Head of Industrial Sales

Job Purpose:

You will have sole responsibility for the management and leadership of the Industrial Sector Sales Team, taking the lead in reaching and exceeding the sales Budget for the UK-wide Industrial sector, and proactively drive the business forward. As the Head of Industrial Sales you will develop and implement a sector business strategy which will deliver high levels of profitable sales and position Lucy Electric as the preferred switchgear and automation supplier within the Industrial sector.

Business Overview:

Lucy Electric is an international leader in intelligent secondary power distribution products and solutions, with features such as remote operation and monitoring. Linking energy generation to consumption, the business specialises in high-performance medium and low-voltage switchgear for utility, industrial and commercial applications.

Job Dimensions:

The role will be home based with regular visits to Lucy offices and customers in the UK. Travel to overseas locations will occasionally be required

Key Accountabilities:

• Manage the Industrial Sector Sales Team
• Create and follow dedicated and focused plans for existing, and emerging/new customers and sectors in line with the Company’s 5 year strategic plan
• Provide input to and then work to annual Sales Budgets
• Deal with all areas of people management and lead and develop the team. This includes performance target setting and monitoring and reporting.
• Research, investigate and identify potential new areas for business development and growth in relation to new and existing products and services
• Preparation of tenders with the assistance of the product specialists and tendering resource at the Thame Office.
• Preparation of monthly sales forecasts and reports appropriate Client approvals or specification for projects.
• Work in conjunction with the General Manager – Sales and colleagues to ensure that ad-hoc reports and summaries are produced as and when necessary. Support / underpin meetings and decision making process in relation to territory, customer focus, new or existing products and services.
• Assimilate views and information on specific markets and customer requirements plus keep abreast with product developments.
• Assisting with the preparation of budget pricing information, proposals/quotations/tenders in conjunction with colleagues and where appropriate and within time scales.
• Arrange and coordinate regular sales meetings for the Industrial Team
• Participate in regular performance discussions, this will be on-going process throughout each year and not solely confined to an annual appraisal meeting.
• Implement special projects from time to time as requested by the General Manager – Sales

Experience, Knowledge & Skills:

• Previous experience of selling to the UK DNOs, contractors, and consultants in the UK and managing distributor arrangements in the electrical sector
• Strong people management skills; recruitment, mentoring, coaching appraisals
• Sales Management – driving profitable business through others.
• Extensive and proven engineering sales experience
• Extensive knowledge and understanding of contract law and terms and conditions
• Ability to negotiate contracts and close orders leading to profitable business Lucy Electric
• Detailed knowledge of both low voltage and medium voltage switchgear products and automation systems.
• Good command of the English language
• Computer literate with excellent command of MS Office
• Excellent understanding of the key business issues in end user accounts
• Solution Selling (desirable)

Behavioural Competencies:

• Ability to communicate effectively in a one on one or group environment
• Ability to demonstrate competent negotiation skills
• Dynamic Presentation skills
• Strong “customer comes fist” focus and delivering on commitments
• Driving change and inspiring others to grow and develop both themselves and the business
• “Roles models” the team values and demonstrates a strong moral compass in all decision making.
• Leads by example and motivates people both within the team and those the team interacts with.
• Proactive; takes the initiative and effectively deals with resistance
• Assertive, tenacious and willing to challenge when required
• Strong work orientation, taking ownership to deliver on time, every time.
• Forms effective relationships with key stakeholders across the matrix.

Other Requirements:

• Current UK driving license
• Electrical or mechanical engineering degree/HND (Desirable)