Solely responsible for the management and leadership of the Industrial Sector Sales Team, taking responsibility for reaching and exceeding the sales Budget for the UK-wide Industrial sector, and proactively drive the business forward. To develop and implement a sector business strategy which will deliver high levels of profitable sales and position Lucy Electric as the preferred switchgear and automation supplier within the Industrial sector.
Key Accountabilities:
* Manage the Industrial Sector Sales Team
* Create and follow dedicated and focused plans for existing, and emerging/new customers and sectors in line with the Company’s 5 year strategic plan
* Provide input to and then work to annual Sales Budgets
* Deal with all areas of people management and lead and develop the team. This includes performance target setting and monitoring and reporting.
* Research, investigate and identify potential new areas for business development and growth in relation to new and existing products and services
* Preparation of tenders with the assistance of the product specialists and tendering resource at the Thame Office.
* Preparation of monthly sales forecasts and reports
* Gain appropriate Client approvals or specification for projects.
* Work in conjunction with the General Manager - Sales and colleagues to ensure that ad-hoc reports and summaries are produced as and when necessary. Support / underpin meetings and decision making process in relation to territory, customer focus, new or existing products and services
* Assimilate views and information on specific markets and customer requirements plus keep abreast with product developments.
* Assisting with the preparation of budget pricing information, proposals/quotations/tenders in conjunction with colleagues and where appropriate and within time scales.
* Arrange and coordinate regular sales meetings for the Industrial Team
* Participate in regular performance discussions, this will be on-going process throughout each year and not solely confined to an annual appraisal meeting.
* Implement special projects from time to time as requested by the General Manager - Sales
Dimensions:
* The role will be home based with regular visits to Lucy offices and customers in the UK. Travel to overseas locations will occasionally be required
Secondary Activities / Tasks:
* To undertake any other duties and responsibilities as required / instructed in order to maintain and / or improve the efficiency, quality and service provided by the Sales Department.
* Health & Safety – adherence to all Company Health & Safety Policies, Procedures and Safe Working Practices.
Experience, Knowledge & Skills:
* Strong people management skills; recruitment, mentoring, coaching appraisals
* Sales Management - driving profitable business through others.
* Extensive and proven engineering sales experience
* Extensive knowledge and understanding of contract law and terms and conditions
* Ability to negotiate contracts and close orders leading to profitable business Lucy Electric
* Detailed knowledge of both low voltage and medium voltage switchgear products and automation systems.
* Previous experience of selling to the UK DNOs, contractors, and consultants in the UK and managing distributor arrangements in the electrical sector
* Good command of the English language
* Computer literate with excellent command of MS Office
* Excellent understanding of the key business issues in end user accounts
* Ability to communicate effectively in a one on one or group environment
* Ability to demonstrate competent negotiation skills
* Dynamic Presentation skills
* Strong “customer comes fist” focus and delivering on commitments
* Driving change and inspiring others to grow and develop both themselves and the business
* “Roles models” the team values and demonstrates a strong moral compass in all decision making.
* Leads by example and motivates people both within the team and those the team interacts with.
* Proactive; takes the initiative and effectively deals with resistance
* Assertive, tenacious and willing to challenge when required
* Strong work orientation, taking ownership to deliver on time, every time.
* Forms effective relationships with key stakeholders across the matrix.
Other Requirements:
* Current UK driving licence
* Electrical or mechanical engineering degree / HND
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