Head of International Sales

2 weeks ago

Thame, United Kingdom Lucy Electric Full time

Job Advert

**Job Title: Head of International Sales**

**Business Area: Lucy Electric**

**Location: Thame, United Kingdom**

**Job Purpose**

The Head of International Sales is the focal point of the International Team (formally the Export Team), responsible for creating and executing an international sales strategy which will ensure Lucy Electric UK secure profitable business in their designated overseas sales territories.

Working with the International Sales Manager, Regional Manager - East Africa and their teams, the Head of International Sales will assimilate views, data, and trends to create and communicate a clear consolidated view of the various markets within the LEUK territory, including social, political and environmental trends and direction, competitor activity, government regulation and regional agreements, likely to impact future business.

**Job Context**

Lucy Electric UK are responsible for a broad range of overseas territories and countries, including the Europe, Sub-Saharan Africa, and the Caribbean.

Within the Sales Team there is an International Team based both in the UK and regionally who’s role is to drive Sales both directly to end users and through agents, distributors, and our Licensed Solutions team.

The International Team is one of three main segment teams making up the overall LEUK Sales Team - the other two being the Industrial Team and the Utility (DNO) Team. All three Teams are supported by the Tendering Team and have a designated Tendering Engineer assigned to them.

**Job Dimensions**

Reporting to the General Manager - Sales the role and will have 2 direct reports as well as a matrixed report from the Tendering Team.

The role is a ‘player manager’ role, being directly responsible for a territory or territories as well as managing and leading the International Team which consists of a UK based International Sales Manager and a Kenya based Regional Manager. The International Sales Manager currently has 2 part-time contractors based in West Africa who report into him and the Regional Manager - East Africa heads up a team of 3 employees (2 direct and 1 indirect) all based in Kenya.

The role will be home based with regular visits to Lucy Electric offices in Thame and of course to our customers and offices throughout our International Sales Territory.

**Key Accountabilities**

**These will include**:

- Create and follow dedicated and focused plans for existing, and emerging/new customers and sectors in line with the Company’s 5 year strategic Medium-Term Plan (MTP)
- Provide input to and then work to annual Sales Budgets and Targets
- Research, investigate and identify potential new areas for business development and growth in relation to new and existing products and services
- Preparation of tenders with the assistance of the product specialists and tendering resource.
- Preparation of monthly sales forecasts and reports, collating input from the International Team and taking ownership of the international sales forecast in LEUK SIOP reviews.
- Gain appropriate Client approvals or specification for projects.
- Work in conjunction with the General Manager - Sales and colleagues to ensure that ad-hoc reports and summaries are produced as and when necessary. Support / underpin meetings and decision-making process in relation to territory, customer focus, new or existing products and services.
- Assisting with the preparation of budget pricing information, proposals/quotations/tenders in conjunction with colleagues and where appropriate and within time scales.
- Participate in regular performance discussions, this will be on-going process throughout each year and not solely confined to an annual appraisal meeting.
- Implement special projects from time to time as requested by the General Manager - Sales
- Account and Territory Strategy and Management_
- Formulate and follow a dedicated & focused business strategy for LEUK’s international markets ensuring it is in line with the Lucy Electric 5-year strategic plan (MTP).
- Develop and maintain account plans for all major international customers and communicate the plans to the wider business to ensure unity of direction and focus.
- Identify and recruit agents, distributors and licensees, work with our Legal and Commercial teams to establish and maintain agreements.
- Compliance - Work with Group Legal and the LEUK Contracts Risk Manager to ensure we carry out the necessary compliance checks on our customers, agents and distributors, ensuring effective records and audit trails are kept and maintained.
- Prepare action plans by individuals as well as by team for effective search of sales leads and prospects and follow up the same with the International Sales Manager and Regional Manager - East Africa.
- Conducts a review with all internal teams to build more effective communications, to understand training and development needs with the focus to productivity and effectiveness, and to provide insight for the improve

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