JOB SUMMARY
To be responsible for all sales and marketing activity within the entity and assigned regions; and be the leader of people within those functions. Responsible for implementing the sales and marketing strategy and driving the revenue and profit targets. Ensuring that the sales rules of engagement are implemented respecting territory management, ethical and compliant business development and quality assurance with excellent levels of customer service
JOB DESCRIPTION
- Responsible for the overall coordination, the functional management and leadership of all sales activities within territory.
- Develop and execute strategic sales plans to achieve sales targets and to expand the company's customer base and market share.
- Develop and execute the strategic marketing plans to maximise profit margins and ensure customer satisfaction as well as supporting local initiatives where required.
- Develop key metrics, working procedures and regulations for sales team and be responsible for their implementation
- Monitor and drive sales activities and business performance across the whole team to ensure that actual sales meet or exceed established targets which will include sales with existing and new customers as well as developing sales across all industry sectors within the WAG portfolio.
- Where potential sales opportunities are not converted to orders - review reasons for failure to convert and put in place corrective actions to secure future sales.
- Define territories, allocate territory sales representatives and continually re-evaluate in line with changing business requirements
- Provide the planning and leadership to the Marketing Department by ensuring that the appropriate structures, systems, competencies and values are developed in order to meet and exceed the goals of the Marketing Plan.
- Provide the planning and leadership to the Sales Department by ensuring that the appropriate structures, systems, competencies and values are developed in order to meet and exceed sales targets.
- Overseeing the day to day management of the team.
- Carry out the annual and 6-month Performance Development Discussions (PDD) process with Direct reports and ensure these are carried out within the whole team.
- In conjunction with Managing Directors forecast and produce budgets for the annual sales targets (including reforecasting and re-budgeting if necessary).
- In conjunction with Managing Directors forecast and produce budgets for the annual marketing plan (including reforecasting and re-budgeting if necessary).
- Negotiate and close major contracts as required.
- Build and maintain strong long-lasting customer relationships, which will include key customer visits and at the same time maintain a consistent positive corporate image.
- Partner with customers to understand their business needs and objectives.
- Ensure excellent customer service is provided to our customers and that any issues are dealt with in a timely manner.
- Maximise new business development opportunities ensuring that any new business leads which have been identified are reported to other internal departments as appropriate e.g. Research & Development.
- Ensures the capability of distributors within territory by overseeing assistance and advice where necessary for the sale of Welding Alloys products and services (through training, seminars, demonstrations).
- Contribute to the innovation of new initiatives and Business Improvement Processes.
- Ensure team proactively communicates with internal departments to ensure sales activity and outputs are aligned to all areas of the business e.g. production capability, prompt invoicing, marketing activity, quality assurance, customer requests and feedback.
- Ensure that all existing and new Welding Alloys products and services are promoted and communicated to existing/potential customers.
- Represent the business at conferences, trade fairs and networking events.
- Ensure the CRM system is fully supported and utilised by all sales personnel.
- Attend local and regional meetings as required and present and report on sales and marketing activities and market place opportunities.
JOB REQUIREMENT
- Degree or recognised qualification in welding engineering, metallurgy or previous relevant experience gained in commercial/sales areas within the welding industry.
- Significant experience in the Welding Industry.
- Demonstrable experience of managing and developing a Sales & Marketing team preferably within an International organisation.
- Experience of modern Account Management programmes, techniques and customer relationship processes and principles.
- Financial planning and budget management experience to include margin management and sales KPI's (Key Performance Indictors).
- Excellent knowledge of the Welding Alloys portfolio as well as specific knowledge of the industries that WAG work within
BONUS POINTS
- Excellent leadership skills with an understanding of team dynamics, able to motivate and inspire colleagues within an International Company.
- Strategic thinker and planner, able to translate strategies into operational objectives and activities.
- Able to establish high visibility and professional credibility with customers.
- Excellent communication skills both verbal and written. Fluent English, both spoken and written essential – other languages desirable.
- Excellent organisational skills with the ability to plan, prioritise, multi-task and able to work calmly under pressure.
- Excellent IT, budget and report writing skills.
- The ability to drive through tangible targets and results.
- Commercially astute, analytical and numerate.
- Excellent presentation design and delivery skills
- Excellent interpersonal skills with an outgoing personality with the ability to build relationships with both internal and external customers
- Strong team player
- Positive mental attitude, demonstrating self-motivation drive and enthusiasm.
- Passion to succeed and commitment to the Welding Alloys objectives and targets.
- The role requires extensive travel sometimes at short notice.
- Travel may include visiting customers or other Welding Alloys locations, including international travel.
KPIs / DELIVERABLES
Budget Responsibility:
- Responsible of Revenue and Profits for the assigned region
Job Holder Accountable Assets:
- Sales Revenue, Profit, CRM & ERP
Other:
- Health & Safety - The health and safety of employees whilst at work is a matter of the utmost importance. It is the duty and responsibility of each employee to familiarise him/herself with, and to comply with, company health and safety policies and procedures in line with Welding Alloys requirements and local legislation. You are responsible for taking care of yourself and other persons who may be affected by your acts or omissions at work.
