OBJECTIVES MISSION Support, Develop & Execute the Valmont Stainton sales strategy throughout southern region of UK (for your geographical area) to meet or exceed targeted annual revenue & profitability objectives. Improve the creation and delivery of Valmont´s value proposition to grow Sales and Profits. Support Valmont´s salesforce & factories throughout the sales process and train internal and external business partners´ in our capabilities and offering. MAJOR DUTIES & RESPONSIBILITIES Evaluate the Infrastructure Industry in the UK, identifying the key players (Local Authorities, Contractors, Lighting Designers & Consultants, OEMs, Distributors, and Competitors) in the different geographical areas and develop a strategic plan of sales targets in collaboration with the UK Sales & Marketing Director & local salesforce. The geographical priority of this position will be the South of England. Define Valmont´s value proposition and distinctive market positioning including the development of full solutions. Organize targeted & regular visits with the full spectrum of markets/customers with a 30% focus on key customer management and 70% on new business generation. Develop the communication & training strategy towards these groups (in collaboration with the Sales & Marketing Director). Build up a firm relationship with the major Customers, becoming a recognized Key Contact in the UK and build up the reputation of being the Expert for this segment within the UK Sales organisation. Develop strategic partnerships to offer turn-key solutions Maximize effectiveness of business partners (agents/distributors) to increase their knowledge about Valmont product lines and ensure a better commercial presence. Drive and execute the sales plan with UK sales team to achieve the sales and margin targets and coordinate the activities, such as Equote / Brochure deployment (customer face to face execution) and customer excellence initiatives. Develop an activity regime to maximize to success of the external sales processes. Manage business intelligence activities along with the local sales team: analyze market trends, competitor activity, emerging technologies and market shares results to identify opportunities for growth. Develop a lean approach for external sales processes. Identify main product gaps and develop a plan to close them. (Quality and Cost) Represent the Company at various trade show and fairs etc KNOWLEDGE, SKILLS AND EXPERIENCE Have HNC in Sales, Business or Industrial Engineering degree. Knowledge of the ESS(Engineering Support Structures) market. Having worked in the lighting business is preferred. Sufficient level of technical knowledge. Must have worked in sales or product management environment for at least 3 years Fluency in English mandatory and other European languages would be a plus. Travel the extent of Southern England.(a couple of visits a year to HQ in North East.). Sales & negotiation abilities. Confident negotiator and ability to close the deal. Responsibility, sense of urgency, engagement, ability to work under pressure Address problems in a constructive way, being able to deal with conflict, and maintain a positive outlook COMPETENCIES Demonstrates our core values, especially integrity at all times, and shows respect Relationship Building and good communication Fosters an environment of teamwork and trust, Empowers employees to make changes that remove waste, Takes responsibility to train/develop employees, Practices solving problems where they occur, Is visionary - thinks beyond today, Decision Making, Leading and Managing Change, evolving in a matrix environment KPIs Sales turnover - Market share growth - GP% - Specifiers visited & Specification pipeline - New clients gained - Growth achieved with existing clients.
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