Position : Sales Manager, Head of Sales,
Location : Sheffield - please note that this role is office based in Sheffield if not out with customers. There is no scope for hybrid working
Sector : Capital equipment. Project values £500,000 to £10 million with long sales cycles
Territory : United Kingdom, Ireland and Scandinavia
Reporting to : Managing Director
Salary : C £70,000 basic plus car and bonus scheme
Purpose :
As Regional Sales and Account Manager for Capital Equipment for the United Kingdom, Ireland and Scandinavia you will take responsibility for building relationships with previous customers, current customers and prospects to develop opportunities to quote for large capital investment projects in the heavy engineering sector.
Projects are high value, typically from around £500,000 for a small project to £10 million + for complete major systems. Orders can be for new or replacement plant. There are something around 2,500 potential customers in the designated region ranging from large multi-nationals to small family businesses. Sales cycles are long, and will need a high degree of customer management coupled with competent technical / engineering knowledge to be able to propose solutions that are fit for purpose in terms of cost, performance, delivery and sustainability.
The Role :
Your main responsibilities will include:
* Taking full responsibility for all customers and prospects within the region
* Building relationships with customers and prospects to gain an understanding of their current equipment condition and future plans to replace / upgrade their plant.
* Ensuring that customer requirements are full understood to allow for the provision of detailed and accurate quotations to be provided
* Managing and maintaining the CRM system to ensure that all data relating to potential opportunities is accurate at all times
* Providing forecasts and revenue plans to the Board
* Managing historic customer pricing analysis to ensure quotations made to customers are in line with market prices and previous order pricing
* Negotiating high value contracts
* Presenting our full product offering to customers, understand both OPEX and CAPEX spending pattern providing innovative and proactive solutions
* Develop and maintain a sales strategy for each defined customer
* Contract definition and elaboration of Technical and Commercial Proposals collaboration
* Collaborate as required with the other Group companies worldwide
* Coordination for Sales activities and sales follow-up by monitoring project progresses
About You :
* Holds a formal qualification in an engineering or technical subject. Whilst a degree level qualification is preferred HNC / HND level qualifications are also acceptable
* Proven experience of success in a B2B sales environment within engineering, manufacturing or very similar is essential
* Experience of CAPEX project sales is essential ; experience of OPEX and aftermarket sales is preferred
* High level of commercial awareness
* First class interpersonal and relationship building skills
* Strong negotiation skills
* Proficient with CRM systems
* Full UK driving licence
* Able to travel throughout the UK, Ireland and Scandinavia
* Project management experience is desirable