Position Title: Head of Sales
Reporting To: Managing Director
Location: Kildare
Purpose of the Role
The Head of Sales will have overall responsibility for the development of the Company’s sales strategy in co-ordination with the Managing Director, and implementation of that strategy within the company.
Initially, the Head of Sales will maintain customer support to existing accounts and prospective new accounts. S/he will also be responsible for future sales development and organising and/or assisting in promotional work such as trade shows and social events. At all times this must be achieved in conjunction with the company ethos of maintaining a high standard of quality and customer service.
As the company develops, the Head of Sales will communicate the need for additional resources as they occur and implement the recruitment, training, and management of these junior staff. It is expected that this role will develop and change as the company and business scales.
Key Duties & Responsibilities
* Evaluate the current sales pipeline and identify areas for improvement and efficiency
* Draw up a strategic sales plan each year to identify how the requirements of the Company will be achieved over the next 12 months
* Assume management of current Sales Administrator and support and develop her role
* Manage & maintain a good relationship with existing accounts, servicing their queries and providing sales and technical support as required
* Assessing applications and problems on site and offering reliable advice for solutions which best benefit the customer
* Identifying further new sales opportunities within existing clients
* Recover Sales from customers which we have previously traded with
* Identify new sales customers and markets and development of these potential sales
* Preparation of Quotations and Tenders to support this sales work
* Assist with the preparation and presentation of group sales contracts
* Assist with the preparation and presentation of maintenance Contracts
* Follow up on Sales and identify the best method of closing
* Identify any marketing material required and implement the design & publication of these materials
* Communicate to customers sales opportunities or new developments relating to CKF online database & App
* Action any sales opportunities which may occur arising from site surveys carried out on the CKF App
* Organise and/or assist with any trade shows, social events, factory visits or other outside events in which the company may choose to participate
* Assist with any News or editorial content which the company may choose to publish
* Where necessary, collect payment from customers where site visits are required
* Assist in the fulfilment of sales where further communications are required by the customer
* Assist in the costing of Invoices arising from sales within your remit
* Creation of Service tickets in the Site Diary and liaising with the site crew if necessary to ensure that the service is carried out correctly
* Creation of a Month-end report & review meeting with the director to monitor ongoing sales processes
* Identification and assessment of any strategic partners which can provide value to the company
* Market Feedback and assistance when setting pricing levels for various products
* Market Feedback and assistance relating to any Health & Safety issues which may impact upon future sales
* Market Feedback relating to the level of service achieved by CKF crews
* Identify training requirements of new sales staff at any point in the future and conduct on-the-job training/coaching to ensure upskilling of staff. Arrange other external training where necessary
* Management of any future staff including communication of goals, management of KPI’s and leadership of the sales area
* This role will require regular visits to customer sites. Each month must include a minimum of 12 days of site visits
PERSON SPECIFICATION
Head of Sales
* Degree/Diploma in Mechanical Engineering or Similar
* Comprehensive understanding of mechanical systems and ideally conveyor systems
* Sales experience at senior management level
* Excellent communication, negotiation, and analytical skills
* Experience of selling in plant/machinery sector (or similar)
* Previous experience of improving a Company’s market position and thereby achieving financial growth
* Experience of identifying medium to long-term strategic Sales goals
* Experience of building important long-term customer relationships
* Proven ability to identify business opportunities
* Excellent interpersonal and communication skills, including good negotiation skills with proven experience of closing significant sales and winning high-level accounts
* Extensive knowledge of current market conditions and regular updating
* Strong sense of team and actively seeks to consult and collaborate with the internal team to increase sales opportunities and thereby maximize revenue for the Company
* Proven success in developing and maintaining a sales pipeline – prospecting for potential new clients and turning this into increased business
* Experience of researching and building relationships with new clients
* Innovative – always looks for new ways of promoting and selling brand and products
* Experience of setting up and running meetings between client decision makers and company management as appropriate
* Organised approach to work: plans approaches and pitches - working with team to develop proposals that relate to clients’ needs, concerns, and objectives
* Experience of pricing products
* Possess a can-do attitude and flexible work ethic
* Demonstrate resilience and composure under pressure
* Strong computer skills including experience of inputting and analysing computer data, generating/writing reports and presenting findings
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