Your Role
As the Sales Director, you will implement and be accountable for sales strategy, productivity of the field sales team, opportunity management and achievement of agreed business objectives
You will develop the JWNA sales strategy by way of a business plan and goal deployment matrix for the territory to deliver KPIs and business goals, ensuring the long-term strategic plan is achieved
Responsibilities
- Lead the Sales team to ensure the fulfilment of sales goals, profit growth, customer satisfaction and retention.
- Develop a business plan that is clearly aligned to the James Walker long-term strategic plan and agreed by the SPS Board, regularly updating the plan and communicating it to the Sales Team
- Identify and measure key market segments and key accounts, developing the marketplace offering for JW products in the territory individually and in conjunction with the sister manufacturing companies
- Establish and maintain effective sales forecasting methods, in conjunction with key stakeholders
- Ensure new markets and product/service opportunities are delivered and sales are achieved
- Delight customers by delivering exceptional customer service and managing accounts where necessary
- Effectively examine customer requirements, applying a consultative approach and a creative and positive attitude to fulfil customer needs and goals as well as business risks and potentials
- Ensure all legal requirements and relevant regulations are adhered to. Negotiate and review contracts within guidelines ensuring that the Delegation of Authority is complied with
- Support Working Capital management to ensure JWNA meets financial objectives and identify opportunities and implement as appropriate.
- Prepare up-to-date and timely management information including monthly and quarterly activity pipeline and attainment of revenue objectives and review sales performance with the field sales team on at least a monthly basis
- Develop, motivate and proactively lead an effective Sales Team
- Ensure that the sales team understand their responsibilities regarding safety, ethics and the bribery act and ensure that policies and procedures are followed
- Convert the key actions from the business plan into challenging team and individual SMART objectives
- Proactively track, challenge and manage your direct reports’ KPI performance, specifically looking at customer visit reports, prospect mapping, strategic plans, gross margin, sales growth, new customers and pipeline to ensure the attainment of revenue objectives
- Create a culture of learning by proactively engaging and involving the sales team in regular communications; initiate sales meetings, observe client visits and actively participate in coaching and training. Ensure standards of discipline are maintained and successes are celebrated
- Actively participate in learning events, researching, reading professional publications, and participating in both internal and external-led workshops and associated events
About you
Preferred Skill & Experience
- Track record of winning new business in an technical/engineering-related environment
- Project Management experience
- CRM (or equivalent) experience
- Ability to demonstrate an excellent working knowledge of James Walker, its products and how they fit within various industry sectors (e.g. O-Rings in valve applications, Hydraulic Seals within manufacturing presses)
- Contractual exposure within a sales role, with an understanding of terms and conditions
Essential Skill & Experience
- Experience of working in an Oil & Gas sales orientated role with a sound understanding and use of sales strategies and methodology
- Creating sales plans and working with others to drive sales and deliver both sales and profit targets
- Proven track record of winning new business
- Targeting and actively selling in multi-product / complex solution environments
- Experience of addressing ‘technical’ issues whilst working in a ‘sales’ role/environment
- Experience of campaign management
Preferred Qualifications
- Degree qualification or equivalent, preferably in an engineering or technical-related qualification
- Formal recognised sales qualification (or working towards)
Essential Qualifications
- Minimum Maths and English qualification (e.g. GCSE, Baccalaureate, US High School Diploma)
Preferred Technical & Job Specific Skills
- Knowledge of engineering/engineering background
- Ability to read and understand engineering drawings
- Knowledge of the different industries James Walker operates within
- Multi-Lingual
- Time served engineer
- Distribution knowledge – establishing and managing a distribution network
Essential Technical & Job Specific Skills
- Strong leadership and management experience leading and motivating high performing sales teams
- Customer focused with exceptional customer service ethos
- Credible, professional and emotionally intelligent
- Strategic awareness, with excellent commercial and analytical skills
- Excellent presentation and influencing skills at various levels of a business
- Ability to solve problems and make focused and considered decisions
- Adaptable to change and able to lead others through periods of change
- Ability to build excellent relationships
- Excellent IT and Microsoft Office Skills
- Understanding and expertise in providing sealing solutions/technology/applications across a broad section of industries
- Willingness to travel
- Legal - experience with terms and conditions and negotiating changes
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