Summary
Overview
Work history
Education
Skills
Interests
Languages
Timeline
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John Miller

John Miller

Warrington,Cheshire

Summary

Ambitious sales engineer offers 18 years record of sales success. Drives sales with personable communication and negotiation skills. Pragmatic deal-closer with mastery of customer service and relationship management software.

Overview

32
32
years of professional experience

Work history

Ability Lifts Ltd
  • Distributors of Vertical and Inclined Platform Lifts.

TERRY LIFTS Ltd
  • Manufacturers of Through Floor and Platform Lift Applications.

Technical Sales Manager

Northern UK
03.2022 - Current
  • Managing the North of England territory, Act as a technical resource on the company's products with a responsibility for developing an in depth understanding of potential customers needs and provide technical advice to support their requirements
  • Consistently achieve and exceed territory sales targets and kpi‘s, by applying Consultative Selling techniques
  • Increase market share within allocated geographical region by 20% through upselling, cross-selling & development of new accounts to ensure maximum profitability
  • Management of own diary, working from home on a Monday and Friday - booking in appointments, preparing quotations and following up on live quotes, recording all outcomes on CRM system
  • Conduct site surveys 3 days a week, specifically visiting new potential clients, advising on the company's range of products and completing product presentations
  • Identify new business opportunities through internal enquiries and ABI web portal to develop and increase regional portfolio
  • Manage and develop existing portfolio through regular telephone, email, teams and face to face contact
  • Manage and forecast a 3-month pipeline on CRM system, contributing to the development of the overall sales plan for the region
  • Manage the entire sales process, from solution design, estimating through to proposal and commercial negotiation, ensuring alignment with client expectations
  • Support Managing Director to Develop and implement a comprehensive sales strategy to achieve sales targets and expand market presence within designated terrority
  • Prepare and present monthly sales forecasts, reports, and market analysis to senior management
  • Stay abreast of industry trends, competitor activities, and market developments to identify new business opportunities and potential challenges

Sales Engineer

Wittur UK Ltd
08.2020 - 02.2022
  • Manufacturers of Lift Parts and Modernization Applications
  • Provided in-depth technical knowledge and advise on the company's product portfolio to customers, demonstrating a deep understanding of their specific needs
  • Developed and implement effective sales strategy to achieve revenue targets, identifying opportunities for upselling and cross-selling
  • Prepared and presented compelling technical proposals that showcased the value of the company's products in enhancing the performance of the clients equipment
  • Built and maintained strong relationships with clients in the construction, engineering and lift industries
  • Stayed abreast of industry trends, competitor activities, and market developments to identify new business opportunities and potential challenges
  • Worked closely with internal teams, including engineering and operations, to ensure seamless communication and delivery of high-quality service
  • Carried out site surveys of existing client's equipment, recording all operating parameters and key data to allow for an accurate proposal to be generated
  • Liaised with engineering team regarding any design changes or technical enquiries on potential sales or orders won
  • Responsible for logging orders won on the factory/company ERP system, raising purchase requisitions for the additional non package items with local suppliers
  • Provided Customer and Colleague support via phone, email, and site visits
  • Supported customer base with technical information on mechanical, electrical, and spare part enquiries
  • Provided technical training to Internal Colleagues and Customers.

Technical Sales Engineer

Northwest UK
04.2018 - 07.2020
  • Consistently exceeded territory sales targets by applying Consultive Selling techniques
  • Developed and maintained effective business relationships, at all levels to influence purchasing decisions
  • Developed profiles of key accounts to identify key decision makers
  • Formulated and recommend pricing strategies with management for key accounts
  • Explored new business opportunities through internal leads and identified new prospects through use of Glenigans Online Software
  • Carried out detailed surveys at client's premises (Public and Domestic) and prepared technical drawings (CAD) for submission for Client's approval
  • Prepared quotations utilising Terry Lifts internal Software system and Aritco AOS software
  • Provided, built, and maintained excellent client relationships through utilisation of company's CRM tool
  • (Pipedrive)
  • Continuously provided feedback on customer trends and market feedback to management via monthly sales reports
  • Compiled weekly site visit plans and monthly pipeline report
  • Conducted Pre-Installation site visits and liaised with Customers so as to ensure sites where 100% ready for first time installation
  • Identified changes to the scope of work and liaised with Internal Installation Department, Customers Main Contractors, and Client if any amendments where required
  • Ensured that Commissioning and Testing phases of each project where successfully implemented
  • Audited quality of workmanship of installation sub-contractors on a regular basis for quality and consistency
  • Represented Company at UK trade shows, exhibitions, and industry events, promoting companies products and fostering business relationships
  • Ensured that the company's obligations relating to installation are satisfied regarding all Health and Safety and other statutory regulations.

Sales / Operations Manager

MI Lifts Ltd
02.2006 - 11.2017
  • Sales and Installation of Passenger and Platform Lift Solutions
  • Was Responsible to build and develop new business opportunities throughout Sub Sharan Africa
  • Consulted with Architects, Building Contractors, Construction Companies and Building Engineers to determine product requirements and advised accordingly
  • Responsible to Develop strategic and operational sales plans
  • Identified target markets and established successful plans to develop them
  • Increased sales revenue by 30% by utilising existing and potential customers to sell Service Level Agreements
  • Educated customers about the benefits of the service agreements and Preventative Maintenance Contracts, highlighting the savings they can bring to their operations
  • Collaborated with the operations team to develop and deliver tailored service proposals and presentations to customers
  • Negotiated customer contracts including pricing and terms and conditions
  • Provide regular reports and updates to senior management on sales activities, customer feedback, and market trends
  • Conducted site surveys and interpreted CAD drawings
  • On winning of new business, was responsible to coordinate transportation and logistics to site as to ensure smooth delivery to meet the client's expectations
  • Responsible for the Coordination of workshop and field technical operations
  • Provide Customer and Colleague Technical support via phone, email, and site visits
  • Support customer base with technical information on mechanical, electrical, and spare part enquiries
  • Carried out yearly performance appraisals and skills analysis to determine Engineer training needs
  • Ensure that the company's obligations relating to all Health and Safety and other statutory regulations are met
  • Attend industry conferences, trade shows, and events to promote the company's products and service offerings and network with potential customers.

Sales / Operations Manager

Geneva Printotek (Pty) Ltd
01.1992 - 10.2005
  • Sales, Installation and Service of Office Automation Equipment, Selected Contributions
  • Responsible for developing revenue streams from sales and servicing of HP, Lexmark, Brother, Kyocera and Epson printers
  • Actively participated in the day-to-day management of the business
  • Responsible for Annual Sales and Service Budget of R13 million
  • Ongoing communication with clients to inform them of on the status and condition of their repairs and to assist them to budget for future repairs and upgrades
  • Identifying opportunities for repairs, submitting quotations, and booking repair sales in line with monthly and annual repair sales targets
  • Setting annual and monthly targets for Field Engineers, assigning service routes to engineers, monitoring weekly service completion, authorizing stand-by and overtime
  • Coordinated workshop and field operations
  • Carried out yearly performance appraisals and skills analysis to determine training needs
  • Responsible for Ensuring Business strategies were implemented effectively and efficiently
  • Responsible for the resolution of quality problems and corrective actions in the workshop and field
  • Responsible for planning and delivering integrated management solutions within the Company
  • Attend workshops, trade shows, and seminars to keep up to date on changes in the industry
  • Responsible for the procurement of all spares required by the business, locally and internationally
  • Controlling the sale / renewal of service level agreements
  • Increased the Service portfolio of the Company by regaining lost revenue and acquiring work from competitors.

Education

HND - Electrical Engineering

Technical Person to Management - undefined

Diploma - undefined

Certificate in Business Contracts and Service Level Agreements Sales Essentials Training Certificate in Applying SHE Principles & Procedures Health and Safety Certification. Short Course in Project Management Theory and Calculation of Contract price adjustments. - undefined

Skills

  • Honest, collaborative & transparent team player
  • Strong analytical and problem-solving skills
  • Communicative, articulate and customer service orientated
  • Excellent presentation, organisational, planning and time management skills
  • Excellent communication skills, both oral and written
  • Good commercial awareness
  • Can do attitude
  • Excellent IT Skills, proficient in the use of MS Office and CRM Systems
  • B2B Field Sales Experience

Interests

Hobbies: , Golf 5 | Page

Languages

English
Fluent

Timeline

Technical Sales Manager

Northern UK
03.2022 - Current

Sales Engineer

Wittur UK Ltd
08.2020 - 02.2022

Technical Sales Engineer

Northwest UK
04.2018 - 07.2020

Sales / Operations Manager

MI Lifts Ltd
02.2006 - 11.2017

Sales / Operations Manager

Geneva Printotek (Pty) Ltd
01.1992 - 10.2005

Ability Lifts Ltd

TERRY LIFTS Ltd

HND - Electrical Engineering

Technical Person to Management - undefined

Diploma - undefined

Certificate in Business Contracts and Service Level Agreements Sales Essentials Training Certificate in Applying SHE Principles & Procedures Health and Safety Certification. Short Course in Project Management Theory and Calculation of Contract price adjustments. - undefined

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John Miller