Role Summary

The Sales Manager Industrial UK will have key account responsibility for OE customers and specialized distributors in industrial market segments, with a special focus on UK Defence business.

With a strong determination for exploring new potential customers (already known or not yet), figure out prospect accounts and generate a new customer portfolio to expand the business/sales, and our presence on the markets under their responsibility.

The role includes close cooperation with the respective Category Managers to develop and execute dedicated market segment strategies.

The key emphasis of this role is building, maintaining and expanding the relationship with customers to further expand the UK Industrial business. Together with the wider team, you make a decisive contribution to ensure customer satisfaction.

Main Tasks

• Being the main interface for assigned UK customers and first point of contact for all topics on several levels (e.g. purchasing, engineering)
• Develop the business in accordance with group plans and targets and provide input for yearly planning, quarterly forecasts and monthly sales projections
• Define and execute the dedicated market and customer strategy and align with the industry segment strategy (in cooperation with the Category Managers)
• Dedicated focus on development and sales growth in the UK Defence business
• Drive sales growth through existing distributors and specialized dealers; building the relationship with new partners to further expanding the business
• Ensure communication across all involved sites regarding strategic business activities / projects including a knowledge transfer (requires on-site presence)
• Work with customers on all different product levels (standard products with configurations, adaptions, new customer specific developments, projects)
• Initiate and lead the business acquisition process: follow-up business opportunities even before receiving an RFQ or providing an initiative offer through the quotation and decision phase (won or lost order) until the product launch, if applicable, and check the customer development afterwards
• Customer + market segment specification: check feasibility regarding technical, commercial, legal and timing dimensions also by involving other relevant internal functions
• Submit different kind of quotations (from standard parts to new developments) and negotiate individual pricing in coordination with Director Sales Europe
• Negotiate customer specific contracts such as Long Term Agreements, Warranty Agreements and others in coordination with M+H locations and in alignment with legal department
• Manage customer performance ratings with regards to delivery, quality and cost (for all sites involved)
• Coordinate and review the reporting of activities and results on a regular basis (e.g. pipeline management, net sales and gross margin development, overdue’s, quality, delivery, etc.)
• Use proactively and in a regular base all CRM tools provided by the company (as Sales Force, etc.) for uploading all information, visits reports, opportunities and lead made during the daily activities.
• Support proactively other departments within M+H in all activities related to customer needs (overdues follow-up, backlog follow-up, project milestones, etc.) to guarantee that the customer requirements are fulfilled on time and expected by them.
• Participate when required on events and Fairs organized by M+H in the markets assigned (in the UK or other European countries). Support all activities related to those fairs/events together with MKN and other Sales team.
• Participate/visit all customer events/fairs organized by existing or prospect customers