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Job Summary
What You’ll Be Responsible For
Sales & Business Development
- Develop and execute sales strategies to achieve revenue and growth targets
- Proactively identify, target and secure new B2B business
- Generate leads through research, networking, referrals, cold calling, client visits and other business development channels
- Identify new markets, industries and customer opportunities
- Build strong, commercially valuable relationships with new and existing clients
- Meet with clients to understand their requirements and recommend appropriate solutions
- Prepare and present quotations, proposals and commercial presentations
- Manage opportunities through the full sales cycle, from initial prospecting to negotiation and closure
- Personally drive high-value and strategic sales opportunities
- Negotiate pricing, terms and commercial agreements
- Monitor market trends, competitor activity and changing customer requirements
- Maintain an accurate sales pipeline, forecasts and revenue projections
- Maintain and update company pricing
- Cost new, modified and customised products, taking materials, manufacturing requirements and margins into account
- Provide technical advice and troubleshooting support to clients and the sales team
Sales & Marketing Leadership
- Lead, motivate and develop a small Sales & Marketing team
- Set individual and team sales objectives and monitor performance against KPIs
- Coach team members to improve sales performance and conversion
- Ensure opportunities within the team’s pipeline are actively progressed
- Develop marketing strategies that directly support business development and revenue objectives
- Drive initiatives to increase brand awareness, market penetration and customer acquisition
- Ensure marketing activity translates into meaningful, qualified B2B leads
- Evaluate marketing performance and its contribution to sales and revenue growth
Digital, Website & SEO
You do not need to be an SEO specialist, but you do need to understand how digital marketing supports sales.You will manage the external website and SEO service provider, ensuring that activity is commercially relevant and that agreed deliverables, timelines and objectives are achieved.
You will monitor website performance, organic visibility, search rankings and lead generation, and work with the external provider to continuously improve results.
Commercial & Technical Collaboration
You will work closely with technical, production and operational teams to ensure that customer requirements are properly understood, costed and delivered.This includes developing a strong understanding of the company’s product range, applications, specifications and manufacturing requirements, and contributing technical and commercial input where customised solutions are required.
What We Need From You
- Minimum 8 to 10 years’ proven sales experience
- Strong B2B sales and new business development experience
- Previous experience in a senior Sales, Sales Management or Business Development role
- A proven track record of generating, negotiating and closing new business
- Marketing or Technical Diploma or Degree
- Strong understanding of the complete sales cycle
- Demonstrated success against sales targets, revenue objectives and commercial KPIs
- Experience identifying new markets and converting prospects into clients
- Strong commercial and negotiation ability
- Confidence engaging senior B2B decision-makers
- Leadership experience within a small sales or commercial team
- Good working knowledge of websites, SEO and digital marketing
- Ability to manage and hold external marketing or digital service providers accountable
- Strong technical aptitude and the ability to understand product specifications, costing and practical customer solutions
- Strong computer literacy, including Microsoft Office and CRM or sales management systems
- Valid driver’s licence
- Willingness to travel for client meetings and business development opportunities
The Person We’re Looking For
You are commercially curious, persuasive and comfortable being accountable for results.You can lead a team, but you don’t wait for your team to bring you the opportunities. You create your own.
You understand that great B2B sales is part relationship, part commercial instinct, part persistence and part knowing when to stop presenting and start closing.
If you have built your career around growing business rather than simply maintaining it, we want to hear from you.
O'Brien Recruitment
Recruiter
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