Director of Sales

4 weeks ago

Newcastle upon Tyne, Newcastle upon Tyne, United Kingdom Element Materials Technology Full time

The Director of Sales will be responsible for the leadership and development of the commercial team to deliver profitable revenue growth across its core end markets and geographies; driving Share of Wallet within the current customer base and converting new customers to Element while increasing customer satisfaction and driving productivity.

They will define and, when required, adapt a best-in-class go-to-market plan aligned with the overall strategy by analyzing the market and gaining an understanding of its potential, the key players, the programs, test requirements, competitors, and capabilities.

The Sales Director will ensure consistency of standards, processes, procedures, systems, metrics and KPIs, as well as building, developing and retaining a best-in-class commercial team to deliver near and long-term strategic goals. They will onboard and integrate commercial functions of acquired companies into our sales strategy.

They will display, create and cascade a collaborative enterprise mentality work environment and work in collaboration with Element's commercial excellence team, the wider account management team, and business developers

The Sales Director will drive the development of a compelling value proposition to sell the full breadth of services within their business unit. They will work closely with marketing colleagues to develop and deliver a marketing plan and campaigns which will raise awareness within the targeted end markets, and the sales community, to drive gain in share of wallet.

The Sales Director will further develop strategic and key account management principles and processes with a focus on enhancing sales performance, service delivery and leveraging customer relationships. Working closely with the VP of Strategic Accounts developing a culture of account management excellence. They will actively support the performance and improvement of accounts through strategic objectives and actions setting, periodic reviews and pressure tests.

They will lead and coach commercial colleagues, to drive profitable growth within the current customer base and new prospects, increase customer satisfaction, drive productivity, and achieve and exceed Element's revenue objectives

Responsibilities

  • Achieve roll-up sales goals through effective coaching and managing of direct reports, providing them with the tools necessary to improve required skills and competencies
  • Ensure the commercial team uses desired behaviors, actions, processes, and tools to execute the sales strategy and drive a proactive, positive, enterprise sales approach through the commercial organization
  • Build a competitive and motivating atmosphere of selling
  • Ensure sales resources are aligned with Element's sales / go-to-market strategy and prioritizing the highest opportunity accounts
  • Proactively promote account management excellence through adoption and adherence to Element's account management program, leadership and participation in account reviews, commercial business reviews, and pressure tests
  • Leverage internal networks and engage with other Element resources to help colleagues to advance opportunities and deliver a seamless customer experience
  • Provide positive leadership and representation of Element to the public, customers, vendors, and all colleagues through membership in professional organizations, servicing on company project teams, conducting employee meetings, visiting work areas and interacting with employees
  • Lead and contribute to the generation of the Region and Business Unit's strategic plans, working with other functional leads and business heads to ensure alignment with financial planning cycles
  • Create and routinely review performance against the Business Unit's annual Sales & Marketing Plan
  • Support Element's pricing strategy, working in collaboration with the Global Pricing Director, Finance, and Operations colleagues to determine, implement, and cascade pricing changes to combat inflationary cost increases and margin protection
  • Prepare market assessment studies and business cases, and execute plans for new business opportunities, including contributing to capital request proposals
  • Identify and propose geographical expansions through M&A, or green field, opportunities
  • Seek out and support new partnerships/alliance opportunities and undertake the initial business assessment for alignment with the Group, Region, and Business Unit strategies/objectives
  • Grow Element's market presence by identifying and exploiting new opportunities through service extensions and leveraging the capabilities of the wider Element Group
  • Lead the generation of effective market analysis across the business unit, ensuring data is available promptly; undertaking and coordinating geographical and market segment analysis of the customer operational requirements to develop effective market penetration strategies
  • Partner with marketing colleagues to drive the improvement of Element's brand recognition in selected end-markets and accounts

Qualifications

  • Proven track record in leading Sales & Marketing/ Commercial Operations (including key account management, marketing & pricing) supporting revenues of $230 million in an international environment where they have clearly demonstrated their ability to develop end markets and drive above-market growth
  • Demonstrable experience in developing high performing sales teams who exceed their targets year on year
  • Strong understanding of sales and routes to markets, including call center and web-based strategies (e-commerce)
  • Demonstrated ability to create and manage matrixed relationships
  • End market/sector expertise developed in international B2B business ideally in the provision of services to safety critical end markets
  • Exceptional business and commercial acumen
  • Experience in successful integration of acquisitions
  • A track record of sponsoring and enabling cultural change (programs)
  • Strategical and tactical capabilities, able to develop and execute plans
  • Excellent influencing, persuading and negotiating skills

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