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					             No Agencies Please


POSITION:             Account Manager - North

CONTACTS:             Paul Mason MD

ADDRESS:             DataScan House
                     Harris Business Park
                     Hanbury Road
                     Stoke Prior
                    B60 4BD

TELEPHONE:            +44 (0) 1527 839010



DATE:                 September 2006


 1               Company Details

 2               Index

 3               Company Information

 4-5             Job Specification

 6               Person Specification

 7               Key Tasks

 8               Competency Profile

 9               Remuneration Package

                                COMPANY INFORMATION
The Company

•   DataScan Systems Ltd was established in March 1997.

•   They focus on developing solutions utilizing Auto ID technology, including portable data terminals,
    hand held devices, unattended scanning devices and RF-ID.

•   DataScan have formed strategic alliances with several equipment manufacturers including
    Datalogic and Handheld Products (bar code readers) and Escort Memory Systems and Alien
    Technologies (RFID).

•   They sell into a number of markets including, industrial, automotive, manufacturing and retail and
    their current clients include Birthdays, BMW UK Ltd, Clark’s Shoes, Dell Computers, Ford Motor
    Co, Herman Miller Ltd, Jaguar Cars Ltd to name but a few.

•   DataScan’s specialist expertise lies in the deep understanding of the integration of Programmable
    Logic Controllers, which form the heart of many control systems.

•   They have a turnover of £1.8 million and employ circa 12 people in the UK, which is growing
    rapidly as their proposition becomes widely recognized and accepted as successful and cost

•   A technologically led business that is solution orientated, and built around the sales of concepts to
    the needs of the client, an open and learning organization DataScan have an exciting and
    prosperous future ahead of them.

                                  JOB SPECIFICATION
              Account Manager- Industrial Sales Team – Northern Area
Reports to:                    Managing Director

Responsible for:               The sales of fixed barcode scanning (USS) systems and RFID
                               products and services to new and existing customers in the north of
                               England and Scotland

Job Purpose:

•      To manage relationships with existing customers
•      To manage the liaisons with prospect customers and systems integrators
•      Contribute to the development of DataScan Systems Ltd Database
•      Assisting the technical products to prospect customers
•      Assisting customers with technical solutions
•      To assist the company develop its approach and strategy towards RFID

Key Accountabilities:

•      Management and development of specific accounts
•      Achievement of budget
•      Ongoing development of policies and procedures relevant to sales and the business as it
       continues to grow and change
•      Optimisation of market opportunities
•      Optimisation of profit opportunities

Main Responsibilities:

Product and Technical      -   To be seen as the technical lead and project genuine credibility to
Knowledge                      the customer base in the representation of DataScan’s product and
                               service capabilities.

Planning and Organising -    Optimise opportunities through professional and structured planning.
                        -    Oversee the appropriate level of reporting in a timely and professional
                             manner across the business on a “No-surprises” basis.
                           - To ensure best practice sales procedures are
                           maintained at all times through an open and honest style.

Sales Leadership           -   Demonstrable networker, including internal and external contacts
                           -   Constantly analyse self-performance against agreed objectives to
                               achieve continuous improvements in the achievement of targets.

                            -   Knowledge leader in terms of the business cycles, corporate
                                governance and organizational opportunities

Market Research             -   Direct structured research on existing and potential market areas.
                            -   Understand the movements in competitor activity and the market in

Improvement                 -   Ensure Objective based targets are exceeded at all levels.
                            -   Ensure the capabilities of self are developed through constant
                                analysis, team working and the sharing of best practice.

Communications              -   To ensure good, open communications are established and
                                maintained at all times
                            -   To develop formal and informal communications at all levels of
                                sales, service and operations.
                            -   To network to the highest effect internally and within the industry.

Key Performance Indicators:

•   Customer Satisfaction
•   Sales Growth
•   Customer Retention/ Account Value Growth
•   Achievement of Key New Sales Wins
•   Achievement of Budgeted Sales and Margin

Typical Decisions:

•   Identification of opportunities to take to market.
•   Setting personal objectives.
•   Agree and gaining commitment to Business Development Plans
•   New business targets, prospects/suspects.

Summary of Sales Capabilities/Competencies:

•   Systematic networker.
•   Visible and infectious drive.
•   Customer focussed solutions provider.
•   Product knowledge (at a technical level).
•   Cohesive team player
•   Achieve ‘Finger on the pulse’ knowledge of industry developments.

Summary of Behavioural Capabilities/Competencies:

•   Demonstrable presence.
•   Natural Communicator and articulate presenter
•   Problem solving and innovation.
•   Planning and organising.
•   Customer service.
•   Achievement orientation.

                               PERSON SPECIFICATION

Essential Professional Qualities

•   Minimum of HND with a Degree qualification as a preference.
•   Impressive professional credentials.
•   One year sales experience as a minimum, preferably in a solution led engineering role or working
    with system integrators.
•   Previous experience of full product customer solutions and service.
•   Proven track record in a fast moving environment.

Preferred Professional Qualities

•   Further qualifications and memberships.
•   Instantly credible with the presence to develop relationships, probably with a background in either
    Operations or Business Development

Essential Personal Drivers

•   Focused career professional.
•   Competitor with the highest personal demands and standards.
•   Visible desire to be the leader of the business.
•   A mentality for partnership and service
•   Demonstrable passion for customer service excellence
•   Shares success and leads the celebration in the success of others
•   Visibly demonstrates the ethos of coming to work for enjoyment
•   Highly developed business networking and development skills with evidence in support.
•   Operates to the highest professional and personal standards.
•   Positive and effective team player.

                                           KEY TASKS

DataScan Systems Ltd as a whole is committed to the value of a thorough and comprehensive
induction for all new employees. Whilst this is important in any business, it is more so in this role. In
considering DataScan, one should consider the scope of the opportunity presented in spearheading
the drive of this UK business into the identified sectors. Therefore the successful candidate will need
to capitalize on every opportunity to broaden their understanding of the wider business, the people
involved, the capability that they represent. Similarly, DataScan is open to the opportunities that are
created by new ways of working brought to it by new employees from outside the business.

The following reflect the individual, broad based items that combine to define the role, the standards
required, and the measurements of success:

Key Task 1:               Familiarise them self with organisation, products and customers of
                          DataScan. This should take into account the background of the successful
                          candidate and the experience of their previous business that may lead to
                          new ways of working

Output:                   Achieve an informal audit of the business, its position in the market and
                          opportunities and provide a discussion document for consideration within 1

Key Task 2:               Work with UK Management to define an ongoing sales strategy.

Output:                   Provide formal Sales and customer review (current and potential) document
                          for discussion within 3 months.

Key Task 3:               Work with the Sales Manager to enhance the sales strategy to include a
                          review of sales structure, KPI’s, SLA’s, and any general improvements that
                          could be made.

Output:                   Devise a document of analysis for discussion within 6months.

Key Task 4:               Develop particular target accounts and win through tenacious attitude.

Output:                   Have a number of agreed pitches/ presentations tied down within 6 months.


                                           Account Manager

NEGOTIATING                     Definition: Effectively manage opinion, and attitude and lead the culture within
INFLUENCE AND                   the business
                                Examples of Performance and Behaviour:
Level Required: Seen            • Gains the support of peers and team members for new opportunities
within the business as a        • Fosters effective long term relationships
focal point and as the          • Networks at all times
trusted source of fact          • Communicates ideas to gain buy-in from the project teams
                                • Seen as an “open door” and always approachable
PLANNING AND                    Definition: Plans, organises and delivers approved targets on time
                    Examples of Performance and Behaviour:
                    • Able to be constructive in delivery
Level Required: Able to
                    • Able to create achievable plans and communicate the goals at all levels
fully utilise the autonomy
                    • Set up and monitor business development achievement measures
that this role commands
                    • Delivers all reporting to the highest standards of professionalism and in a
and be seen to be a role
model within the business
                        timely manner
DEVELOPING SELF AND Definition: Adopts an effective but flexible style to identify and improve the
THE TEAM            capabilities of self

Level Required: Able to     Examples of Performance and Behaviour:
deliver year on year growth • Achieves clear medium and long term goals
                            • Recognises the need for new skills.
ENTHUSIASM                  Definition: Able to inject pace, pride and professionalism into the organisation

Level Required:                 Examples of Performance and Behaviour:
Passionate customer             • Believes passionately in the key issues of the role
service champion with an        • Determined to succeed
infectious enthusiasm that      • Dynamic
spills over into all sections   • Unflagging energy in business development
of the business
BUSINESS                     Definition: Exudes the charisma and presence to be viewed by clients as a
DEVELOPMENT AND              solutions provider and someone with whom they wish to do business
                             Examples of Performance and Behaviour:
Level Required: Able to • Gains commitment and trust to work in partnership with clients
translate business           • Demonstrates ability to network strategically to maximise opportunities
opportunities to profitable • Be viewed as a successful solutions provider
activity in new and existing • Achieve above plan results

                   REMUNERATION PACKAGE

•   Salary Range   £30-35K basic OTE £46K

•   Bonus          Uncapped

•   Car             £400 per month car allowance

•   Benefits       Executive Benefits

•   Relocation     n/a


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