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International Sales Manager

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Location:
Chandlers Ford Headquarters
Business Unit:
Pump Sales
Salary Details:
£Competitive rate inline with skills & qualifications
Advertising End Date:
31 Jan 2020
Our Business Unit
Selwood is a market leader in the Design, Manufacture, Hire and Sales of Diesel, Electric and Hydraulic Pumps to customers on a Global basis.
 
With a pedigree spanning 70 years, our teams are unrivalled in their technical expertise, commitment and passionate in providing outstanding service to our customers.
 
Product Excellence -  Passionate about Service -  Proud to Deliver.
About The Role
Selwood are proud of the established relationships held with our distributors globally and to support our growth plan, we are looking for a International Sales Manager to join our sales team with a focus within the United States of America and Canada.
 
This role will expand the Selwood distribution network across America and Canada and will build and develop relationships with our current distributors whilst exploring new business opportunities within the territories for our products. This development will be carried out in conjunction with our distributors and will require travel to these regions on a regular basis.
 

The International Sales Manager is responsible for achieving sales of manufactured pumps within a designated area and achieving planned revenue and profit for the year. Intrinsic to the role is the ability to build and maintain long term relationships with potential customers and distributors to ensure delivery of strategic commercial targets.Gaining the trust and confidence of our customers through open and honest communication, and acting with honesty and integrity at all times.

The International Sales Manager will formulate and establish the regional strategy and manage its execution by developing new and direct channels to market.The Internal Sales Manager will always act in the best interest of both the company and the customer.

Responsibilities:
 
  • Accountable for the territories manufactured sales divisions revenue, order and profitability metrics 
  • Accountable for identifying, developing and implementing new channels to market through a structured approach to territory management and personal selling.
  • To ensure all sales leads and quotations are prioritised in order that we can obtain the order.
  • Delivering a monthly report of sales activity, also containing details of where we have lost a sale, so this can be evaluated and lessons learned for the future.
  • Delivering a monthly territory forecast for consolidation into a divisional forecast.
  • Working with existing distributors to support them in achieving their revenue and margin targets.
  • Leads the on-going Strategic Planning effort for the assigned region.
  • Leads the implementation of key strategic initiatives and drives the development of long-term growth plans and profitability objectives.
    Including the establishment of direct footprint where the business strategy deems sufficient opportunity, conducting training/knowledge sharing, selecting the fleet profile, and managing the implementation within any new location.
  • Responsible for establishing strategic business development initiatives that drive Manufactured Sales and Rental growth (i.e. market and product adjacencies, channel strategy). 
  • Works with other internal departments to develop and implement the business development strategy into specific initiatives.
  • Implements and Analyses performance metrics (i.e. Sales revenues, product mix, fleet utilisation) to ensure that the channel operates efficiently and effectively to meet and exceed financial objectives.  
  • Develops recommendations and actions plans together with the existing channels.
  • Conducts analysis and provides recommendations related to emerging industry trends, expansion opportunities including mergers and acquisitions, competitive threats/activities, viability of outside business partners, internal business performance and business process improvement.
  • Develops local teams and resources through the full life-cycle to ensure the long-term viability and growth of targeted markets and regions.
    Developing; channel and go-to-market strategy, establishing channel network, support to diversify into new markets, training and development, communicating rental branch best practices
  • Established; on-boarding new resources with training and development, developing adjacent products and markets,
  • Participates and actively contributes to regular business reviews with the manufactured sales team.
  • Act as the main contact between the customer and other departments within the manufactured sales division.
  • Shares best practices/ideas between the countries in a region, and with other sales managers within the manufactured sales division.
  • Works internally with the relevant departments and externally with channels to launch new products; and also assists in gathering voice of customer from within the region. 
Skills & Knowledge:
 
Essential:
  • Previous international sales history, including overseas travel (history of working / operating within the USA would be advantageous)
  • A strong academic and work related background in practical Engineering 
  • Experience of local distributor management, including supporting them with product application and sales expertise
  • Ability to understand clients applications and offer products and solutions to add value to their projects
  • A demonstrable successful sales career history
  • Proven ability to build and nurture lasting relationships with Customers
  • Self-starting, proactive and able to achieve objectives with minimal supervision

    Preferred:
  • A background of capital sales and knowledge of key market sectors.
  • Knowledge and / or involvement of pumps and pumping applications
  • Ability to speak or learn Spanish would be advantageous but is not essential
 
 
 
What we can offer you
 Selwood are pleased to offer a competitive salary and bonus scheme related to sales performance. Company Car and associated IT equipment. 24 days holiday + bank holidays. Pension Scheme and Childcare voucher scheme.
 
Selwood are committed to the development of our staff.  Full training on our product range will be given for this position.