Role : Sales Manager Location : Office based at Shenton House, Andover Salary : Available on request 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 working to lead and oversee the Projects Sales & Business Development Team. Managing and implementation of sales strategies across the UK that achieves growth, premium positioning, brand awareness, excellent commercial direction, and account longevity. You’ll manage the growth of the brand through a mixture of target accounts across a variety of industries and maximising opportunities on both a reactive and a pro-active basis. You’ll utilise personal contacts as well as the established Shenton Group network ensuring the Shenton Group customer experience is consistently delivered monitored and continually improved upon. You will be developing, managing and motivating a sales and business development team through coaching and empowerment. The main areas of responsibility are: Leading the Project Sales and Business Development 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 the sales strategy to build an account base that increases the size of the projects, the gross profit and the number of projects attained via a specified route. 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 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 projects Holding accountability for the workflow and achieving targets within the Sales area With overall management of a team of Key Account Managers, Sales Coordinators, Application Engineers and Business Development Coordinators you will be responsible for approximately 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 Executive & 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. Be aware of key sales information - top accounts, sales performance versus budget and last year etc. Liaison with main suppliers to maintain relationships 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 Business Development Regularly post on Linked-in, Workplace and other social media platforms about the business to increase awareness, interest and traffic to our website. Hold events such as Consultants meetings to help educate and engage our contacts, networks, and existing accounts about what we offer as a business and the quality of our installations. 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 specification and driving the business towards winning projects via this route with bigger projects. Identify opportunities and put together a targeted action plan to execute to create new clients and achieve revenue growth. 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 Executive & 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 months 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. 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 average order size 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 Ensure sales team are Shenton-Group brand ambassadors 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 high value or Capital sales environment you need a good understanding of commercial contracts including financial components such as cashflow, budgets, profit and loss, and GP. 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