IWS Group is a fast-growing family of specialist industrial product owners and service companies, each of which are market-leaders in their niche. The Group’s range of products and solutions cover workplace safety, impact protection, racking & shelving, recycling, 5S and visual communications, primarily serving the warehousing, logistics and material handling industry, with full turnkey services and a network of distributors across Europe and beyond.

The Rack Group Ltd

Rack Group has been established for over 40 years as the UK’s leading pallet racking repair and maintenance professionals. The Rack Group name is synonymous within the industrial storage equipment industry for its continued mission to improve all aspects of safety associated with racking inspections, racking maintenance and racking protection. Over the years we have worked with the biggest names in retail to create bespoke racking repair systems and methods of keeping costs to an absolute minimum. The Rack Groups expertise and dedication to enhancing all safety aspects associated with the use of storage equipment have resulted in a service that meets and, where possible, exceeds the recommendations laid out in European Standards and SEMA guidelines for pallet racking safety.

Rack Group is looking for a skilled Key Account Manager to oversee a portfolio of clients and large projects. The role will involve creating and expanding customer relationships by proposing solutions that meet their requirements and objectives.

Although based in South Yorkshire, Rack Group's customer portfolio is nationwide and we are open to candidates from anywhere in the UK.

The role of a Key Account Manager will be to sell/promote a range of leading products and equipment within the pallet racking industry, whilst managing high valued accounts. The Key Account Manager is responsible for building relationships with customers, quoting, finding the best customer solution and developing long term revenue.

All projects are to be carried out according to current health and safety regulations, using specific customer requirements where needed. This role will involve working alongside members of the Rack Group team and with the company’s approved subcontractors.

The company is dedicated to the development and career progression of its employees, therefore this role will be perfect for a candidate looking to take that next step within their sales/racking career.

Responsibilities

• Develop and maintain customer accounts through sales and effective communication, acting as the lead point of contact for all sale matters.
• Complete on-site customer visits to build on working relationships and gain information for the processing of quotations/projects.
• Prepare quotations/estimations for customers making recommendations based on company product knowledge, systems of work and installation techniques.
• Work alongside Project Managers to identify opportunities to optimise project delivery through the allocation of resources, ensuring plans are realistic, achievable and within budget.
• Manage the impact and costs of scope changes and variations.
• Create and maintain auditable trails of detailed project documentation and measurable data.
• Monitor and analyse data to produce regular updates and report on progress of sales pipeline against targets agreed.
• Schedule weekly project review meetings to review SLA’s and KPI’s.
• Support the wider Sales team with technical information as and when required.
• Maintain commercial awareness of our key markets, competitor products, pricing and service offerings, and review regularly with key stakeholders with a view to ensuring our offer/range meets our clients demands.

Known Challenges

• Developing an understanding of the company and the industry in which it operates, and the challenges that it faces from internal and external factors relating to projects.
• Fluctuating and short lead times for quotations.
• Internal processes to include the Business Central system.

Success Management

• Build and maintain effective customer working relationships.
• Weekly/monthly reporting on sales growth and opportunity, to include quote volume.
• Meet or exceed customer’s expectations on delivery of project deadlines.
• Project completion within budget and targets.
• Maintenance of auditable documentation trails.
• Engagement with the Rack Group team, to include the project delivery team and subcontractors to ensure timely completion of projects.
• Demonstration of continuous improvement.

Education

Essential:

• Sales Experience
• Storage Equipment Technical Knowledge

Desirable:

• Health & Safety Qualification
• SMSTS
• Project or Account Management Experience
• Engineering or technical qualification
• CAD Design certification

Skills, Knowledge & Experience

• Able to prioritise, develop work schedule, and influence others to achieve results.
• Exemplary communication and customer engagement skills.
• Collaborate effectively with others to ensure business improvements and efficiency.
• Knowledge of H&S regulations relevant to the industrial storage equipment industry.
• Knowledge and understanding of products, systems of work, installation techniques and construction basics within the industry.
• Minimum 2 years of experience within a relevant sales field.
• Management experience within the warehouse/storage industry.
• Project Management experience, to include use of scheduling tools and interpretation of CAD designs/warehouse layout.
• Experience delivering customer focused solutions.

Aptitudes/Attributes:

• Capable of working to challenging deadlines and managing multiple tasks efficiently.
• Initiative-taking, hands-on, can-do attitude.
• Able to work independently and autonomously when required.
• A result orientated problem solver.
• Diligent, tenacious, persistent, and balanced.
• Able to articulate technical information to both technical and non-technical audiences.
• Establish and maintain effective working relationships, using communication skills.

Now part of the rapidly growing IWS Group of companies, investment is being made in people, systems and expanding the service offering for an ambitious period of growth. This is an exciting time to be joining the team. In return for your commitment to a 40 hour working week (usually Monday to Friday), we offer a competitive salary (based on skill & experience) in addition to the following benefits:

• 23 days holiday (rising to 25 after 5 years’ service)
• Health Care Cash Plan (after completion of probation)
• Company sick pay support scheme (after completion of probation)
• Employee Assistance Programme (including 1:1 counselling)
• Group Life Assurance – 2x annual salary (after 5 years’ service)
• PERKS retailer discount scheme