Role : Sales Manager - Maintenance Location : Office based at Shenton House, Andover Salary : £65,000 to £80,000 Hours : 39.5 hours. Monday to Thursday 8am to 5pm, Friday 8am to 4.30pm Benefits : Car allowance, company phone or phone allowance, bonus scheme, enhanced pension scheme, cashplan health benefit, and more Shenton Group is on the lookout for an efficient, ambitious and empowering Sales Manager to join our team What’s the role? Based predominantly at Shenton House, Andover, the successful candidate will be managing the Maintenance Sales Team to grow our Generator, UPS & CHP contracts portfolio. This team look after the quoting and securing of new maintenance contracts, remedial and small works projects and also the renewals of existing maintenance contracts. The role will require developing, managing and motivating the Maintenance Sales Team through coaching and developing whilst also giving excellent commercial direction. Growth of the brand will be through a mixture of target accounts across a variety of industries and maximising opportunities on both a reactive and a pro-active basis. There will be a mixture of utilising personal contacts as well as the established Shenton Group network to grow the department. This will require the managing and implementation of sales strategies across the UK that achieves growth, supports our premium position within the market, builds brand awareness, and develops account longevity Ensuring the Shenton Group customer experience is consistently delivered, monitored and continually improved upon will be essential. The main areas of responsibility are: Leading the Maintenance Sales Team to achieve the sales and gross profit targets set by the C-Suite as well as holding Manager responsibilities for supporting duties as per below. Being a part of the Shenton Group Senior Leadership Team Operating as an expert implementor in your field. Setting an excellent overall example for others to follow. Work collaboratively cross functionally to resolve issues and make improvements at a Senior Leadership level. Follows policies & procedures without fail, and champion new initiatives. Shows conscientiousness, willingness and flexibility towards the business. Sales Strategy Create and execute a sales strategy to build Key Accounts that increase our number of signed contracts, increases remedial and small works projects and improves our gross profit. Implement a sales plan with clear KPI’s, milestones and deliverables to drive the strategy forward Take ownership for resourcing the department correctly and allocating leads and targets appropriately Proactively analyse and report on competition, the market, identify gaps and find opportunity for sales growth Ensure energy and focus is given to all service revenue streams being Generator, UPS & CHP maintenance and Power Call Manage a team by setting target and goals, identifying and coaching how to develop leads and drive new business opportunities Identify new opportunities for developing the Shenton Group offering and experience Work with sales team to manage opening/closure of risk accounts Provide the necessary support and tools needed to present and sell the brand in a way that will maximise market share potential. Identify key markets, clients and contract types Holding accountability for the workflow and achieving targets within the Sales area With overall management of a team of Key Account Managers, Account Managers, Contract Renewals Account Manager and Application Engineers you will be responsible for approximately 6-8 people. Hold accountability for ensuring full team targets and individual targets are achieved. Run the day-to-day sales operations including tracking performance against the company dashboard. Vetting of incoming enquiries Reviewing and checking of tender returns Preparing for and running daily, weekly and monthly sales meetings Dealing with queries that need to be escalated to the Chief Sales Officer Approving pricing and discounts Visiting sites where appropriate Ensure the accounts are managed effectively and are attuned closely to the brand, monitoring the significance of account and potential for further development Obtain commercial feedback from the sales team and present to the to the business to enable informed business decisions. as appropriate. Ensure GP margin is being maintained, and costings are accurate at sales stage Be aware of key sales information - top accounts, sales performance versus budget and last year etc. Liaison with main suppliers Management of all price lists and system prices Ensuring the sales processes is clearly documented and being followed and that the CRM systems is being used correctly Reviewing and maintaining an up-to-date quote bank Ensure quotations are being forensically followed up and recorded Ensure contract retention is maintained by proactive renewals process and quality customer service Business Development Regularly post on LinkedIn, Viva and other social media platforms about the business to increase awareness, interest and traffic to our website. Hold events such as Facility Management networking sessions to help educate and engage our contacts, networks, and existing accounts about what we offer as a business. Accountable for proactively driving the business in seeking new opportunities for growth and converting it to increase revenue. Find new ways and methods of targeting large Facility Management companies and growing our status from approved through to preferred Identify opportunities and put together a targeted action plan to execute to create new clients and achieve revenue growth. Establish and maximise potential with existing clients and cross sell services Work with operations to ensure engineers have correct marketing collateral and training to establish opportunities whilst on site Proactively support the marketing department with information they may require on industry trends, legislation, etc Providing support to the Chief Executive & Sales Officer and deputising where required Proactively take a lead in proposing improvement to systems and processes and working to implement. Proactively seek out opportunities to assist and make improvements to the business/department Provide general support to the Chief Sales Officer Communicate, produce and act on Information Be clear on daily/weekly/monthly KPIs and calibrate with the team and workflow accordingly ensuring there is a clear awareness throughout the team on what the KPIs are, how the department is tracking against them, and how they can positively influence the targets. Produce, present and report a weekly KPI dashboard feeding into the CFO’s KPI reporting. Produce, present and report a monthly narrative as part of the overall Board Pack commentary on the past month’s sales performance against budget and last year, and plan for the month ahead including targets. Leadership and People Development Act as a cross functional leader who works collaboratively with the team to drive the growth of the business. Act as a champion for the team, coach, develop and support to motivate and inspire. Produce budget targets for the team and monitor performance against budget, giving feedback and support where necessary. Build close rapport with the Maintenance operations team to ensure sales & operational excellence and a joined-up approach Monitor the development and performance of direct reports through regular meetings to discuss performance and development compared to personal development goals. Carry out 1-2-1 meetings and performance reviews of direct reports Promote an environment that fosters the respect for the ideas of others and supports ongoing collaboration to execute business strategies. Lead and communicate regularly with the sales team keeping them informed of business developments and motivating them to deliver sales targets and new account relationships. Be an ambassador for the brand throughout all team interactions. Maintain a dialogue regarding the team’s needs and concerns to aid in future development and succession as the business grows. Operate with a resolution focused approach with peers. Actively participate in meetings with a solution based, strategic outlook. Style and Approach Operate within the Management and Leadership Charter guidelines. Set an example for others to follow. Operate as an ambassador of the company, remain upbeat, loyal and a positive influence in the team and in the office even in times of pressure. Follow all processes and procedures as set by the company. Take pride in the professionalism and execution of the department’s day to day output and operations. Remain proactive, broad minded and focused on improvements. Adopt a style of honest open communication with the C-Suite. KPIs Deliver company sales and gross profit targets as well as increasing the number of signed contracts Seek opportunities and develop accounts towards the strategic direction of the company Maintain a motivated, high performing sales team Ensure brand standards are met across all touch-points Own the day-today running of the team What do you need? You need to have a proven ability to lead people and take a keen attitude and a positive proactive approach to engaging with your role and your colleagues. You need to be able to collaborate and take responsibility for tasks including seeking opportunities to improve. With at least 3 years experience of working in a contracts based sales environment. Experience of SAP Business One software experience/skills would be beneficial but isn't essential. Likewise, an electrical or mechanical or construction background would be a bonus. What’s in it for you? You will have the opportunity to work for Shenton Group and become part of our family Our core values are Family, Sustainability, Technical and Commitment which inform our vision and culture. We offer a competitive salary and benefits include, but are definitely not limited to, vehicle allowance, and being part of a company bonus scheme. We’ll provide you with uniform, a laptop and company card to enable you with your role. You’ll also receive 25 days leave which grows with length of service, a cashplan health benefit and many other perks and allowances. At Shenton Group we encourage both personal and professional development, and our support will provide you with opportunities to grow and learn new skills. Who are we? Shenton Group are the UK’s leading Technical Experts in Standby Power, Uninterruptible Power Supplies and Combined Heat and Power Systems with family-owned business values. Our vision is to provide the most trusted energy solutions, in an unpredictable world. Our people are important to us. Culture is not something that you can see, hear or smell, but it is certainly something you can feel. A culture runs the whole way through an organisation from the way we treat each other to the way we serve our clients. A culture is created when a team of people support a common goal, with shared values and principals. Apply now and become part of the Shenton Group family. We look forward to hearing from you