EMEA Sales Manager
1 week ago
Executive Summary:
Molecular Products has an aggressive growth strategy, relying on rapid organic growth augmented by acquisitions to double sales and almost triple profit over the next 3-year period.
Objective for Position:
Staff and direct a sales team and provide leadership towards the achievement of maximum profitability and growth in line with company vision and values. Achieve growth goal through effectively leading the efforts of the sales team for all EMEA segments including defence, industrial, green energy and healthcare accounts and contracts.
Oversee and manage the business development activities in EMEA for Molecular Products' healthcare segment. Drive sales activities and financial growth by identifying sales, product development, and marketing opportunities. Define long-term organisational strategic goals, build key customer relationships, negotiate and close business deals.
Scope:
Ensure adequate and effective structures, sales processes, systems, and staff in the MPL sales teams to deliver growth in sales and gross margin while maintaining high customer satisfaction. Manage assigned Sales personnel/positions. Deliver growth in sales via sales management activities and direct support to business development. Support sales, contracts, tenders, quotes and bids across assigned geographies, markets and all MP products. Support lead generation strategies. Manage the sales forecasting processes and regularly communicate the MPL sales forecasting across the organization. To oversee and support all commercial matters for the MPL business unit.
Reports to: Vice President of Business Development with a dotted-line reporting to the UK Managing Director
Territory: EMEA, but expectation for worldwide collaboration
Products: all (O2, Carbons, Catalysts, Whetlerites and CO2)
Key Markets: all (Military, Industrial and Medical)
Travel: Approximately 35% of travel is required for conferences, exhibitions, customer meetings, and company training.
The UK office is based in Harlow Essex, the ability to be present at this location on a regular basis dependent on external diary commitments.
Key Deliverables:
- Team growth
- New business/new product sales revenue generation and growth to targets both individually and as part of the commercial team.
- Organic growth of existing accounts
- Margins consistent with company policies
- Manage new business pipeline from prospecting-to-leads-to-close
- Respected commercial representative for the company
Key Criteria for Success:
Sales leadership.
Sales team development.
Sales Growth.
Ability to develop influential commercial relationships at all levels of decision-making with government program and technical personnel, prospects, and customers.
Ability to evaluate markets and accounts at strategic and tactical scales, recognize feasible courses of action and develop and then execute action plans.
Closing Sales.
Gross Margin in line with company standards.
Ability to a consultative, technical sales approach.
Ability to identify and understand customer needs and address risk.
Ability to negotiate and persuade – sell value not price.
Ability to identify and relate valid market information.
Sales funnel pace management – urgency and ability to overcome obstacles.
Personal drive to deliver excellence.
Professional and effective communication across broad internal and external audiences with the ability to listen and empathize with people.
Collaborative and energized by being part of a global team (not a lone wolf).
Understanding of Industrial Market.
Key Objectives:
Sales team development
Sales revenue
Goal setting, training, development, and performance of assigned staff
Gross margin
Global key account management and growth
Successful contract bidding and order fulfilment
Qualified lead generation sales funnel fulfilment, and resulting new sales revenue
Terms of sale and margins consistent with MP standards
Customer satisfaction feedback
Compliance to company policies
Adherence to approved budgets/expenses
Market and Product Areas:
Territory: EMEA, but expectation for worldwide collaboration
Products: all (O2, Carbons, Catalysts, Whetlerites and CO2)
Key Markets: all ( Medical, Military and Industrial)
Education/Experience:
REQUIRED:
Degree level education or have the equivalent experience and skills in commercial account management, sales, marketing and branding, or similar disciplines.
Minimum 5 years relevant Sales experience required for technically based products.
Minimum 3 years' experience direct team management.
Chemical industry experience desired, optimally those serving sorbent technologies, air purification or respiratory protective equipment markets.
Healthcare sales.
Team Management
Compensation Target:
Base salary target of £75,000
Approximate variable up-to £70,000 depending on over-performance.
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