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Sales Director

Grantham, ABE, GB

 

Genie UK Ltd are delighted to announce that we are now recruiting for a Sales Director in the UK. 

 

The Sales Director is responsible for all commercial activities in the region. The individual monitors the progress of budgets and targets achieved by self and  the team. Supported by the Sales ERP system the Sales Director monitors sales activities, budgets, pipeline health and coverages in order to  achieve the common targets as well sets sales targets for the team.

 

  • Create a relationship at all levels
  • Establish regular meetings to monitor deliveries, quality, KPI’s
  • Execute sales training on regional levels / tier level
  • Prepare CAPEX planning with them, safeguard lead times
  • Visit depots to become preferred brand
  • Attend seminars and Working at Height event and deliver presentation
  • The Sales Director is responsible for full deployment of the Value Proposition at all levels. In order to get alignment with all departments, SD will host a monthly strategy alignment meeting where common goals and objectives are benchmarked.
  • The Sales Director is actively engaged in exploring alternative revenue stream. This role plays a key role in the Genie Service Solutions selling, where they should deliver:
    • Revolutionise AWP customers fleet maintenance approach from mainly no or “self-service” towards an OEM maintenance and repair model (both Genie and non-Genie machines).
    • Introduce fleet support, maintenance, repair and management services as an opportunity for customers to increase uptime, reduce offline machines and maximise fleet utilisation which will result in improved budgetary control, increased resale/residual values and tie into the Terex AWP business.
    • Promote and support the selling of aftersales support in line with the services and product portfolio aligned to the territorial strategy and a market shift towards service solutions.
    • Drive post-delivery support to develop a new highly profitable revenue stream and balance of sales cycles.

 

  • Develop new sales leads and service existing customers within assigned territory and region.
  • Lead, develop and manage a small team of Territory Sales Managers.
  • Manage discount levels and strive to improve company margin.
  • Establish sales forecasts and secure sales orders according to goals.
  • Control expenses per agreed-upon budget
  • Ongoing research of local market and business activity and identify opportunities
  • Educate customers on products, services, warranties and technical support. Ensure customers have access to engineers, field service and other team members as necessary.
  • Demonstrate and teach proper techniques of prospecting, telemarketing, wholesale and rental closing techniques and quotation and specification writing.
  • Receive feedback on existing products and services, as well as changes, enhancements and new products and convey information to Product Management Team members for research and consideration.
  • To identify problem, Lead resolution of significant business issues.
  • Monitor competitor activities
  • Collect and feed back market information and report sales progress regularly.
  • Drive customer satisfaction by monitoring Genie performance and by focusing internal resource on customer expectations.

Education / qualifications:

  • Language: fluent in English is a must (spoken and written)
  • Management level qualification is desirable

 

 

Skills:

  • Extensive knowledge of distribution sales and experience (rental channels and dealerships)
  • Professional level knowledge of the principles and practices involved in new business development, product marketing and sales.
  • Excellent written and verbal communications skills with experience of delivering formal presentations to customers
  • In-depth knowledge of the Genie product line, engineering, manufacturing and product support process desired.
  • Excellent problem solving skills to develop sales strategies.
  • Thorough knowledge of computerized spreadsheet, e-mail, word-processing and presentation programs.
  • Ability to work independently while coordinating activities with a variety of large teams.
  • Time and Territory Management practices must be exceptional.
  • Regional and some long distance travel are required.

 

 

 

Preferred Previous Experience:

 

4-6 years of progressive, professional experience in commercial or industrial outside sales, (construction industry experience a plus).