Head of Sales UK & Ireland (WEB8382)

ESSENTIAL DUTIES AND RESPONSIBILITIES 
The following points set out the responsibilities and duties that are expected of the Head of Sales UK & IE in order to achieve a team target as agreed in the yearly budgets.

LEADERSHIP AND SUPPORT
• Management of the UK & IE resources in the LS & P&E Sales department
• Engagement within the Regional Sales Team required to shape the direction of LS & P&E Sales within the region
• Provide technical, operational and administrative support to sales activities and staff within the UK LS & P&E division
• Assist with the provision of a direct marketing plan aligned with the regional marketing strategy
• Ensure that all sales activities are run in accordance with the company processes
• Ensure that sales success criteria are clear and unambiguous and communicated to the relevant stakeholders within the business. These criteria are to include details of selling price, margin, scope, key account opportunity and potential.
• Oversee team building and cultivate a good culture within the UK LS & P&E sales team including applications and other connecting departments
• Liaise with other UK departments as appropriate to identify potential synergies

SALES AND BID PROCESS
• Lead (and / or provide / include competent resource to participate) in the review and approval of the bid/no-bids created by the selling activities in line with the new regional GNG/BNB process.
• Deliver the required order intake, sales revenue and key deliverables with the UK Automation sales plan
• Continue to lead UK A projects in conjunction with market sector as appropriate
• Ensure that a fully detailed sales strategy exists with tasks suitably allocated as well as risks clearly identified with mitigations plans following the release of the Regional Strategy
• Audit each lead, opportunity and project at least monthly to assess our opportunity to win at an acceptable margin and communicate any change to the regional head of sales
• Work with key project stakeholders in the region and within the central SSI organisation to design value driven customer focused automated solutions.
• Along with project team counterparts, ensure that activities are closely tracked to identify what is and is not working and why within the business that the LS & P&E team has Bid or not Bid
• Ensure that lessons learned are done and actions are taken to address any gap

EMPLOYMENT AND CAREER PATH
• Recruit Automation and sales team members in line with budget, company procedures and approval processes
• Create a competency data base of existing employees within the sales team, to be used to show a clear route for progression helping to track and monitor support and training needs
• Arrange training and development plans to improve the competency and capability of the SSI UK LS & P&E sales team, taking into account the needs of the wider sales organisation
• Work with other UK departments to identify potential talent in other areas who could be transferred to LS & P&E sales

CUSTOMER MANAGEMENT
• Identification and development of new market opportunities in line with the Regional Head of Sales and Corporate direction.
• Create key account management for existing customers that the Regional Head of Sales feels offers long term opportunity
• Profile the existing customer data base and understand the opportunity for new business generation – alignment with the regional head of marketing to be done on a regular basis

SAFETY
• Adhere to the Systems and Procedures in place that cover how as a business we deal with the management of Quality, Environmental and Health and Safety.
• Each job holder is expected to acquaint themselves with those procedures, and ensure they fully comply and adhere with the requirements, as they apply to their job role.
• Employees have responsibilities for their safety whilst at work and to co-operate with the Company on all health & safety requirements

• Degree level qualification
• Previous industry experience
• Confidence when dealing with customers at all levels.
• A strategic and analytical thinker.
• An ability to work within defined timescales delivering expectations on time.
• Financial awareness of project results both internally and externally.
• Thorough knowledge of available technologies and how they can be applied to diverse industry
sectors.
• Previous line management experience
• Strong influencing and relationship-building skills
• Effective stakeholder management and engagement skills
• Proficient in Microsoft Office applications, particularly Excel, Word and PowerPoint
• Commercially aware with a strong business mindset
• Strong analytical and problem-solving skills
• Negotiation and conflict resolution skills
• Microsoft Office Suite, Salesforce

Full Time 37.50 hours per week – Monday to Thursday, 8.30 am to 16.45 and Friday 8.30 am to 15.30 with half an hour for lunch each day.
 

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