Environmental Account Manager

Environmental Account Manager Duties:

• To understand the scope of supply and ensure that you are well prepared e.g. safety induction, method statements, work permits.
• Fulfilling water treatment contractual obligations
• To analyse water qualities throughout the specific water system, interpret results and make recommendations.
• To implement recommendations on the specific system integrity and efficiency, within the contractual scope.
• To operate in compliance with the standards outlined in relevant documentation, including environmental and company health and safety.
• To arrange all contractual tasks to be carried out on time.
• To ensure that all equipment and documentation issued to you is kept in good condition, serviced or checked as appropriate and that any defects are promptly reported to the relevant manager.
• To apply the business management loop
• To focus on continual improvement and achieving customer delight.
• To apply the planning & forecasting loop
• To make effective use of the sales pipeline as a planning tool, including ongoing use of the lead & project log and quote log, as a driver for future activities.
• To ensure the forecast for the business you are generating is included within the regional figures. It is essential that there is effective liaison with the appropriate BDM, particularly for the 6 & 12 month planning & forecasting.
• To work in conjunction with the BDM to ensure that the bottom-up forecast is fully supported by activity planning.
• To maximise sales within existing contractual business
• To use every site visit as an opportunity to maximise product and services sales opportunities.
• To extend the opportunities available and involve others through pre-qualified leads.
• To ensure the product and service mix achieves the targeted turnover and margin.
• To identify new product and service opportunities.
• To use the creative selling loop to drive continual improvement
• To follow up and pre-qualify opportunities for further business, liaising with the area BDM and the customer to agreed scope and timescales.
• To analyse customers and assess market trends to set objectives and plan activities.
• To develop and use personal action plans, using the sales pipeline to ensure timely follow-up of ongoing work.
• To align with the customer and practice open questioning and active listening, looking for opportunities for ‘walking the plant’.
• Where appropriate, prepare and present services proposals based on the customer’s requirements.
• To be well organised and prepared for the sales discussion, focusing on effective pre-qualification and using supporting materials e.g. pre-qualification form.
• To check on the internal scheduling workbook, prior to visiting the customer, as all information relating to customer touches should be visible there.
• To apply solution selling at every opportunity i.e. diagnose, align, propose.
• To pro-actively convert proposals to orders.
• Provide exemplary service to internal and external customers/clients.
• Complete and submit Customer Care Issues Log entries, as appropriate, so as to ‘pass the baton cleanly’.
• Communicate, to appropriate people, information obtained on such subjects as customer activities, competitor activities, product applications, problems and opportunities in a timely and effective manner.
• To utilise company systems to facilitate effective communications: Salesforce, e-mail, telephone and fax.
• To identify and communicate any problems/barriers affecting realisation of potential business or opportunities for improvements to your manager, with suggestions for resolution where possible. Do not wait to be managed.
• To be familiar with the Staff Guide, Management Philosophy and Leadership Philosophy and live the Company Values. Be aware and understand the company’s policies.
• To take responsibility for your own Personal Development Plan (PDP).
• To carry out any reasonable tasks in accordance with your position, aiming to add value.
• To acquire and maintain an appropriate knowledge of adi products, services and customer applications, industry and process knowledge.
• To keep abreast of competitor activity and market conditions, pertinent to your specialisation.
• To operate to company and agreed procedures on document handling and other relevant data sheets.
• To operate with high integrity at all times.
• To ensure that at all times you operate within health and safety guidelines, both adi’s and site specific.