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Job description
Company name: Mitie Total Document Management
Job Title: TDM Business Consultant
Reporting to (position): National Sales Director
Our values and behaviours
An individual’s belief in our values and behaviours is as important as their technical and/or professional know how
which is why our Job Descriptions are written with these in mind.
Excel
•
at service delivery, we must be
the best at everything
Challenge
•
We always ask ourselves, why
do I do it this way? How can I
do this better? What else can I
do?
Inspire
•
Have fun and be passionate
about what you do
Job objectives and responsibilities
General responsibilities:
Developing and winning sales opportunities across the UK. Working closely with the Regional Operation teams to
ensure serviceable quality business is won. Support other MITIE businesses in negotiating bundled and multi service
solutions. Work closely with other parts of theTDM business to develop a consistant approach to sales.
Results/business expectations



Deliver your agreed integrated sales target.
Manage a sales pipeline process to ensure key accounts have regular contact and are up to date on Mitie’s latest
market offerings and innovations.
Integrate successfully with the existing operational team.
Compliance
Ensure all relevant bids are fully compliant with:



Standard Bid and Process (Group)
Contract Review Procedure
Salesforce.com – Details are fully recorded and updated in line with Group requirements
© Mitie 2014 |Geographic Extent: Global |Classification: Mitie confidential when complete
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Main duties
Key result area 1: customer care
Service excellence
 Work with the bid team to ensure all documents comply with group branding standards
 Ensure that Company disciplinary/grievance processes are followed in order to limit the Company’s exposure.
 Attend all relevant courses you are asked to by your line manager.
Quality of staff
 Work closely with your peers and colleagues through the development of open communication, loyalty, pride and
general commitment and desire to perform well.
 Maintain productive, cordial and collaborative relationships with other department heads and Mitie companies in
order to secure service objectives.
 Attend formal, minuted monthly sales team meetings to help foster a sense of team work and enable sharing of best
practice.
Quality systems
 Ensure that clients see continued interest from the business development team post sale so that promises are
delivered on.
 Conduct sales within the business portfolio fully in accordance with the demands of BS EN ISO 9001:2000 as
described in the company quality operating procedures
 Ensure you have received a copy of the Terms and Conditions of Employment and fully read and understood them
 Client sales files are kept properly in order.
Commissioning and added value
 New contracts are mobilised with sales team participation and support.
 The sales team member responsible for the sale meets with the client at least quarterly following the sale. (once off
per sale is envisaged)
Key result area 2: profitability
Cost control
 Ensure the profitable development of the contract portfolio of Mitie tdm by identifying potential business
opportunities and working with the operations/support/finance teams to secure new contracts.
 Sales targets are achieved.
 All quotations are produced via the centrally issued cost model
 Gross margins are within targeted levels.
 No burdensome contractual terms are committed to.
 Work with the operations/finance/support departments in the preparation of tenders.
Key result area 3: training /learning and development
Induction Training
 Comply with Group induction requirements
 Ensure you spend sufficient time with the operations team, focusing on capabilities and key opportunities for growth
within the national sales environment.
Development training
 Demonstrate commitment to constantly improve personal performance by learning new skills and broadening
experience.
 Recognise personal development needs.
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Succession planning
 Demonstrates action to respond to development needs.
 There is evidence of performance feedback to individuals and teams.
Appraisals/assessments
 There is a personal development plan completed and reviewed with your line manager.
Key result area 4: managerial/work performance
Company policy/procedures and health and safety
 Responsible for the preparation of tenders and re-tenders.
 Identify new business opportunitys
 Liaise with other Mitie companies to obtain sales leads.
 Participate in Mitie bundled service bids.
 Administrative procedures are efficiently followed to ensure the speedy and accurate transmission of information
to all levels of staff and customers.
 Manage disciplinary and grievance process promptly by seeking legal advice and in consultation with the HR
Manager
 Tenders are submitted on time.
 All tender files have costing analysis sheets.
 Ensure that all new contracts are mobilized in a planned, timely and effective manner with full regard to TUPE
requirements.
 Required reports are delivered in neat, accurate and timely manner.
 Responsibility within the framework of the company health and safety Policy is understood and operations within
the manager’s control are conducted safely.
Finance invoicing and payroll
 Ensure that all clients invoicing and payroll information is correct and advised to accounts via the nominated system
within 24 hours of notification
Activity targets
 Ensure relevant activity levels are met on a planned period basis.
 Support the organisation in any area that is deemed necessary as required by the Regional Managing Director.
Key result area 5: communication
Meetings
 Monthly meetings with National Sales Director and tdm sales team.
Key result area 6: quality health and safety
ISO9000/2001 compliance
 Maintain the highest professional standards as an employee of Mitie tdm ensuring that a total quality approach is
adopted to work colleagues and clients.
Maintaining corporate image
 Ensure full compliance with both Mitie Group and Mitie tdm regard to health and safety
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Person Specification
 Minimum of three years’ experience selling business services/solutions, ideally with knowledge of the Mitie tdm
business.
 Strong communication skills
 Excellent negotiation and presentation skills
 Positive attitude and pride in achievement of goals
 Sets and demands high standards
 Active team participant
Working within the Mitie values and behaviours
People Mitie is a people business. It’s our people, and their drive to do their jobs to the best of their ability that makes us
different.
Trustworthy How we behave…
We do what we say we will  We treat all colleagues with respect
 We challenge people when they don’t do the right thing
 We welcome advice from anyone that might improve what we do
 We are open and honest
 We think safety and always follow rules for safe working
Helpful How we behave…
We go out of our way to
 We work with each other to achieve the best for clients and for Mitie
make a difference
 We share information to help colleagues succeed
 We build great relationships
 Our first response to requests will always be positive
 We look out for each other, never walking by unsafe actions or situations
Inspiring How we behave…
We help others to be the
 We support and encourage each other to develop
best they can be
 We lead by example
 We set clear expectations
 We listen to and learn from others
 We learn from mistakes and incidents to prevent recurrence
Passion Take our people, add their passion, and you get something really special.
Spirited How we behave…
We give it everything we’ve  We do good things for each other, the environment and the community
got
 We appreciate diversity and encourage it
 We demonstrate team spirit
 We are committed to doing things better and setting new standards in all that we do
 We take pride in what we do and have fun doing it
 We celebrate success and say thank you
Fresh thinking We want our people to find inspiration from skill development and career progression, and enjoy respect
and recognition for a job well done.
Pioneering How we behave…
We do things that excite
 We bring new ideas to the way we do things
and amaze
 We are willing to try new things
 We encourage and support innovation
 We consider things from other peoples’ points of view
 We embrace new thinking and technologies
 We build health and safety into everything we do
Health and Safety responsibilities
 Follow Group and company policies and procedures at all times;
 Report any apparent deficiencies in systems of work or equipment provided that may result in failure of service
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delivery or risk to health and safety or the environment;
Use all work equipment and personal PPE properly and in accordance with training received;
Report any issues or training needs to your Line manager and/or via your divisional incident reporting system;
Note
This job description Is intended to give the post holder an appreciation of the role envisaged for this position and the
range of duties undertaken. Specific tasks and objectives will be agreed with the post holder throughout the period of
employment. The job description may be varied from time to time by the Company to reflect changes in the post holder’s
role and/or the needs of the business.
© Mitie 2014 |Geographic Extent: Global |Classification: Mitie confidential when complete