Location: Home based in UK
Our client is a leading international manufacturer with a strong presence in global markets. With a rich history of innovation and a commitment to excellence their cutting-edge solutions have garnered a strong reputation for quality, reliability, and customer satisfaction. They are seeking a talented and dynamic Commercial Manager lead sales strategy, oversee technical innovation and take responsibility for the quality systems. Career progression to Managing Director available to the successful candidate.
Key Tasks
Plans and implements sales to existing accounts. Focuses on growing relationships, identifying opportunities, resolving issues and account management skills. Requires full knowledge of the product line and its applications, along with a strong understanding of the client's objectives and challenges. In line with strategy manages accounts to maximise sales volume, value and margin.
Responsibilities
Reporting into the CEO, with two direct reports and a commercial team of 10, develop sales of £30M+ to meet targets.
Identify instances of non-compliance with the organization's policies and procedures and/or relevant regulatory codes and codes of conduct, reporting these and escalating issues as appropriate.
Maintain relationships with existing customers in line with the agreed service levels.
Set clear objectives for customer and sales call/meeting. Develop and implement a customer contact plan to engage customers in relevant sales campaigns and build relationships. Act as first point of contact for customer queries and complaints and resolve or delegate where appropriate.
Working with the finance team discuss and optimise the terms of business. Identify potential customers by obtaining information, referrals, and recommendations from existing customers and other contacts and/or through participation in trade shows and conferences. Keep in regular contact with potential customers. Maintains, together with line manager, a clear and up to date mapping of the UK and Irish markets for their business segment.
Manage, along with line manager, a portfolio of new business opportunity which is in line with the high level business strategy/roadmap. Build relationships with potential customers, ask relevant questions to evaluate the customer's level of interest/needs and to identify and respond to areas requiring further information.
Drive the NBD projects internally. Clearly establish a scope of work for the R&D team to develop new solutions. Monitor technical progress and help present result in a way which convinces the customer to move to internal/external qualification stage.
Monitor the sales results to ensure the expected returns at a customer product level. Implement some value based pricing methodology to maximize the margin quality. Monitor for raw material and industry price changes and adjust prices where needed.
Monitor team members visit/call reports, identifying and resolving standard issues and escalating these to a senior manager as appropriate. Work with line manager to accurately forecast material for the following month, next 3 months and, at high level, the remainder of the year. Forecast existing business and new business.
Takes some steps to reduce risk. For specific projects creates and leads cross functional teams and provides direction, delegating, and removing obstacles to get work done.
Creates the buy-in and confirms accountabilities with others so that work can be done effectively and efficiently. Informs stakeholders using clear and concise updates.
Proactively explores the depth and breadth of a problem, draw out the implications of not changing, and help clients self-discover and articulate the value of a solution.
When required works to uncover clients' explicit needs and/or unforeseen opportunities and challenges.
Uses clear and effective verbal communications skills without supervision and provides technical guidance when required on expressing ideas, requesting actions and formulating plans or policies.
Candidate Profile
Technical background in polymers, plastics, coatings, composites or elastomers is essential.
Proven track record in driving sales and building strong customer relationships and delivery of customer-centric solutions.
Management of commercial team with accountability for technical innovation and new product development.
Holds self and others accountable to meet commitments.
Develops and delivers multi-mode communications that convey a clear understanding of the unique needs of different audiences.
Effectively builds formal and informal relationship networks inside and outside the organization.
Relates openly and comfortably with diverse groups of people.
Makes sense of complex, high quantity, and sometimes contradictory information to effectively solve problems.
Plans and prioritizes work to meet commitments aligned with organizational goals.
Works without supervision and provides technical and commercial guidance to orient the organization around delivering to the key needs of their customers.
Works with full competence to connect with customers to strengthen the relationship, meeting personal needs through positive customer experiences.
Provides technical guidance when required to articulate the customer needs in the customer's business language and business context.
Works without supervision on planning, organizing, prioritizing and overseeing activities to efficiently meet business objectives.
Is competent at manipulating data to identify area of focus at each account
Our client is offering an attractive sales, £8k car allowance, bonus and full executive package in addition with opportunity for development into a managing director role.