About our client
Our client is an international producer of sustainable surface materials made from 100% recycled and recyclable plastic. Their panels are used to create modern-looking, environmentally-conscious furniture and interior/exterior design elements. Each panel is made from a single type of plastic, which can be easily recycled over and over again. In 2022, they delivered panels for 265 projects to clients including Nike, Samsung, Adidas, Karl Lagerfeld, De Bijenkorf, Lush, and well-known architects’ studios such as MVRDV.
With over 60 team members across 4 locations and 2 manufacturing sites, they work with clients all over the world, from Tokyo to San Francisco, to promote sustainability and introduce architects and designers to the distinctive benefits of recycled plastic. As they continue to grow and become the leader in sustainable surface design materials they are looking for a professional, enthusiastic and proactive Sales and Business Development Manager. If you have experience in working with architects, designers, and companies who specify materials for interiors, exteriors, stores, exhibitions, and furniture, this is an excellent opportunity to join an early-stage and expanding international business and to develop your career in a socially positive and fast-growing industry sector. In particular, they have ambitious plans for the US market.
You must be highly proactive in building relationships with leading decision-makers and agents in local markets to raise awareness of their materials and company, provide inspiration and detailed information to prospects, and generate new sales and partnership opportunities. They are looking for a self-sufficient leader who is able to build relationships for a rapidly growing category leader in the sustainable materials market. They aim to develop the existing key markets of Scandinavia, Germany, Italy, and Benelux, and additionally to enter a critical new market where the company will establish new activities.
Key Requirements:
- Experience in working with architects, interior designers, store designers, CMF managers, purchase managers, estimators, and others relevant to the surface/furniture materials markets.
- Understanding of design project stages, the tendering process for selling surface materials, and a precise understanding of how organisations in target market segments operate, their structure, and team configurations.
- 3+ years experience in sales with a proven track record of achieving and growing sales and ideally of expanding into new markets.
- Proactiveness and commercial mindset, with a strong focus on KPIs and targets.
- Hands-on experience with multiple sales techniques, including LinkedIn outbound, video conferencing, and face-to-face meetings.
- Ability to manage own time and activities while consulting with senior management.
- Experience with CRM and office productivity software.
- Excellent negotiation skills and clear and professional communication ability.
- Ability to work with a diverse international team.
- Fluent in English and German.
Key Responsibilities:
- Building a professional network for the company of architects, decision-makers at retail businesses, interior designers, and other stakeholders in design project management, leading to the generation of new prospects and the development of existing accounts into key accounts.
- Looking for companies that have a sustainable approach, and that have the goal of engaging in projects with a sustainable element that can be converted into qualified leads and sales.
- Seeking opportunities to cause the company to be specified for design and build projects; finding relevant tenders, one-off large projects, and rollout programmes.
- Organising meetings with relevant contacts in prospect organisations.
- Negotiating and closing business deals; Sales and Business Development Managers are responsible for negotiating contract terms and closing deals within parameters agreed with senior management. This involves preparing proposals and RFI/RFP responses, presenting offers to clients, and negotiating pricing, terms, and conditions to secure new business opportunities.
- Working with the product development and partnerships teams on bespoke orders and collaborative projects e.g. with architects, designers, furniture manufacturers, and shopfitters.
- Working in close contact with the Sales and Marketing team to analyse and segment the market geographically and by client type. Agreeing on sales, pricing, and discounting strategies with the Sales Team.
- Acting as an ambassador of the company's brand and pro-social values, and positioning its products as premium materials that demonstrate a visible commitment by its clients to the circular economy. Communicating the company’s products and their characteristics accurately to prospects and clients.
- Monitoring industry trends through analysing reports, participating in exhibitions and conferences, and gathering relevant insights for further improvements of the sales process, product offering, pricing, and other important commercial information.
- Cultivating and managing relationships with existing clients, with a particular focus on influential and large clients such as suppliers to national/international retail, hospitality, and commercial real estate development groups.
What they offer:
- The opportunity to work in a fast-growing promising company that provides ample opportunities for growth.
- Building a personal brand as part of supporting sustainability.
- Traveling to the most iconic capitals of the world and centres where projects are created.
- Meeting interesting people who can expand your horizons and allow you to achieve not only commercial success but also help sustainable development.
- As part of business development, attending interesting events with the opportunity to build relationships with key players in the market.
- Cooperating with multinational teams and communicating daily with foreign partners and clients.
- Remote working conditions (some time spent at their facilities and domestica and international travel required).
- A competitive salary and bonus scheme.
- 25 days of paid holiday per year, plus public holidays.