Role:
Head of Commercial Operations
Reporting to:
Managing Director
Work location:
Elland
Country:
UK
Manage Others:
Yes
Department:
Sales
Business Need / Purpose of Role:
Responsible for and working with the Internal Sales teams for Isolation, Control & Choke Valves and Aftermarket for both UK and Global offices to achieve the budgeted business targets relating to order input.
Ensuring sizing and costing of valves are accurate to ensure the best position to win business. Maintain key relationships with both internal and external customers.
Objectives & Measurement
Key Responsibilities and Specific Accountabilities:
Including but not limited to:
Responsible for driving the achievement of order input & meeting business targets across all product ranges by the Internal Sales teams.
Responsible for maximizing quotation potential throughout the Global Internal Sales Team (TICI) using visible resource management.
Support and optimise the use of PowerBi/Salesforce tools
Provide and support accurate forecasting and budgeting data (weekly/monthly/quarterly)
Develop close working relationships with both customers and agents.
Initiate and coordinate development of action plans to penetrate new markets.
Provide timely feedback to senior management regarding performance.
Manage product mix, project pricing and margins according to agreed aims.
Ensuring that the Internal Sales teams meet quotation due dates
Maintain and develop existing and new customers through appropriate propositions and ethical sales methods, and relevant internal liaison, to optimise quality of service, business growth, and customer satisfaction.
Monitor and report on market and competitor activities and provide relevant reports and information when required
Assist in preparation of proposals and presentations.
To ensure that processes and procedures are followed in accordance with the Quality Management System.
Responsible for the performance and development of the Internal Sales teams, and supporting External Sales to achieve Company goals.
Conduct one-to-one reviews with Sales team to build more effective communications, to understand training and development needs, and to provide insight for the improvement of sales and activity performance.
Control expenses to meet budget guidelines.
Attend and present at external customer meetings and internal meetings with other company functions necessary to perform duties and aid business development.
Adhere to all company policies, procedures and business ethics codes and ensures that they are communicated and implemented within the team.
Delegate authority and responsibility with accountability and follow-up.
Sets examples for Sales team in areas of personal character, commitment, organisational and selling skills, and work habits.
Conducts regular coaching and counseling with Sales team to build motivation and selling skills.
Ensure all work personally undertaken is carried out in compliance with current H&S rules and safety systems, and is in line with the requirements of the duty of care document.
Provide weekly and Monthly updates to the Managing Director on the follow
Weekly & Monthly booking numbers & Details
Top 5 Monthly Bookings – OE, MRO & Spares
Provide Mid-month Flash data on Bookings
Ensure the KPI’s PREL/Quote turnrounds are maintained at acceptable standard
Ensure the Internal Sales team works to the commercial manual for T&C’s
Ensure the Internal Sales team complies with the DOA (Delegation of Authority)
Measurement:
Achieve order input targets across all product ranges
Ensure accuracy of costing and sizing valves against customer specification / requests
Achieve year on year growth targets through the budget and forecasting process
Ensures that all the sales team meets or exceeds all activity standards for prospecting calls, appointments, presentations, proposals and closes
Education and/or Experience:
HNC or Degree level preferred
Demonstrable experience in technical/engineering sales experience within a globally recognised Valve OEM, preferably with knowledge of the control/choke valve market
Knowledge of the Oil & Gas and Power & Industrial market sector with a demonstrable understanding of customer and market dynamics/requirements.
Responsible for leading and managing the Internal Sales Team
Good analytical and numerical skills in terms of forecasting and budgeting
Language Skills:
Excellent communicator with strong influencing skills, able to speak effectively before groups of customers or employees of organization, and comfortable in dealing with negotiations.
Computer Skills:
Competent user of SAP & CRM/Salesforce tools
Good working knowledge of Microsoft products
Work Environment:
Will be required to travel on occasion for business meetings
Core Competencies
To perform the job successfully, an individual should demonstrate the following competencies.
Judgment - Displays willingness to make decisions; effectively evaluates information to make a decision; able to assess a situation and draw sound conclusions; supports and explains reasoning for decisions; includes appropriate people in decision-making process; makes timely decisions
Managing People - Includes staff in planning, decision-making, facilitating and process improvement; takes responsibility for subordinates' activities; makes self-available to staff; provides regular performance feedback; develops subordinates' skills and encourages growth; solicits and applies customer feedback (internal and external); fosters quality focus in others; improves processes, products and services; continually works to improve supervisory skills.
Teamwork - Balances team and individual responsibilities; is objective and open to others' views; provides and accepts constructive feedback; able to build positive morale; supports everyone's efforts to succeed in achieving goals and objectives.
Drive & Initiative - Focuses on results and desired outcomes and how best to achieve them; sets ambitious goals for self and/or others and tackles them with enthusiasm; initiates and generates activity, makes things happen quickly; self-starting, works under own direction; persists in spite of obstacles, finding appropriate solutions; looks for opportunities to progress work faster; undertakes self-development activities; seeks increased responsibilities
Customer Focus - Seeks to understands customer’s needs and requirements, and takes appropriate action to meet these effectively; responds promptly to customer needs and keeps customer updated on progress; obtains customer feedback to improve service; sets realistic expectations with customer, but strives to exceed these; adapts to changing customer demands and proactively manages difficult customer situations
Adaptability - Adapts to changes in the work environment; manages competing demands and reacts well under pressure; changes approach or method to best fit the situation; able to deal with frequent change, delays, or unexpected events.
Influencing - Strong influencing skills with the ability to manage in all directions.
Excellent communicator, and comfortable in dealing with negotiations internal or external
Safety Focus - Performs work in a safe manner at all times and observes safety and security procedures; avoids shortcuts that increase health and safety risks to self or others; reports potentially unsafe conditions and potential hazards; encourages and supports others to be safe while at work.
Planning/Organising - Prioritises and plans work activities for self and/or others to meet individual, team and departmental objectives; anticipates resources required to deliver tasks and identifies potential risks; able to adapt if circumstances change; checks completion of activities and progress on projects, showing awareness of deadlines and develop appropriate action plans.
Regional Information (if applicable)
The role will be based at the Elland office but will also oversee internal sales on a global basis