Recruitment Pack Sales Manager Salary: Bonus: Benefits: Reports to: Reports: Competitive Significant Bonus for beating both individual & team objectives Attractive CEO See organisation chart below 1
About Houghton International: Houghton International pioneer technical and commercial innovation in the repair, maintenance and life extension of rotating electrical machines servicing a broad range of sectors including power generation, renewables, industrial, water, oil and gas, marine and rail. We operate through three divisions; Rail, Electro Mechanical Services and High Voltage Coils supplying a global customer base through our partnership and agent network. We recognise that people are our most important asset. We have a highly skilled team that successfully combines youth with experience. We employ for attitude and train for skill. We aim to be the employer of choice for talented people and invest in them to ensure that they have the opportunities to develop. In return we expect loyalty, a total focus on our customers needs, delivery to deadlines and commitment to our total quality process. Vision To be widely considered the best in the world at what we do. Mission To be rated the number one supplier into each of our strategic customers by quality, delivery, innovation and customer service in order to drive consistent sales growth across our key target markets. Values Always understand what the customer really wants and give it to them. Always hire for attitude and train for skill. Always admit when you re wrong, and learn from it. Always accept that good enough just isn t good enough. Always retain superstar talent. Always preserve your integrity. Always be open, honest and professional. Always offer the opportunity of promotion from within first. Always give your absolute best. 2
Would you like to be part of a team that: Is striving to be the best in the world at what we do Grew by 22% in our last financial year Will quadruple our business to 20m revenue by Jan 2020 Will grow our forward order book value to 50m by 2020 Has specialism and underleveraged Intellectual Property in markets worth many bns per annum Holds its people at the heart of its business Invests in, nurtures and develops its talent pool Exports to 20 countries world wide in Europe, Asia, The Americas, Middle East and Africa Has a highly skilled team and a fantastically positive, customer focused, culture Won SME Excellence award at 2013 Chartered Institute of Personnel and Development North East Awards Pioneers technical and commercial innovation in the repair, maintenance and life extension of rotating electrical machines Services a broad range of market sectors Won North East England Small Business of the Year 2009 Provides an Electro Mechanical Apprenticeship Programme, run by Association of Electrical and Mechanical and Trades (AEMT) and delivered in conjunction with Loughborough College. Provides opportunities for development through three operating divisions Has a global customer base of blue chip companies Has a culture of innovation and continuous improvement Is committed to training and personal development 3
Job Purpose We seek a highly motivated and driven sales manager who combines their core values with commercial acumen and the talent to realise our ambition of hitting 20m revenue by 2020. Reporting to and working alongside the CEO, the sales manager will be an exceptional salesperson in their own right, highly skilled in opening and closing profitable short, medium and long term opportunities. This job is about selling high value at strong margins, ensuring profitability is maintained across our three operating divisions, with more in development. The core purposes for this role are: 1. To lead and motivate the sales team by example and with humility 2. To consistently beat the sales budget while managing and developing the rest of the sales team to beat their individual targets. 3. To turn new and available operational capacity into increased sales volumes The sales manager has responsibility for delivering all sales growth and is expected to lead their team in strict adherence to the company s core values which must be strongly aligned with their own personal values. Our customers demand the highest of standards and operate some of the world s most complex rotating electrical machinery. They place their trust in only a handful of companies given the complexity and proven track record required to meet their uncompromising quality standards. We need an individual who can lead the selling of our proven capability onto the world stage. This is a high pressure, high reward, role suitable only for those sales professionals who absolutely believe they can be the best in the world at what they do, and deliver the required results consistently. Are you excited and undaunted by the idea? If so, read on. 4
Sales Manager duties and responsibilities The sales manager will be expected to perform any of the following tasks: Form a close working relationship with the CEO & other Senior Executives Lead the execution of the sales strategy, in line with Project 2020, to ensure the company s profitable growth ambitions are achieved Take overall control of the company s sales and business development function Lead and develop the entire sales and marketing team in an inclusive and motivational manner to exceed budget each year Ensure that company sales processes are robust to support the objectives of Project 2020 Work with senior team to deliver Project 2020 Establish a high level of credibility and manage strong customer relationships KPIs for are to achieve the strategic plan as per Project 2020 Invoiced Sales in 2015/16 of 6.5m Sales by Jan 2020 of 20m, with 50m forward order book Gross Profit of sales, and as per agreed budget each year Key tasks & projects 1. Deliver budget as a bare minimum we want you to lead the team to smash it 2. Develop the strategic plan including what we aren t going to do 3. Review sales processes (including overseas representation) in first month to ensure they are robust enough to achieve targets. Amend as required with team commitment. 4. Monthly, with the FD and Operations Director, produce a comprehensive 3,6, 9 & 12 month rolling sales forecast based on orders to hand and assumed business levels 5. Ensure maximisation of the company s new CRM system to drive accurate forecasting, and improve conversion rates across all sectors 6. Gap analysis after 2-3 months, produce a report to the CEO and directors based on what you feel the business is missing and needs to improve. Part of the report will be the plan of how all above projects will be managed, including any gaps and recommendations. 7. Identify low hanging fruit and implement strategies for quick wins. 8. Understand the following: What are we doing that we should be doing more of & why? What should we stop doing & why? What are the impacts positive and negative? Sales Manager key activities: Reporting to the CEO you will lead and manage the existing sales team to implement agreed strategy and smash budgets to achieve Project 2020 5
Nurture and develop a strong sales pipeline of opportunities whilst coordinating bids for major long term contracts. A key member of the senior management team you will operate nationally and internationally forming business relationships and developing profitable business across all sales channels You will drive the sales process from conception to conclusion, ensuing that the appropriate margins are met and customer satisfaction is understood Bringing to market and leveraging our significant IP resources in consultancy, licensing and direct sales Your extensive understanding of online sales channels will support scalable growth of on line revenue generation to national and international customers Person Specification: Typical qualities of the successful candidate will include: Meet the requirement for a commercially astute, articulate, technically strong, dynamic, insightful and influential leader with the ability to function at both strategic and operational levels Energetic, highly motivated, with an enquiring mind and passion for excellence and innovation in pursuit of business growth and success High integrity and openness combined with a commitment to great management of people with drive and humility You ll know how to keep your ego in check and manage customer and internal relationships with humility Exceptional communication skills at all levels Have a demonstrable track record of leading a successful business development team that has won significant contracts With broad experience in electrical and/or electro-mechanical engineering, you will have strong technical knowledge and understanding of what we do for both our international marketplaces and customer requirements You will be well connected across the industry sectors we serve with the ability to hit the ground running You ll naturally hold the necessary leadership qualities to drive the sales department in line with the company values You ll be personally aligned with the company values Will be keen to join a dynamic team that has a reputation of winning and retaining major contracts You will have international experience of a broad range of export markets Preferably degree educated in an engineering discipline Strong IT skills, always being ahead of new technologies and understanding how we can utilize them to enhance the customer experience Ability to handle high levels of pressure and critical decision-making. 6
Your experience: The business needs an individual who can help deliver the strategy as defined by Project 2020, so we need a technically strong person who understands and has proven experience in selling the following services: Manufacturing both one offs and standardised products (our three operational divisions operate a mix of both) making it a complex business to understand Fast response service - we operate both a 24 hr emergency callout service as well as a fast response, emergency, bespoke manufacturing and repair service. From an engineering background with technical knowledge of rotating and static electrical machines and/or electro-mechanical services Our people and unique culture are two of our key competitive advantages. Managing people and enhancing our unique culture therefore is a critical skill required of all our leaders, without exception. You must have immense skills in managing the people who manage all our customer relationships, and which contribute significantly to gross margins in all three operational divisions. We need someone who both understands this and can improve how we profitably manage such a challenge while ensuring we keep our staff motivated to deliver marketleading services Sales Team Org Structure CEO & Acting Sales Director Sales Manager Rail Tech Ac Mgr EMS Tech Ac Mgr HV Tech Ac Mgr Marketing Manager Sales & Marketing Administrator 7