Internal Job Title: Regional Account Manager
Business: Lucy Electric
Location: Thame
Job Reference No: 4203
Job Purpose:
To manage the sales accounts for the complete Lucy Electric product range in the Southern and Scottish Regions of the UK, with particular emphasis on securing the relevant Contracts with the Distribution Network Operator Companies (DNOs).
Business Overview:
Lucy Electric is an international leader in intelligent secondary power distribution products and solutions, with features such as remote operation and monitoring. Linking energy generation to consumption, the business specialises in high-performance medium and low-voltage switchgear for utility, industrial and commercial applications.
Job Context:
The DNO Framework business is the bedrock of Lucy Electric UK’s revenue stream and makes up 50% of the LEUK income. DNO Framework contracts and product approvals are critical for other parts of the business, specifically the Industrial Market where the customers require DNO approved product for much of their connection business. The DNO Team is one of three main segment teams making up the overall LEUK Sales Team – the other two being the Industrial Team and the Export Team. All three Teams are supported by the Tendering Team and have a designated Tendering Engineer assigned to them.
Job Dimensions:
* The role will be field/ home based with regular visits to Lucy offices and customers in the UK. Travel to overseas locations will occasionally be required.
* The Employee’s home base must be located on the UK mainland, ideally within the Southern Region of the UK
Key Accountabilities:
These will include:
* 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
* Research, investigate and identify potential new areas for business development and growth in relation to new and existing products and services.
* Preparation and bidding of tenders with the assistance and support of the product specialists and tendering resource at the Thame Office.
* Preparation of monthly sales forecasts and management reports
* Gain appropriate Client approvals or specification for projects.
* Work in conjunction with the Head of DNO - 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 latest product developments.
* Assisting with the preparation of budget pricing information, proposals/quotations/tenders in conjunction with colleagues and where appropriate and within time scales.
* 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 Head of DNO - Sales
Qualifications, Knowledge, And Experience
Minimum:
* 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
* Experience of Solution Selling
* 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
* Current UK driving licence
* Electrical or mechanical engineering degree / HND
Behavioural Competencies:
* Ability to communicate effectively in a one on one or group environment
* Ability to demonstrate competent negotiation skills
* Dynamic Presentation skills
* Strong “customer comes first” focus and delivering on commitments
* Driving change and inspiring others to grow and develop both themselves and the business
* “Role 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
Does this sound interesting? We would love to hear from you. Our application process is quick and easy. Apply today!