Internal Job Title: Regional Sales Manager - South
Business: Lucy Electric UK
Location: Home / Field Based
Job Reference No: 4445
Job Purpose:
To manage the sales for the complete Lucy Electric product range into an agreed territory within the UK as part of the Industrial Sector Sales Team. To achieve maximum sales potential via management of key accounts and developing business within new/existing customers. Day to day management of Sales engineer(s) for the assigned territory. To achieve and exceed budgeted sales targets and maximise profitability for the assigned territory.
Job Context:
The Industrial Sector Sales Team has had great success over the last few years and is now a significant part of Lucy Electric UK’s revenue stream. Key deliverables for this role are to sell into the Industrial Market, IDNO/DNO approved equipment, package substations, primary MV switchgear and third-party equipment into the sectors ICPs & IDNOs operate, examples being renewables, transportation, commercial and real estate. This will be achieved via new business development and growth of existing customer base.
The Industrial Sector Sales Team is one of three sales teams making up the overall LEUK Sales Team – the other two being the DNO Team and the Export Team. All three are supported by the Tendering Team and have a designated Tendering Engineer assigned to them.
Job Dimensions:
The role will be home based with regular visits to Lucy Electric offices and customers within the UK.
The Employee’s home base must be located on the UK mainland, in the Southern region.
Key Accountabilities:
- To achieve and exceed budgeted sales targets and maximise profitability for the assigned territory.
- Create and follow dedicated and focused plans for existing, and emerging/new customers and sectors in line with the Company’s 5-year strategic plan
- Accountable for generating new business into new customers within the region by researching and identifying potential new areas for business development in relation to new and existing products and services.
- Key account management of existing customers within the region to ensure high levels of business retention is achieved.
- Deal with all areas of people management; lead and develop the team. This includes performance target setting and monitoring and reporting.
- Ensure that customer records are maintained via the CRM system.
- Assist Head of Industrial Sales in handling day to day account management, and liaise closely with the UK Sales Office, Service, Technical and Contracts Departments.
- Assist with the preparation of budget pricing information, proposals/quotations/tenders in collaboration with colleagues where appropriate.
- Preparation of monthly sales forecasts and management reports.
- Gain appropriate Client approvals or specification for projects using strong techno-commercial knowledge to drive our products ahead of our competition.
- Develop professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; benchmarking state-of-the-art practices; participating in professional societies.
Qualifications, Experience & Skills:
- Previous experience of selling package substations and primary MV switchgear equipment to UK DNOs, EPCs, ICPs, IDNOs and consultants
- Proven engineering sales/business development experience.
- Experience of dealing with multiple large-scale bids simultaneously.
- Experience of managing contracts/framework agreements.
- Knowledge and understanding of basic contract law and terms and conditions.
- Experience of Solution Selling & comfortable negotiating with senior stakeholders.
- Detailed knowledge of both low voltage and medium voltage switchgear products and automation systems.
- Electrical or mechanical engineering HNC/HND or Relevant experience within the industry.
- Current UK driving licence.
- Desirable – Previous people management experience / Engineering Degree.
Behavioural Competencies:
- Driven self-starter.
- Ability to communicate effectively in a one on one or group environment
- Strong Techno-Commercial skills.
- Ability to demonstrate competent negotiation skills.
- Dynamic Presentation skills.
- Strong “customer comes first” focus, delivers on commitments.
- Driving change and inspiring others to grow and develop both themselves and the business.
- Leads by example and motivates people both within the team and those the team interacts with.
- Assertive, tenacious, and willing to challenge when required.
- Strong work orientation, taking ownership to deliver on time, every time.
- Forms effective relationships with key stakeholders across the matrix.
