Regional Business Manager

Company Overview

Ability Projects Limited, part of the Glen Dimplex Heating \& Ventilation (GDHV) division, is the UK market leader in the design, manufacture, and supply of fan coil units, delivering high\-performance HVAC solutions into major commercial developments across the UK and international markets.

With a fully integrated design and manufacturing facility in Poole, Ability combines engineering expertise, in\-house testing capability, and controls integration to support consultants and contractors from concept through to delivery and lifecycle support.

As part of the wider Glen Dimplex Group, the business is now entering a key phase of strategic growth. With expansion into Commercial and Apartment Heat Pump solutions and increasing demand for low\-carbon HVAC systems, Ability is well positioned to capitalise on market change and drive sustained revenue growth over the next 2\-3 years.

This creates a significant opportunity to play a leading role in shaping the next stage of the business, driving commercial performance, strengthening market position, and delivering innovation in a rapidly evolving sector.

Main Purpose of Role

The Area Sales Manager is responsible for delivering a solutions selling approach for Fan Coil products and other GDHV products to maximising the opportunity through our specification route to market. The role will be responsible for understanding the customer requirements and providing the necessary response to include technical advice, product specification, technical submittal or full quotation to fulfil clients’ needs.

The role holder will be responsible engaging and developing with an existing suite of customers including M\&E Consultants, M\&E Contractors, and Main Developers in the Northern Home Counties e.g., Hertfordshire, Bedfordshire, Buckinghamshire \& Berkshire markets.

Key Accountabilities

• Defined territory (Northern Home Counties e.g., Hertfordshire, Bedfordshire, Buckinghamshire \& Berkshire) for Ability Projects sales.


• Responsible for New \& Existing Business Development, qualifying, selling and negotiating final sale to grow the business.


• Liaising and collaborating with a mix of 3rd party sales agents and internal sales colleagues to drive conversions


• Proactively engage with Developers, M\&E consultants, Contractors and Architects to drive the specification of Fan Coil products and solutions.


• Manage effective client relationship through all phases of the sales cycle.


• Nurture and grow new relationships with developers, M\&E Consultants, contractors and architects by attending events, meetings and through the use of social media to grow your network and expand our customer base.


• Provide a consultative solutions sales process to prospects.


• Conduct one\-on\-one and group presentations (CPD’s) within your sales area to a range of customers including Mechanical \& Electrical Engineers, Contractors and Developers.


• Lead the technical development of projects with consultants and contractors, delivering robust and commercially viable selections


• Build and continually enhance capability in controls and HVAC systems


• Responsible for tracking customer information, forecasts and reports.


• Accountable for utilising, developing and maintaining prospect and customer list based on strategic marketing data and other sources for sales leads in our CRM system.


• Keeping the company on a contractually sound footing and maintaining a complete record within our CRM system of any project negotiation up to the point of sale.


• Liaising with the Internal Sales Team on any issue to help them promote accurate sales quotations.


• Required to continually analyse the sales area/market potential and determine the value of existing and prospective customers.


• Effective communication with clients to identify needs and evaluate alternative technical solutions and strategies.


• Any other duties relevant to the role

Essential Criteria

• A successful record dealing with contractors, architects and developers with the ability to engage and influence a sale.


• Proven ability to build new relationships through social media and other external events


• Industry knowledge, wide ranging experience and demonstrable success in achieving and exceeding personal sales targets.


• Good negotiation and customer management skills.


• Good financial acumen and strong commercial awareness.


• Customer focused and driven to exceed excellence.


• Resilient with the capacity to maintain high standards while thriving in a fast\-paced setting.


• Excellent customer service, communication, and interpersonal skills


• Proficiency in Microsoft office tools


• Satisfactory DBS

• A clear understanding of the routes to market that currently exist and to be open to investigating other routes that could be developed as our market reach evolves.

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