NES Fircroft are working with a global engineering company who are looking to add a Sales Manager to work with them from their Stockton office.
As Sales Manager you will lead and oversee the bid team to win work, achieve business revenue targets and contribute to the overall success of the company.
The primary responsibilities include:
* Winning profitable work for the business
* Being outwardly focused and customer oriented
* Developing sales strategies
* Leading the bid team
* Managing and fostering customer relationships
* Customer visit planning
* Sales forecasting and budgeting
* Working collaboratively across various departments
* Understanding industry trends, market dynamics and competitor activity
* The Sales manager is critical in driving the success of the company's sales efforts by bringing an enthusiastic and can-do attitude to each bid whilst bringing the bid team together and driving the strategy.
* The sales manager contributes to shaping the overall business strategy by leveraging sales data, market insights and customer feedback to influence decision-making and ensure the company's goals are aligned with customer demands and market opportunities.
Areas of responsibility:
Sales Delivery
* Propose, plan and implement the sales strategy for each bid
* Review customer enquiries and determine the chances for success to aid a bid/no bid decision
* Liaise with the Regional CSO and Sales Teams
* Negotiate and win contracts to mee the Business Segment OI, and EBIT targets with the support of proposal services and the Legal team.
* Keep up to date with industry trends, market dynamics and competitor activity
* Provide customer and budget price estimates and fixed offers
Customer Management
* Act as the focal point of contacts with the customer, develop the customer relationship, making regular visits in accordance with the visit plan
* Identifies and develops potential new business opportunities, identifying key decision makers and customer investment plans.
* Manage customer expectations and bid timelines to align with other ongoing work and available resource within the business
* Build and maintain strong relationships with key clients, stakeholders and partners.
Leadership
* Leads the bid team and manage all stakeholders, communicating the contract requirements to ensure consistent and focused efforts in line with the sales strategy.
* Establish and coordinate local teams and provide clear direction
Risk Management
* Identifies and assess all risk factors. Work with the bid team to devise suitable strategies for mitigation and regularly reviews the status of risks.
* Ensure proper handover from Sales to Project Management after acquisition to mitigate all risks during project execution (possible claims, non conformance costs etc)
Commercial
* Plan, lead and manage the bid process in compliance with company procedures and within approved limits of authority (LOA).
* Manage the bid budget for each bid to ensure the annual sales spend is optimised.
* Understand and work towards business requirements to ensure you protect the reputation and legal position throughout.
Internal Stakeholders
* Liaise with the key internal stakeholders to inform about new requirements from the market, clients needs and response of the competition to those requirements/needs
* Liaise with Marketing/Communications to ensure the production of effective publicity materials
Skills and Experience
* Good understanding of the metals industry, market, customers, end users products and applications (preferably the Blast Furnace and decarbonisation of it).
* Good leadership and decision making
* Ability to interface and build relationships with customers around the world
* Commercial awareness of key legal and contractual issues
* Sales / target orientated
* Excellent interpersonal, communication, negotiation and presentational skills.
* Strong customer focus with understanding of the customers technical and commercial requirements
* Self-manage and motivated under pressure and changing circumstances
* Lead and motivate a multi-cultural team to achieve performance across various sales projects
* Strategic awareness of suitable low-cost engineering and manufacturing facilities
* Experience of working in various disciplines and roles
* Customer focussed
* Market awareness
* Positive and solution oriented attitude
Additional Information
* This role is expected to travel frequently, often at short notice, on short and medium term visits. There is also a requirement to work to meet the customer deadlines outside of the core hours as necessary.
* The post holder must have a current UK Driving License as well as the right to live and work in the UK and travel internationally without restrictions.