SME New Connection Sales Representative - Gas Networks Ireland

The focus of this senior sales role is to support our client by delivering exceptional sales levels through best in class planning, sales execution, compliance and reporting. As a Sales Representative on behalf of GNI you will demonstrate a winning attitude combined with a sales-focused mindset.

The role will be critical to the implementation of Gas Network Ireland initiatives to extend the natural gas network and increase connection penetration levels on the existing grid. Success in this role requires a flair for building new relationships with people from across both the private and public sector, from business owners to county councillors. Identifying and attending networking events in your territory is a prerequisite of this role. Your quality of research, contact creation and influencing skills will be critical.

Primary Responsibilities:

• Manage a defined geographic territory selling directly to SME (Small Medium Enterprise) customers and public entities (e.g. schools, hospitals)
• Negotiate and secure connections to the Natural Gas Network from customers across the SME and public sector
• Identify and convert connection prospects at industrial / commercial developments, and all other existing commercial energy users.
• Work as part of a high performing sales team, with responsibility for developing key relationships with business owners & commercial end users
• Proactively uncover new connection opportunities within your territory
• Develop extensive knowledge of your territory and build strategic relationships with stakeholders, business contacts and potential customers
• Structured journey planning to maximise efficiency and volume of prospects in the territory
• High quality face to face presentation calls to decision makers
• Day-to-day responsibility for the ongoing timely collection of key marketing and technical data

Functional Responsibilities:

• Develop a clear and accurate list of all non-gas SME opportunities in your territory e.g. retail units, restaurants, hotels, small office buildings
• Convert new connection opportunities into orders through proven sales techniques (strategic and tactical)
• Closely manage sales funnel to ensure opportunities are progressed from initial enquiry to order
• Update all key contacts in the CRM (MS Dynamics) and ensure detailed information is logged for each contact
• Develop and document a clear strategy to grow the number of new connections in your territory
• Ensure all activities are completed safely and compliantly and in accordance with training provided on internal and external compliance and H&S guidelines
• Undertake any other reasonable duties and responsibilities as instructed by your line manager
• Achieve and seek to exceed agreed sale targets

Qualifications:

• 5 years sales experience
• Demonstrable experience of stakeholder experience and relationship building
• Strong presentation skills; power point will be used extensively
• Confident business writing skills are critical
• Technical competence
• Familiarity with relevant industry connections policies & procedures
• Experience working with Microsoft products e.g. Word and Outlook, Excel, Powerpoint

Essential:

• Strong focus on results and achieving targets monthly, quarterly and annually
• Strong interpersonal and communication skills
• Work on own initiative and continually seek ways to improve sales performance
• Positive mindset interacting with customers, colleagues and the client
• Teamwork oriented individual able to share best practice and add to positive team culture
• Strong analysis and judgement skills to prioritise and focus on best opportunities
• Self-motivation and drive to deliver consistent results
• Demonstrate a belief in the importance of the customer and a willingness to meet and exceed customer expectations
• Full driving licence

Desirable:

• F2F sales experience within the energy / utility market
• Understanding of the GNI portfolio and wider Irish energy market
• Awareness of the Irish Business Arena at local and national levels to maintain pipeline
• Experience with a CRM tool

Communication Skills:

• Excellent communication and interpersonal skills to create and build positive customer relationships
• Strong written skills for preparing proposals to customers and feedback to management/client

Package/ Benefits:

• Excellent basic salary – €40,000
• Performance bonus – €10,000
• Company Car
• Uncapped commission structure
• Fuel card
• Chromebook & mobile phone
• Daily expenses (lunch, parking and tolls)
• Business hours 9-5 Monday to Friday
• Career development and progression (92% of our Managers are recruited from within)

Measures of Success:

• 100% KPI achievement quarterly
• Sales volume
• Competency KPIs
• 100% accuracy of data capture, CRM management and sales entry submission
• On time reporting of activity, sales, leads and pipeline as required
• Be identified as a positive and influential member of the sales Team through client and management feedback
• Identify and communicate one new or improved way of working each quarter which will add value to the client and/or improve CPM ways of working