The Company

A market-leading manufacturer of tableware products is seeking a dynamic addition to their team. With a strong global presence and a reputation for quality, innovation, and sustainability, this organisation supplies a diverse range of tabletop products to the professional hospitality and foodservice sectors. Their collections are distributed through an established network of partners and are featured in a central London showroom, catering to mid- to high-end restaurants and hotels.

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The Role

This is a new role focused on driving sales growth throughout the public sector, in particular hospitals and universities, including contract caterers supplying these channels.

 

Sales

• Drive new business sales opportunities across the customer landscape through effective networking and relationship building including active engagement with potential customers, negotiating, and closing deals.

• Full and ongoing strategic mapping of the sales landscape including procurement patterns and procedures, key stakeholders and influencers, buying and tendering cycles and up to date contact records.

• Drive sales growth through existing distribution partners with relationships within the public sector by identifying opportunities for increased business.

• Engage and promote the product range to relevant public sector customers demonstrating empathy for their operation, the challenges they face and their buying cycles.

• Key attendance at relevant trade bodies and events such as HCA and TUCO.

• Maintain high levels of prospecting activity to consistently grow the sales pipeline.

• Manage sales targets and report on monthly progress.

• Quarterly pipeline/new business forecast and management of the sales funnel process.

• Customer segmentation, ensuring customers are given appropriate support.

• Generation of monthly sales report.

  

Training

• Delivering training to your customers to ensure that they can maximise the benefits that the company product ranges can offer their customers and brand highlighting relevant benefits such as sustainability and nutrition.

• Organise specialist, high-quality training with customers and regional sales colleagues to ensure that customers have good product awareness and support across the range, and that your colleagues will be able to confidently support them in region.

 

Marketing

• Active across social media channels with updates, articles, engagement content etc.

• Maintain a passion for the sector and awareness of key trends, movement of key personnel, openings, refurbs, tendering cycles etc.

• Relationship management with key stakeholders.

• Liaise with colleagues with any ideas for brand partnerships and marketing support.

 

Systems

• Maximise use of internal systems to maintain up to date customer contact details etc. 

 

The Person​​

This is a varied role which will see you work with and grow long-standing relationships with a wide network of people across the public sector and contract caterers. Passion and interest in the sector along with a flair for networking, creating enduring contacts and excelling in consultative solution sales will see you succeed in this role.

 

We are ideally looking for a candidate who can demonstrate excellence in the following:

• Communication -verbal, written and presenting.

• Relationship building and customer service.

• Negotiation and commercial awareness.

• Knowledge and experience of selling to customers in public sector catering and contract catering, or of working operationally within one of these fields.

• Flexibility of approach -able to adapt to a fast-moving business environment.

• The ability to pitch a compelling value proposition, negotiate deals and maintain long-term client relationships including regular follow-ups and support with prospect customers.

• The ability to map out your ‘sales landscape’ using research and analysis to evaluate customer needs and sales opportunities.

• A shared passion for the brand, its aims and objectives and its place within the UK Public Sector Catering sector.