Guy Cooper

Role Overview -

Enhancing growth of the Thomas Dudley plumbing and bathroom product range, through relationship development with merchants, manufacturers, and retailers across South East and London.

A strong focus is in retaining, developing, and growing existing business, with a responsibility to identify new business opportunities, understanding customer requirements at both local and corporate level.

I pride myself on taking full ownership & responsibility of my territory, ensuring a high level of professionalism at all times. I take great satisfaction in building meaningful relationships which I feel are a vital element in supporting my success across all the key requirements and KPI's within my role.

Key responsibilities:

• Working proactively with my portfolio of customers, with a planned schedule of visits
• Delivery of revenue targets (turnover & growth)
• Fostering meaningful customer relationships, with ‘adding value' a priority where possible
• Using reports & information to keep customers informed, resulting in more meaningful meetings
• Working in partnership with my internal Commercial & Sales Support teams to develop a clear sales strategy
• Provide timely management reports including pipelines, revenue, performance against set targets
• To identify, create & maintain Key Account Plans
• Support tender & contract renewal activity
• Demonstrating & supporting companies core values: Teamwork, Partnership & Family
• Utilising CRM to ensure accurate data that is beneficial to both myself & business

Role Overview -

Working with manufacturers, retailers and distributors within kitchens, bedrooms, bathrooms, office and shop fitter/ general cabinet makers.

My role involves building up accounts through both turnover & margin, via our core range of products. Targeting new accounts of all sizes and following through the sales process to successfully win new business is also of high importance in my role. My relationships with the decision makers include owners, buyers, specifiers, designers etc.

Despite the post COVID challenges within the KBB industry I was still able to show growth on both turnover & margin across my area, which is something I am very proud of.

Key responsibilities:

• Increase turnover and achieve targets as per company forecast
• Improve GP margins as per company forecast
• Target & acquire Key Accounts
• Develop both new & existing accounts
• Adopting both a consultative & solution-based approach
• Developing long term customer relationships
• Adding ‘value' to existing customers accounts through upgrades/ upselling opportunities
• Full understanding of the typical sales cycle
• Overcoming objections to change supplier
• The use of beneficial/ competent questioning techniques
• Employing regular face to face, phone & video meetings
• Ensuring monthly reporting expectations are met
• Utilising both CRM & SAP to ensure accurate data that is beneficial to both myself & business

Key responsibilities:

• Increase turnover and achieve targets as per company forecast (12% over target)
• Achieve and improve GP margins as per company forecast (6% over target)
• Generating new business and additional revenue streams
• Being pro-active with my area management to ensure new customer growth
• Showing effective & flexible communication skills
• Possessing strong negotiation competencies
• Offering ‘solution' based selling
• Arranging & attending meetings with clients/ decision makers
• Effective reporting and route planning
• Challenging any objections with a view to getting the customer to buy

Key responsibilities:

• Ensuring my team delivers a consistent high level of quality and quantity
• Reviewing sales performance, aiming to meet or exceed targets
• Identify training needs for sales advisors
• Prioritise my own and team's workload according to business requirements, KPI's and SLA's within set time frames.
• Implemented effective sales techniques leading to better conversion rates.
• Recording sales performance and sending copies to my direct reports
• Analysed market trends to adjust our sales approach accordingly.
• Improved team morale by implementing weekly meetings and goal-setting sessions.
• Promote a working environment in line with the operational business targets, requirements and values.
• Ensure that my team are aware of and adhere to all compliance guidelines, policies and procedures

Key responsibilities:

• Managing & controlling a portfolio of clients of approx. 250
• Managing credit control activities to prevent late payments
• Coordinated with sales teams for improved credit control practices.
• Performed credit control duties diligently, minimising bad debt within the organisation.
• Negotiating payment plans
• Managing the sales ledger
• Met company targets by ensuring adherence to credit control procedures and guidelines.
• Reconciling accounts
• Developing and maintaining customer relationships