A day in the life of a Technical Sales Consultant – selling Swiftclean’s Legionella services
We caught up with our Southern-based Technical Sales Consultant for Legionella services, Aaron Whiting, to find out what his typical day might look like – spoiler alert, it can involve bribing colleagues with doughnuts!
Aaron starts the day at sunrise – sometimes you’ll find him in the gym at 5 am, and sometimes it’s a little more of a relaxed start.
“I do like an early start, and usually that means dipping straight into work; first things first – coffee machine switched on, initial email check whilst in my pyjamas, flagging my emails, which then essentially creates my to-do list for the morning.”
Then, if working from home, following breakfast, it’s getting ready; starting up the Spotify playlist (the cheesier the music the better is Aaron’s preference!), settling in to send out emails, phoning team members and catching up with them.
Aaron adds, “Client phone calls punctuate the day, and because we are dealing with water – this can take over as a priority depending on the urgency.”
‘The Aquamen’ (as they call themselves) are the water sales team – David Randlesome (National Sales Manager for Legionella services) heads up the team; Aaron says:
“We’re a close-knit team, we are always communicating via Teams chat, it’s a great camaraderie between each other. At present there are three in the team so it’s a small team, currently looking for a fourth member! There’s great camaraderie between the team and the focus is always supporting each other and their clients”.
Aaron, who started with Swiftclean nearly 6 months ago, says:
“Swiftclean has always offered me a lot of support, I was essentially stepping into a role I have never done before, in the water hygiene industry. I am a plumber by trade, so I was a water hygiene remedial engineer previously, with a sales background prior to that. I have also been involved in facilities management which has been a great help for this role, enabling me to have a broad skill set. My job enables me to do all the things I love, it’s a niche role; selling; water hygiene – and facilities management.”
He goes on to say,
“I didn’t know this industry existed until four years ago. I was an unknown quantity – I talked a good talk in the interview. I wouldn’t be where I am without the support of Swiftclean and David.”
Within a short time, Aaron has become the go-to guy. Even if some of his conversations are not always work-based, they are always about support – using each other’s strengths and collaborating.
He continues by saying that he does have a lot of freedom in this role, but it’s up to him to use that freedom in the right way, and not take advantage. It’s about being open and honest, keeping his work diary visible, so colleagues can see his diary, and his choice to be as flexible as he is – with time blocked out for a personal appointment one day for example, but around clients’ meetings the next day when he worked from 7 am – until 7 pm.
Sometimes, if a client is allocated to him but is nearer in location to another member of the water team, they will look after that customer, and vice-versa to be more efficient with their workdays.
“We do have individual targets, but we also understand we are one team and pushing for the same thing,” says Aaron.
Although the team jump on and off Teams calls, there is also a weekly catch-up meeting on a Monday afternoon where they discuss the team target, as the main focus.
Continuing with describing his working day, Aaron’s tasks then change (following an important mid-morning snack!) – it’s back to the laptop, where he starts working on the Swiftclean CRM system. This involves reviewing remedial quotes, usually processed by our Apprentice Water Administrator, Ryder, and Aaron quotes the more complex work. It’s something Aaron really enjoys getting his teeth stuck into – something a bit meatier.
Aaron normally books in client meetings, grouping two or three in one trip, and taking marketing material/business cards etc. He starts by saying that the cost of a free site survey is the client having their kettle on! Site surveys include having a conversation about what’s happened in the past, what the client wants going forward, and how we can help them. If you are interested in booking a site survey with one of our regional team members, please email us on info@swiftclean.co.uk.
Aaron adds that if he goes to see a client on an industrial estate, for example, he will call into neighbouring businesses’ “I advise that we are looking after a client in the area and ask for details of the person who looks after their water services. Even whilst I’m out walking, in my local area, I’m prospecting.” Aaron is currently out and about doing a lot of walking in training for his Three Peaks Challenge, to raise money for United Against Dementia.
A Visit to HQ
A day in the office, in Southend-on-Sea at Headquarters, is a different day plan for Aaron, he says, “I am the guy buying favours or paying for mistakes – I am the guy bringing in doughnuts. Simple gestures go the longest way. The office is 50 miles away, so I am normally in once every few weeks.
Aaron likes to spend this time teambuilding, having a chat with the water sales and service delivery teams, and adds that in the office it’s a great opportunity to have some face time with different people, including the MD, and the HR team.
“A usual office day for me will mean visiting the sales office upstairs, the office vibe is good, and I’m always welcomed in the office in reception by Lewis our Apprentice Office Administrator (he never fails to remember your last conversation, which is great). There may be some meetings during the day, and I will usually make lunch plans with Ryder, our Sales Administrator Apprentice, as we are lucky to have a lovely new café down the road.
It’s a great opportunity to catch up with the team members, the team make the dream work at the end of the day – I believe in the value of a chain, you’re only as strong as the weakest link.”
Sorting out planning obstacles is another task for office days explains Aaron. He liaises with Lauren our Legionella Service Manager in the service delivery department, “She is fantastic at taking ownership, doesn’t shy away from issues, and deals with the hard stuff head-on”. He adds that Lauren’s team is great at managing the client’s expectations in terms of being the account manager- everyone is pushing in the same direction.
“I have a bit of a journey back so I will leave the office about 3.30 pm, to miss the rush hour traffic, then tie up work at home, or phone calls (hands free!) whilst driving”, explains Aaron – who adds that the entire sales team are a force to be reckoned with, “We also regularly speak strategies and leads with the other sales team in the business. I joined the same time as another Technical Sales Consultant, who looks after the ventilation and kitchen side of the business which has been another great support.”
Aaron concludes, “This job sometimes feels like being your own boss. It feels like you’re building your own business, you’re a lone ranger out in the field – BUT you have the support in the office. You will thrive if you like that feeling of independence.”
