National Sales Manager
Fulltime - Onsite Manchester
Position Summary
Imagine working at the forefront of innovation in fluid-flow technology, with over 1400 colleagues across the globe, and contributing to a legacy of excellence that spans eight manufacturing facilities on four continents. Armstrong Fluid Technology is more than just a leader in our industry; we are a community of the brightest and most creative technical and marketing minds driven by a shared mission to engineer the future and safeguard our planet.
As a member of our team, you'll dive into an environment that encourages learning and boundary-pushing every day. You'll be part of an agile and dynamic workplace where today's solutions are built for tomorrow's challenges.
The National Sales Manager UK is responsible for achieving and exceeding annual order, revenue, and margin plans. This role provides leadership and coaching to the sales team in UK. The position is based out of Armstrong's HQ in Manchester but requires frequent travel(70%) to the customer sites across UK.
Key Responsibilities
Sales and Business Development
Business Growth and Opportunity Management
* Lead the Sales team to develop business from new, existing, or dormant accounts, focusing on pumps, pressurization units, booster sets, heat exchangers, packaged systems and advanced control systems sales to the contractor market.
* Lead the sales team in specification activity with end user and consultant engineers to leverage Armstrong as Basis Of Design
* Manage the diversified distribution network like end user selling, consulting engineers, rep channels, etc.
* Execute the Armstrong sales process to sell the full suite of offerings, emphasizing value-based selling to highlight customer-specific outcomes and benefits.
* Monitor sales opportunities, ensuring proactive management and development of appropriate tactics for customer engagement.
* Develop & execute the strategy to build and scale up our service network
Strategy and Market Development
* Develop and execute regional sales strategies to increase market share and profitability by identifying new customers, products, technologies, and markets.
* Leverage untapped opportunities to sell Armstrong energy system upgrades, ongoing support, and other solutions and services to existing customers.
* Collaborate with marketing teams to create strategies and tactics that drive sales, improve margins, and increase market share.
Pipeline and Forecasting Excellence
*
o Actively manage the sales pipeline to ensure accurate forecasting for financial and production planning.
* Track and report Key Performance Indicators (KPIs) to align quality sales activities with financial objectives.
* Collaborate with the Sales, Inventory, and Operations Planning (SIOP) process to improve forecasting and operational alignment.
Customer-Centric Sales Execution
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o Foster long-term relationships with customers by ensuring each account is actively developed, managed, and reported on.
* Ensure quotations and proposals are prepared using Armstrong's bid tools and adhere to established authority levels.
* Support new product and technology launches by collaborating with value streams and engineering teams to ensure market readiness and success.
Strategic Leadership
National Growth and Financial Oversight
* Drive national growth by achieving annual budget plans for bookings, shipments, and key sales metrics.
* Optimize sales contribution, managing expenses within budgeted requirements while optimizing value-added opportunities such as key account engagements.
* Monitor and enforce compliance with sales processes, including multiplier, scope, value, and commercial terms, to maintain consistency and achieve financial objectives.
* Represent Armstrong as a regional leader by hosting customer visits and maintaining relationships with key stakeholders.
Team Development and Culture Building
* Lead by example, role modelling Armstrong's Values, Operating Principles, and Behaviours to inspire and motivate the team.
* Develop team goals and objectives using Armstrong's performance management process, ensuring alignment with organizational priorities.
* Cultivate a culture of continuous improvement, implementing initiatives that enhance productivity, reduce costs, and improve customer experiences.
* Work closely with manufacturing operations to achieve on-time delivery and quality objectives.
* Lead and coordinate regional activities beyond sales, ensuring strategic alignment with corporate objectives.
* Lead sales meetings to provide training and development of the sales team
What We're Looking For
To thrive in this role, you should bring:
Education and Experience:
* University degree in Mechanical/Electrical Engineering and a marketeer who is customer centric.
* Substantial work experience in industry-related direct sales including HVAC and/or vertical markets, particularly in solution and value-based sales.
Technical and Sales Skills:
* In-depth knowledge of HVAC applications solutions and systems
* Experience in tracking sales information of customers, forecasts, and reports using related software applications such as CRM.
* Strong understanding of complex B2B sales cycles and negotiation techniques, consultative & solution selling.
* Experience in getting solution specified as Basis of Design.
* Passion to win in your local marketplace.
* Proven track record of exceeding sales targets and achieving revenue growth.
* Proficiency in Microsoft Office 365.
* Create and deliver compelling presentations to prospective customers to demonstrate the value of products and services.
* Use Armstrong's sales process and value tools to present sustainable solutions that deliver energy efficiency and long-term savings.
Soft skills and other requirements:
* Exceptional communication skills
* The capability to simplify complex problems, conduct root cause analysis, and provide clear, well-thought-out recommendations.
* Strong, team-oriented leadership skills with presence and a bias for action.
* Strong attention to detail and highly organized.
* Ability to communicate in an open and authentic manner in all situations.
Why Armstrong Fluid Technology?
By joining us, you'll become part of a global community dedicated to pushing the boundaries of fluid-flow technology. You'll have endless opportunities to learn, grow, and make a significant impact on the world by reducing carbon emissions and energy costs. Together, we'll build tomorrow's solutions today and enjoy a safer and greener world.