EMEA Regional Sales Manager

Bridgend

£50 - £62K plus bonus and benefits

The Company

This privately owned SME design and manufacture hi-tech capital equipment which is sold locally and internationally through their 2 overseas offices. The company are highly successful, innovative and currently offer a combination of being office based and working from home.

The Role

You will be responsibility for high value, predominantly B2B sales but also via a network of agents and distributors. This role will require extensive travel throughout Europe. Working hours are 37 per week, offering a good work / life balance, Monday to Thursday 8.30am to 5.00pm and Friday 8.30am to 1.30pm. Duties include:

• Responsible for meeting personal targets for direct B2B sales of high value equipment products into the EMEA market but may also include sales into Scandinavia, primarily within the aerospace and defence industry but also to other transport and engineering sectors, e.g. automotive, mass transit, locomotive and rolling stock
• Develop and manage a network of manufacturer's representatives; managing and coordinating the activities of third party agents and full service distributors within the nominated region of EMEA contributing to the company's overall sales goals
• Act as a first point of contact for nominated region of EMEA customers
• Work closely with other team members to identify and prioritise business opportunities throughout the territory. Potential for day to day management of the sales team
• Use the CRM Customer/Prospect database to manage prospects, and to establish needs and potential sales for products
• Cold call to establish needs and potential interest in our products
• Follow up to develop interest, identify options and best product solution for customer; ensure we have all information needed to establish technical and economic case
• Establish budgets and budget cycles with key players in all areas, including engineering, manufacturing, facilities, and finance
• Identify, support and work with champion(s) within customer's organisation through to closure and receipt of order and aftermarket
• Maintain awareness of competitive issues and pressures; eliminate or minimise as far as possible to ensure we are the clear preferred supplier
• Prepare "Won" or "Lost" order reports, identifying any important areas of company performance, product or sales issues that need urgent attention
• Develop and maintain weekly sales plans and maintain monthly sales forecasts in line with business requirements
• Maintain and work individual "Account Plans" for all existing customers identifying 'Key Accounts' to extract repeat orders and ensure all customers remain fully informed on new products, system upgrades and promotions. Deal with customer complaints and close down as quickly as possible
• Supporting activities will include:
• Preparation of sales presentations, including cost benefit analysis /ROI based on real case studies
• Identifying production and technical issues in the customer's operations that offer potential new business opportunities and working with the engineering and operations teams to establish realistic and attractive new product developments
• Taking responsibility for seeing that any customer issues or complaints are supported with an appropriate response and closed down as quickly as possible
• Assisting in the development of product and other marketing literature and material, including brochures, CD-ROM and video
• Representation at trade fairs and exhibitions and input to the company website

Requirements

The successful applicant will have the following experience, knowledge and attributes:

• Able to work independently, receiving little day to day direction
• Requiring detailed understanding and execution of the Company's sales and marketing plans to meet business demands and objectives
• Proven experience within the aerospace, automotive and electronics sectors
• A strong commercial and technical awareness to facilitate the rapid transfer of new ideas and products from the engineering team to market
• Capable of clear strategic thinking and informed decision-making, managing conflicting priorities to find the correct balance between prudence and acceptable risk to drive business performance and growth
• Ability to engage with internal and external stakeholders at all levels, establishing strong relationships and providing clear management and direction to influence and effect change

In Return

As well as a competitive salary package the company offer 25 days leave, pension, life insurance and a bonus scheme. Their offices are well appointed and offer a productive and friendly working environment.
For more information contact Kim Simpson at Work Wales for a confidential discussion.