Job Specification
Position: Export Sales Manager
Reporting to: Group Head of Sales
The Company: Brigade Electronics provides a range of pioneering products to enhance commercial vehicle and mobile plant safety. As a founder and innovator of sensing and monitoring systems, we have helped save countless lives across the globe for over forty years. Our commitment to vehicle safety, reliable products, and a dedicated team of experts is unmatched. We invest in both people and technology, understanding the life-changing significance of our products and the importance of outstanding systems that work in demanding situations. The Brigade Group organization is based in the UK, with subsidiary companies in the USA, Canada, Germany, France, Italy, The Netherlands, and Poland, selling to over 80 countries worldwide via our National Distributor network.
Purpose of Role: The Export Sales Manager (ESM) is a senior role responsible for planning, implementing, and managing international growth strategies in regions where Brigade does not have a subsidiary company. This role involves extensive overseas travel, appointing, managing, and supporting national distribution networks, as well as direct sales to large fleet operators and tendering for large industry contracts. It is crucial to balance the exploration of new opportunities across various industries with the careful management and value generation from existing customers.
Key Responsibilities:
* Department Management
* Export Sales Planning, Development & Growth
* Customer Relationships
* National Distributor Management
* Sales Forecasting, Reporting & Control
* Ad hoc projects and other activities
* Possible responsibility for small OEM team (dependent on experience)
Key Tasks:
* Guide and mentor staff, demonstrating understanding of challenges and ability to assist.
* Delegate and manage workloads to achieve maximum international territory coverage while ensuring high levels of customer support.
* Develop and resource team as necessary in line with sales growth.
* Set appropriate objectives for staff and manage performance against targets.
* Own and develop the Export Sales strategy, balancing retention and new customer acquisition.
* Develop and implement plans targeting new territories and/or market sectors with a focus on appointing proactive distribution partners.
* Coordinate HQ teams to conduct market analysis before entering new territories.
* Engage in the New Product Introduction process, providing suitable sales plans to ensure new products succeed.
* Manage Brigade’s relationship with customers and prospects.
* Ensure regular customer contact through various communication channels.
* Manage individual customer pricing to meet the company’s pricing strategy.
* Understand the existing National Distributor network and work to agree formal distribution contracts.
* Provide necessary commercial support, sales, and product training to National Distributors.
* Deliver and provide rationale for export sales budgets in line with the company's annual budget plan.
* Monitor and report sales performance, re-forecasting where necessary.
* Maintain accurate records of customer interactions using the CRM system.
* Learn and understand the products and services offered by the company.
Person Specification:
Essential:
* Degree level education.
* Professional training in strategic selling and negotiating skills.
* Experience of running and managing an Export Sales Team.
* Minimum 5 years technical sales experience in commercial vehicle, plant, mining, and/or mobile machinery markets, preferably in Export markets.
* Proven track record of innovation and success in territory sales.
* High level of People Management abilities.
* Ability to work individually, organize travel, and plan visits to designated territories.
Desirable:
* Language skills – Fluency in an additional non-English language.
* Experience working with or for an automotive OEM.
Other Requirements:
* Flexibility to work the hours required to achieve results.
* Attendance at meetings and exhibitions that may be out of hours or on weekends.
* Office-based but overnight stays away may be necessary.
* Substantial travel as directed, up to 50% of the time, including weekends if necessary.
* Valid driver’s license, preferably ‘clean’.
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