Sales Manager / Director
Who we are:
Easilift Loading Systems are the UK division of Loading Systems International - market leaders in the design, manufacture, installation, on-going service, maintenance and repair of a full line of industrial doors and loading systems. As a result of our success and continued growth over the last 50 years, we have become the preferred supplier of choice for many of the big household names within retail, distribution and logistics.
Job Description:
Primary responsibilities of the role is to achieve the company’s goals with regards to the development and delivery of the sales strategy and to recruit, develop and manage the sales team members - reporting to the Managing Director.
Key responsibilities and accountability:
- Be responsible for the direct line management of sales personnel (new sales). This will include delegation and management of work-flows according to the Company’s Management System Procedures.
- Manage the activities and personnel matters within the team, including conducting regular one-to-one meetings and performance appraisals with your team to monitor and improve performance delivery according to to the budgeted KPI’s.
- Recruit, develop and manage the sales department (new sales) personnel in line with company objectives.
- You will be the lead point of contact for all key account client matters, anticipate the client's needs, work within the company to ensure deadlines for the client are met, and help the client succeed.
- Be responsible for retaining top customers and nurture those key relationships over time.
- Be the main point of contact for the key account customers stakeholders.
- Be responsible for managing the expectations and relationships of a number of strategically important key account clients.
- Develop an in-depth knowledge of the key account’s business and connect with the decision makers and stakeholders to enable increased revenues by nurturing opportunities.
- Be the voice of the customer in our business and have the ability to clearly communicate and manage customer expectations.
- Be able to develop and maintain strong customer relationships to ensure that customers are satisfied in order to achieve preferred (or exclusive) supplier status.
- Ability to interpret sub-contract orders and knowledge of CDM requirements.
- As a member of the management team contribute to the day to day decision making process.
- Working alongside the general manager you will formulate and evaluate annual sales targets in line with the Groups expectations.
- Working alongside the general manager you will have responsiblity for the development and execution of the sales and marketing plan.
- Produce, monitor and evaluate targets for sales team members.
- Collate relevant information and prepare reports for management team meetings.
- Recruit, develop and manage the external and internal sales team.
- Conduct weekly Cadence Call Meetings with internal and external sales team members to review new oportunities, existing opportunities, lost quote analysis, conversions scores and individual performance against agreed targets.
- Support individual sales team members at client meetings, pre-let meetings and pre-start meetings.
- Ensure the key objectives and targets contained within the sales activity reports are considered and prioritised on an ongoing basis.
- Conduct appraisals of external and internal sales team members.
- Acknowledge sales orders, set pre calculation discount and margin levels and credit insurance authorisations, all within the levels of authorisation provided in the Management System.
- Be responsible for actively seeking new business and product opportunities within predefined market sectors and agreed pricing structure; whilst at the same time identify potential opportunities as a result of developing effective working relationships.
- Build, develop and sustain mutually beneficial working relationships with all other teams to ensure effective service delivery.
- Ensure your own conduct meets the standards and authorities set out in the Company’s Human Resources Policy (Book 14) and also the standards of the Company’s Quality Management System.
- Carry out any other duties which the company /group may at any time deem necessary including pre calculation and credit insurance authorisations
Key measures:
-
Business turnover and profit targets
-
Sales order intake levels and profit margins
-
Effectiveness of sales team performance – measured by individual order intake levels
-
Business Development – New clients
-
Retention of existing key accounts
Personal specification:
QUALIFICATION / SKILLS:
Essential:
- Higher education qualification
- Evidence of, and commitment to, continuing professional development
- Intermediate computer skills (Microsoft Office, Word, PowerPoint, Excel)
- Knowledge and experience of designing, developing and delivering complex technology solutions
- Strong organisational skills, with good personal insight, tact and ability to foster teamwork and collaboration across different teams to deliver the desired outcomes
KNOWLEDGE & EXPERIENCE:
Essential:
- Proven background of success in the loading industry
- Be able to demonstrate excellent people management experience
- Presentation skills on technical and non-technical levels
- Excellent communication skills, to allow good internal and external communications to enable the correct information to be sought to enable the role to be fulfilled
- Ability to assimilate information quickly making informed decisions from facts presented
- Ability to articulate the commercial benefits of any proposed solution
- Understanding of management information systems
- Adherence to health and safety legislation
- Professional manner to develop and maintain strong, professional working relationships
Desirable:
- Practical engineering
PERSONAL ATTRIBUTES:
Essential:
- Creative and solution orientated
- Determined and self-motivated meet deadlines
- Confident negotiator and commercial awareness
- Energy, enthusiasm and innovative
- Ability to work under pressure to handle complex issues
- Team player
- Excellent communication, documentation and presentation skills
- Effective listening within all levels
Desirable:
- Selling techniques
- Customer focus aligned to business needs
We are a progressive organisation, with an empowering culture. We focus on training and development to improve individual performance, engagement and job satisfaction. This helps our people to deliver quality, work safely, enhancing our reputation and allowing us to retain and grow a large and loyal customer base.
Our growth and continued success wouldn’t be possible without our people and is one of the reasons that we have been continuously recognised as an Investors in People organisation for over a decade.
If you would like to join our team, please email your CV to recruitment@loading-systems.co.uk