Sales Manager

03 Mar 2019
29 Mar 2019
Contract Type
Full Time
WES Ltd is one of the UK’s leading suppliers of bespoke and standard chemical dosing systems and associated support services. The customer base is spread across industry sectors, including Water (largest proportion), Industrial, Nuclear Power, Defence, Marine and Manufacturing.

The business has ambitious growth plans and offers great opportunities for motivated and skilled employees.

The Sales Manager will create and drive order intake growth, primarily for the Systems and Projects (SP) and Hire divisions, in line with the current plan.

Assist and support sales activity for other WES divisions, particularly where relationships exist with key clients/personnel.

Develop and maintain strong relationships with the purchasing and operations teams within existing, or identified potential, key accounts.

Business Development and Marketing

* Actively develop relationships with allocated existing key accounts, to grow the WES business. Track and record organisational changes and business direction within those key accounts.

* Plan and implement visits to promote and position WES’ products and services within all UK water utilities. The aim is to receive the opportunity to bid for the majority of future relevant Framework enquiries.

* Identify new customers, industries and sectors requiring chemical dosing solutions. Seek out and manage new accounts and relationships that can deliver orders.

* Identify opportunities and generate ideas for continual product improvement, including possible new products and variants.

* Monitor competitor activity; be alert to business opportunities and threat and report accordingly.

* Provide input and ideas for WES news releases (website, social media/LinkedIn, mailshots) to help drive new enquiries and strengthen the WES profile.

Enquiry handling

* Assess and respond to customer enquiries. Decide technical and commercial bid strategy and prepare proposals, or guide and manage others to prepare same. Ensure that Engineering, Manufacturing, Service and other departments are informed and involved to the appropriate extent.

* Visit the client and/or site as necessary to fully understand the requirements and ensure we present an accurate proposal meeting the client expectations.

* Ensure proposals are properly documented, approved and recorded on Sharepoint.

* Lead the approach and response to water company Framework enquiries.

Project Management

* Prepare and present customer presentations in order to promote WES’ capability and generate new business.

* Routinely track all projects post-tender, keep Sharepoint updated, and provide a monthly orders forecast.

* Respond to bid clarification questions and/or customer meetings. Follow through to negotiation and order, in line with agreed sales margin targets. Lead the approach on Framework negotiations to secure same on acceptable terms.

* Arrange clear, timely and complete contract handovers to the Projects delivery team. Act as the ‘customer voice’ during the contract delivery period including participation in design reviews and inspections.


* Ensure all activity is compliant with relevant Company management systems and procedures, including Health and Safety legislation.

* Perform other requirements of this position as may reasonably be expected or requested generally as an employee of the Company.

Behaviours and Self-Development

* As a Senior Manager within the business, demonstrate maturity and leadership in all dealings with colleagues. Adopt and promote a collaborative team-based approach across WES to share skills and expertise, problem solve and communicate to ensure best business performance.

* Represent WES professionally at all times, maintaining the Company values, reputation and image in the marketplace.

* The demeanour to quickly acquire and maintain client trust and thereafter build strong and lasting relationships.

* Identify and complete, where approved, relevant training to maintain and develop personal skills appropriate to the role.

Essential Skills, Experience and Qualifications

* HND or equivalent level of education in Engineering.

* Knowledge of the Water Utilities sector.

* At least 5 years working in a business development or sales role in an engineering project environment, with demonstrable success.

* Excellent ICT skills including experience with CMS or ERP system(s), supported by excellent verbal and written communication and presentation skills.

* Time management and prioritisation skills including the ability to work efficiently and on own initiative

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