detection applications or detection monitoring systems Technical and/or business qualification or similar level of experience, with commitment to continued professional Degree/professional qualifications in relevant subject development Previous experience of team leadership or people management A thorough understanding of sales and marketing processes and environment. Ability to work with CRM and understand/ analyse data would be advantageous Excellent planning, time management and organisation skills Background Product/marketing knowledge Experience of channel management A high level of communication and interpersonal skills with the ability to produce well written reports and business plans/ proposals

Willingness to travel up to 50% in support of the duties

Number of Direct Non Direct Reports 0 Reports 0

T10012 – Job Profile Template & Guidance Notes Rev 002 Effective Date: 30 Nov 12