sales manager Wednesbury, England
Job description
WE ARE RED
We are an ambitious Company who want to deliver the best professional waste management solutions across the UK. We are on a journey to cement our place as the UK’s premier waste management Company and we need everyone of our team to be onboard with this journey. Every person is valuable and critical to make this journey a success.
Objective of the role
Reports directly on a daily basis to the General Manager Industrial Services on all sales activities across the industrial services function. To deliver all aspects of the group’s industrial services including the commercial overview of the department ensuring the highest quality, competitively priced service to our customers which adheres to the strictest standards of health and safety and environmental controls. To sign off all quotations issued by field and office-based sales personnel to achieve company profitability. Additionally, to create a culture whereby compliance and health and safety is the priority of all sales staff and continually drive sales into the business to achieve monthly sales targets and profit margin on a continuous basis. Maintain, develop and leverage existing customer relationships to develop new opportunities. The role requires the development of a new pipeline of leads for the business and to see through the full sales cycle from initial contact, contract negotiation and contract win. Your role is to increase business performance and account efficiencies with a focus on core business retention of key accounts and maximise profit whilst ensuring compliance and service delivery performance. You will establish strong and lasting customer and supplier relationships working alongside the Industrial Services Operations Manager.
In addition to managing the commercial activities on existing contracts, a major part of this role is to support activities in developing new business and continuously working to improving business performance and applying best practice.
Main Duties
- Manage the sales team both internal and external, including monthly performance reviews against target, development, task management and yearly appraisals.
- Responsibility for budgets and forecasts including analysis of risks and opportunities.
- Ensure that contractual issues such as rate increases, variations, notices and disputes are handled effectively and promptly.
- Supporting business development opportunities including calculation and review of rates, margin models and commercial terms, identification of risks and opportunities and participation in tender reviews.
- Commercial support to operational management.
- Budgeting and control of costs within the sales function and provide support to the wider business where this is not a direct responsibility.
- Manage and compile monthly sales reports demonstrating accurate cost and revenue recognition.
- Assisting in the preparation of monthly board reporting and analysis of KPIs to ensure internal processes and controls are adhered to.
- Provide effective leadership to your team by promoting the highest standards of business practice, company culture, values, and ethics through your own behaviour.
- Act as the main coordinator of commercial information for your team ensuring that the company’s reporting requirements are met.
- Ensure that objectives and processes are developed and followed at all levels of your team to ensure the achievement of overall company objectives.
- Ensure that sufficient competent resources are employed to meet the business needs and that people develop individually and as a team, achieve their full potential.
- Ensure effective implementation and communication of management systems and processes throughout the sales team, particularly in respect of health & safety, quality, compliance and the environment.
- Support the sales team in tender meetings when required, providing operational guidance and viability assessment.
- Maintain effective work behaviour in the face of setbacks or pressure, remaining calm, stable and in control.
- Ensure service delivery meets or surpasses agreed customer expectations.
- Developing and implementing growth strategy for the business
- To stay abreast of industry changes in technology, capability, policy, market factors and competitor activity whilst staying aware of the latest trends and developments and promoting/representing the company at industry events.
- Build strong relationships with all customers, suppliers, and colleagues.
- Generate reports on current performance and future initiatives as and when required in a timely manner.
- Identifying opportunities and collaborating on the strategy to maximise company performance.
- Maintain and develop relationships with key accounts bringing in new business from existing and new clients.
- Identify new business opportunities and be able to negotiate with customers at all levels.
- Collaborate with all departments across the business, finance, operations, technical, operations, transport and sales.
- Communicate with customers all/any changes to service levels and ensure feedback is acknowledged and actioned.
- Supply chain management and negotiation of contracts and rates with suppliers where appropriate.
- Managing daily operations within the sales function, ensuring that all prospective new business is assessed, scoped and priced correctly, all appropriate RAMS are in place and health and safety is not compromised.
- Working together with relevant departments to develop accurate and consistent tender bids.
- Establishing and achieving monthly sales targets.
People Management
- Lead, develop and strengthen the sales team.
- Maximise the performance of individuals through thorough communication, motivation and coaching on a day-to-day basis, as well as coordinating regular performance reviews to enhance performance and setting clear objectives for achievement
- Manage performance and capability issues referring to a formal process if necessary if no improvement has been made.
- Be an advocate of all Company policies, ensuring you are fully aware of your own responsibilities within key policies and communicating relevant policies to colleagues when requested.
- Champion the onboarding process when required, using RED material and information and working with the HR and Training team to ensure low staff turnover.
- Develop employees through on the job challenges / training, feedback and coaching including formal training courses if required.
- Maintain and keep up to date basic personnel and training records for each member of your team.
Generic Duties
- Additional duties as requested by the General Manager Industrial Services or board of directors in line with the capabilities of the role holder.
- Support and contribute to Red Industries Group overall objectives and aims, in line with the role holders experience, and competence.
- Support and contribute to all aspects of “good” safety and health, daily awareness of safety issues and wellbeing awareness.
- Fully responsible for your own and others’ health and safety and applicable environmental legislation to ensure complete compliance.
- Ensure all incidents, observations and concerns are reported through an escalation process; solutions are identified and actions, in line with Company policy.
- Ensure ideas for the improvement of safety are listened to and acted upon, involving the Health and Safety representatives and HR Management if necessary.
- Ensure non-RED employees (visitors, third parties and contractors) confirm to the Health and Safety Policy including using the correct Personal Protective Equipment (PPE).
- Raise a Corrective Action Report for any concern or improvement opportunity.
Competencies & Personal Specification
Functional Knowledge:
- Full UK Driving Licence.
- NEBOSH general certificate or higher desirable although not essential
- A developed and in depth understanding of the UK industrial services market.
- A clear understanding of our competitors’ capabilities in existing and emerging markets and has the ability to compete with a clear understanding of the pathway to improving our market share.
- A highly developed understanding of industrial services activities and the processes employed from an operational, health and safety, compliance and resources perspective across a broad spectrum of industrial sectors.
- Must be able to demonstrate a proven track record of new business achieved on both a personal and team level in the industrial services sector.
Person Specification:
- A positive and self-motivated team player with high standards of achievement and success where clear innovation and strategies are developed which are easily translated into implementation plans.
- Strong commercial understanding allowing work to be scoped, costed and priced accurately and which delivers value to the business from small one-offs to large-scale tendered bids.
- Must be a team player willing to acquire new skills and learn from others.
- Delivering a high level of service and must be highly customer focused.
- Excellent communication and negotiating skills.
- Excellent planning. organisation and influencing skills.
- Skills receptive and an openness to change.
- Proactive and able to work according to strategic direction.
- Entrepreneurial and commercial thinking.
- Able to inspire, motivate and lead effectively.
- Delivering results and meeting customer expectations.
- Shows strong ability to work autonomously within agreed parameters.
Job Types: Full-time, Permanent
Salary: £35,000.00-£45,000.00 per year
Benefits:
- Company events
- Cycle to work scheme
- Flexitime
- Health & wellbeing programme
- Life insurance
- On-site parking
Schedule:
- Flexitime
- Monday to Friday
Experience:
- Sales management: 1 year (required)
Licence/Certification:
- Driving Licence (required)
Work Location: On the road
Reference ID: CSMIS270223
