Sales Account Manager - Industrial Engine Products

Maloy & Flynn
11 Feb 2018
16 Feb 2018
Contract Type
Full Time
Job Title: Sales Account Manager / Territory Manager

Salary: £45,000 - £50,000 (depending on depth of experience)

Benefits: 25 days annual leave, excellent bonus, contributory pension scheme, contributory share scheme

Location: Peterborough

We operate a flexible working policy

Relocation assistance may be available for this position

For more than 90 years, this client has been making sustainable progress possible and driving positive change on every continent. Customers turn to them to help them develop infrastructure, energy and natural resource assets. With 2017 sales and revenues of $45.462 billion, This is the world’s leading manufacturer of construction and mining equipment, diesel and natural gas engines, industrial gas turbines and diesel-electric locomotives. The company principally operates through its three primary segments - Construction Industries, Resource Industries and Energy & Transportation - and also provides financing and related services through its Financial Products segment.

Due to internal progression, we have an exciting opportunity available for a Sales Account Manager position within our Industrial Engine Products sales team covering the European, Africa and Middle East Region. Within this role you will drive increased sales, Dealer engagement and profitable growth.

Acting as the face of the company to your assigned Dealers and territories you will be responsible for the development of sales volumes and revenue, maximisation of profit margins, and achievement of high overall satisfaction levels. You will also increase the selling time of the Dealer sales force.

Job duties include:

* Develop and deliver sales plans to maximise the market-share with each assigned Dealer
* Develop relations with key decision makers at the Dealers and OEM’s to understand their long-term plans
* Present their products and propose how the OEM can integrate our products into their machines
* Routinely monitor customer activities with the Dealers
* Facilitate or participate in, and follow through, the resolution of issues in all aspects of the relationship
* Co-ordinate the Applications engineering activities with each customer in the portfolio
* Spread the customer’s knowledge of our products
* Participate in and contribute to all sales projects, from identification of opportunities to development of the product offering
* Develop and present commercial proposals both internally to key stake holders and to Dealers
* Develop growth strategies with assigned Dealers. Analyse the assigned market forces and participants in the assigned area, develop and implement action plans to target and break through identified key / priority prospective
* Participate as required in Sales promotional activities (Trade Shows, Hospitalities, etc.)
* Input forecasts and long-term plans. Maintain forecast accuracy at target levels.
* Develop Continuous Improvement activities, both internally and with the customer. Propose improvement activities and participate in projects as required
* Work closely with the Product Business Development Managers for the establishment of Product Objectives
* Sales pipeline management using CRM tools
* Take part in the development and / or improvement of sales processes and sales tools (order administration, project management, invoicing, applications engineering, product support, etc.)
* Feedback to central services: customer & competitor information

Skills, experience and qualifications you will have:

* Understanding of the application of technical products
* Previous Technical or Commercial / Account Management experience in an industrial engine environment
* Prior account Management or Dealer facing role experience
* Previous experience in sales of technical products.
* Negotiating skills

The successful candidate must be comfortable travelling 25%-50% within EMEA

Skills, experience and qualifications you may have:

* Experience within sales or integration of highly regulated technical products
* Working knowledge of Salesforce
* Ability to take market data analytics to drive action and growth within our markets
* Knowledge of and impact of the Aftermarket business and impact on sales opportunities

Relocation assistance is not available for this position.

Primary Location - United Kingdom-Cambridgeshire-Peterborough

Please contact Mathew Maddison (Apply online only)

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