Sales & Key Account Manager

Personnel Selection
West Sussex
12 Jan 2019
24 Jan 2019
Contract Type
Full Time
We are currently seeking a Sales & Key Account Manager, (£45K salary and up to additional £15 bonus structure-office based with scope to work from home)

This individual will be an accomplished sales person with a talent to develop and capture new business within new and existing markets. The successful candidate will be required to build and maintain strong relationships with new and existing customers, and ensuring a clear understanding of the customer requirement is established. **Please see all the BENEFITS noted below!*

The Sales & Key Account Manager will work to enhancing service agreements by supporting the implementation of improvements and systems procedures, to benefit both internal and external customers. The successful candidate will have excellent organisational skills and be able to demonstrate business development proficiencies with a good understanding of marketing.

The specific responsibilities of this flexible role may alter from time to time in order to meet the needs of the customer, but responsibilities will include (or be equivalent in nature to) those listed below:

Develop and implement core strategies to win new business.

Be the lead Sales person in identifying, developing and capturing new business within both existing markets and new markets. The primary focus is to maintain the strong relationship and position with existing customers such that follow-on business and new programs remain with the company.

Build relationships: Ensure collaboration and monitor service levels from the customer perspective such that performance is maintained and improved; promote customer loyalty to the company so as to secure “Preferred Vendor Status”. Ensure new business relationships are fostered and driven aggressively. Establish, develop and maintain good relationships with customers and, working with the other functional groups, resolve issues, complaints and problems in a professional manner to be beneficial to both company and customers.

Represent the customer/demand function in the capture/sales process: develop/populate, validate and update the Capture/Sales Plan (in accordance with documented Forecasting and S&OP Process). Participate in reviews, ensure the process moves forward in line with the plan, and develop opportunities, key relationships, intelligence, strategy and actions in order to move opportunities for the capture to the proposal phase. Responsible for the Sales Budget, its composition and its achievement. Responsible for managing Sales expenses in line with agreed Budget.

Gather and analyse data: Perform opportunity and customer assessments, gaining clear understanding of customer requirements, determining potential problems and ensuring plans are in place to close gaps against plan.

Lead contractual negotiations for key contracts & discrete orders and support Operations with regards to contract review from repeat orders.

Help implement improvements and implementation of system procedures to enhance service levels, both to internal and external customers.

Develop Sales & Marketing promotional activities to compliment and support Sales Strategy.

Produce timely and informative information to meet company and external Legal compliance requirements.

Other activities relevant to role and position within the company, which from time to time become necessary.

Essential Experience

Min 5 years Account Management experience including customer facing activities and order book / forecast management.

The ability to operate in a small management team to achieve Key Business Targets.

Min 5 years’ experience of delivering improvements in the company procedures either independently or as a leader of a team.

Ability to demonstrate a “Value Add” approach to Sales and Key Account Management.

Min 5 years’ experience of working in a customer facing role for a manufacturing company and the associated relevant challenges.

Experience of dealing with internal and external customers at all levels.

Desirable Experience

Knowledge of high voltage power supplies and associated markets.

Good knowledge of the mass spectrometry industry including mass spectrometry instrumentation and associated components or other analytical instrumentation technologies utilising high voltage.

Min 5 years’ marketing experience preferably to scientific instruments OEMs.

An understanding of electronic engineering principles and a systematic approach to problem solving.

Experience of working for a large corporate (preferably US owned).

Skills and Competencies

The skills required to support engineering in penetration of new markets.

Great listening skills with excellent interpersonal skills in negotiating, presenting and motivating both internally and externally.

Demonstrable Business Development skills with a good understanding of Marketing.

Key account management skills.

Close attention to detail combined with the ability to meet deadlines and deliver concise reports on progress.

Excellent Organizational Skills to structure work patterns and organize staff resources for maximum benefit.

The ability to lead by using initiative – anticipating problems and developing structured action plans for goal achievement.

Strong data analysis skills.

Excellent IT skills, Word/Excel/PowerPoint etc.

The flexibility to travel and work outside normal office hours A customer-focused attitude in supporting, negotiating, convincing and resolving of opportunities and issues.

The ability to adapt to changing situations in a measured and flexible manner in order to adapt to suit changes in circumstances

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