The Role
* Permanent
* Full Time
Hands-on player-coach: lead and elevate a field sales team and personally win strategic deals. Grow share in the Central Belt/Glasgow, West Coast and North-East through disciplined territory execution, technical selling of cutting tools, and strong supplier partnerships. Accountable for revenue, margin mix, pipeline health, forecast accuracy, and customer experience of the Sales Team.
Key Responsibilities
Team Leadership & Performance
* Lead external sales reps (and applications support where applicable); set quotas, activity standards, and territory plans.
* Run weekly forecast/pipeline reviews; enforce CRM stage discipline.
* Field coaching via joint calls and deal strategy sessions.
Player-Coach (Personal Sales Ownership)
* Personally own a focused portfolio of 10–15 strategic targets and 5–8 key accounts across Central Belt and North-East.
* Lead flagship tool-trial/VAVE programmes and executive pursuits; co-present ROI/time-study outcomes.
* Maintain an individual pipeline and forecast to the same governance standards as the team.
* Indicative time split ~30/70 coach/sell (flex with quarter needs).
Market Development (Central Belt / West Coast / North-East)
* Build a Scotland growth plan: TAM heat-map, competitor presence, priority verticals (CNC job shops, oil & gas/subsea, shipbuilding, aerospace, renewables, rail/fabrication).
* Drive new-logo acquisition and wallet-share expansion; quarterly reviews on top-50 account plans.
Supplier & Category Management (Cutting Tools)
* Own local relationships with priority brands (e.g., Sandvik, Kennametal, Seco, Walter, Mitsubishi, Iscar, Tungaloy, Dormer Pramet).
* Orchestrate joint visits, demo kits, SPAs/rebates/MDF; run QBRs with a joint player-coach pipeline.
* Shape pricing/margin mix and secure technical support for live trials.
Sales Operations & Customer Experience
* Quotation governance, ≥3× pipeline coverage, and accurate CRM reporting.
* Partner with inside sales, branches/stores, and logistics to deliver OTIF, VMI/consignment, and service SLAs.
* Support tenders/frameworks and multi-site rollouts; ensure site H&S compliance.
People & Talent
* Recruit, onboard, and develop sales talent; implement 30-60-90 plans.
* Build a performance culture with clear scorecards, 1-2-1s, and targeted training (tooling fundamentals, application data, ROI modelling).