AVP- Sales (Integrated Facility Management)

Job Objective:. Ability to develop and implement marketing strategies based on current trends.

Primary Responsibility

• Prospect for potential new clients and turn this into increased business.
• Cold call as appropriate within your market or geographic area to ensure a robust pipeline of opportunities. * Meet potential clients by growing, maintaining, and leveraging your network.
• Identify potential clients, and the decision makers within the client organization.
• Research and build relationships with new clients.
• Plan approaches and pitches. * Work with team to develop proposals that speaks to the clients needs, concerns, and objectives.
• Participate in pricing the solution/service.
• Handle objections by clarifying, emphasizing agreements and working through differences to a positive conclusion. * Use a variety of styles to persuade or negotiate appropriately.
• Present an image that mirrors that of the client.
• Contribute actively to annual business planning and review by providing requisite information on market potential, opportunities, competitor trends and risks
• Develop guidelines for overall pricing strategy and facilitate regional teams in the development of regional pricing strategies
• Lead development of proposals in response to RFPs/enquiries from clients; oversee development of business development presentations/collateral, templates and associated guidelines for consistent, prompt turn-around on the same
• Provide functional guidance to ensure standardization of Business Development & Sales practices across the organization such as
• Sales forecasting & monitoring.
• Undertaking lead evaluation and site-level inspection.
• Proposal /RFP response preparation.
• Negotiate rates and payments terms with clients with a view to maximizing sales revenue, while extending relationships.