This role will define and execute the UK & Eire market strategy plan in coordination with the sales manager and existing UK BDM to deliver regional growth; meet or exceed sales targets and profit objectives for allocated accounts; develop the business through the sale and maintenance of existing products within the DT market, while preparing the ground for the introduction of new test technologies; and focus on driving market adoption of the latest test tech in alignment with the company’s electrification and digitisation strategy.
What you'll be doing
Work with the Sales Manager & existing UK BDM to define & shape the UK market strategy
Together with the BDM develop & deliver UK & Eire business plan & territory sales target
Develop & deliver business forecasts for UK market revenue & margin growth – annually & monthly
Target & engage the installer / maintainer / integrator UK base directly – noting key usage trends
Identify which accounts to develop directly and which to route through distribution
Give primary focus to (up)sell of latest test tech & digital offering
With existing BDM carry out ongoing evaluation of optimal routes to UK market & explore new opportunities / channels as required
Process in-bound sales lead; develop, distribute, track, record & analyse outcomes – focus on quick turnaround times & clarity on outcomes
Collect market intelligence on competitive products, pricing and strategy. Advise on changes and trends within the marketplace where the company could exploit further potential
Own & grow the customer database so that DT Marcoms messaging reaches an ever wider market audience
Liaise with other depts internally to ensure they receive relevant information to help the flow of business, be it orders through the sales desk or technical feedback to the product management team
Carry out statistical analysis on sales data & draw out trends for review & action
Deliver commercial proposals to existing & new contacts
Liaise with relevant contacts, from installer/maintainers through to specifiers / end users where appropriate, and build & develop profitable relationships, as appropriate, throughout the chain
Work in close cooperation with the company’s distribution network to drive the right practices / behaviours in sale, marketing & support of DT’s full product range
Optimise pricing levels in the territory, respecting the overall structure (internal & external) in the process and regularly reviewing/analysing whether the chain is the most efficient to deliver growth & margin
Deliver presentations, proposals/quotations, training & plans
Supply monthly territory reports & business plans which provide a full & clear insight on the market status and updates on sales generation activity to management
Coordinate with existing UK BDM, internal Sales Hub & Customer Experience Team to deliver high level customer experience
Transparency in movement, activities and visibility of work and to provide clear communication with whole team
What you'll need
Educated to degree level or above, or qualified by experience
Proven track record of delivering sales and profit growth within a technical B2B environment
Experience establishing, managing and developing relationships with UK companies – integrators & distribution channels
Proven track record of meeting targets and increasing sales – driving revenue & margin growth
Develop & define business plans / forecasts for delivery on monthly & annual basis
Take ownership of territory to deliver sales plans & budgets – thinking laterally & demonstrating ‘can do’ / problem solving approach
Add value by being a willing & available point of contact
Able to manage a varied and pressurised workload while retaining focus on the “big picture”
Able to vary the approach & pitch depending on the audience
Ability to network with, and influence, senior people / stakeholders both internally and externally in order to achieve a pre-defined outcome
Performance Management of customers – ensure partners deliver business in line with forecasts / expectations
Good working knowledge of MS Word, Excel and ability to use databases for recording and reporting
Desirable
Experience within the Fire Detection Industry – ideally with integrator & specifier / consultant contact
Knowledge of specification & project processes
Knowledge of selling both capital equipment and recurring monthly revenue approaches / subscriptions
Electronic product knowledge / understanding an advantage
What Next?
If this sounds like the right opportunity for you, then we’d love to hear from you! Complete the form below, including your CV and cover letter and a member of the team will be in touch with you.
