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Job Title

Inside Sales Coordinator (REF: BH-IS-Apr 2018)


London Heathrow - Harmondsworth


Title - Inside Sales Coordinator

Department - Customer Solutions

Location - LHR

Conditions - Full time M-F (40 hours)


The Inside Sales Coordinator is responsible for growing revenue with customers requesting One Day Quotes (ODQs) and cold calling dormant customer accounts who have not traded with B&H in the last twelve months.

Main Role Accountabilities
1. One Day Quote Management (ODQ)

· Ensure that all quotes are generated on time (within the agreed timeframes of the SOP).

· Ensure that all ODQ responses have the correct level of profit margin balanced with pricing to win.

· Ensure that all quotes are generated in the correct manner and through the quoting system.

· Ensure that all quotes are followed up within the agreed SOP timeframe to drive rapid conversion to confirmed jobs.

· Ensure that all customers feel that their business is important to B&H.

· Ensure all margins are appropriate for scale and history of customer/opportunity.

· Ensure that appropriate internal team is involved for complex and significant opportunities

· Work with other B&H offices to gather costs and build ODQs

· Work with multiple suppliers to gain the best price for service to meet the customers service levels

· Work with Operations and the Inside Sales team to understand expected service levels B&H provide to their customers

2.Quote Log Quality and Compliance Management

· Develop (as applicable) & maintain an up to date log of all quotes through the quoting system.

· Analyse the log to track success rate.

· Follow up quotes and identify reasons for success and  failure.

· Develop root cause analysis for failure and develop strategy to improve.

· Analyse data and Identify customers who may benefit from having contracted rates with B&H versus consistently requesting quotes.

· Log all incoming enquiries and quotes.

· Ensure all quotes are followed up with 2 hours.

· Pass any potential leads to Customer Solutions teams to progress globally.

· Assist the Inside Sales Manager to analyse and report on trends, successful and unsuccessful, recommend actions required.

3.Account Management Support

· Review all ODQs accounts ) and identify customer trading trends.

· Develop a plan to re-engage with dormant customer accounts who no longer ship with B&H by identifying reasons, actioning plans to overcome objections and build relationships to convert these customers back to shipping with B&H.

· Develop a plan to further penetrate customers within the B&H who are still shipping with B&H but who have either declined over the previous period or who utilise B&H services for a small portion of their overall logistics spend.

· Utilise the approved CRM system for all customer contact to the same level required of the Customer Solutions Managers for all customers.

4.Contract Management
· Ensure that all the necessary documentation and uploads on the system are completed by account and in the required timeframes

5.Pricing Administration
· Develop centralised EMEA Pricing administration within the Inside Sales Team.

· Develop and manage central database for costing for lanes across products.

· Manage RFQ requests from Customer Solutions Managers and coordinate the pricing response with the EMEA operations teams.

· Work with multiple suppliers to gather net costs for small and larger tenders.

Personal Attributes

- Customer focussed

- Flexible

- Attention to detail

Key Skills and Attributes

- Have experience gathering supplier costs and producing quotes within the aerospace logistics industry through previous operational or inside sales positions.

- Proven understanding of AOG services vs. critical and routine services.

- Work pro-actively using own initiative.

- Proven communication skills both written and verbal.

- Previous experience dealing with varied customer base and building strong relations

- Ability to consider several possible options and decide on most appropriate method.

- Possess appropriate IT skills.

- Excellent process and planning skills.

- Be persistent, tenacious and determined to win new business.

- Strong commercial awareness, understands impact of actions.

Qualifications and Experience
- Solid background in UK Customs law and procedures

- Sound knowledge of Word, PP, Excel. Project management software an advantage.

- Dangerous Goods Compliant

Interested? Scroll down to complete our application form.

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