Area Sales Engineer

Report To
Sales Director
Employment Type
Fulltime Permanent
Location
Republic of Ireland and Northern Ireland
About Shoal Group
Shoal Group are based in Butterfield Business Park, Luton with an additional site in Tetbury, Gloucestershire (Specialist Wiring Accessories ‘SWA’) and a manufacturing facility in Plymouth (Birch Valley Plastics). The Company is a leading distributor of high quality flexible and specialist cables, cable management, identification, termination, fastenings, fixings and tools for the electrical and construction industries representing own and market-leading brands (with wide-ranging approvals) that are supplied directly into UK OEMs, Panel Builders, Electrical and Rail Contractors and indirectly through Electrical and Industrial Wholesaler channels alongside growing revenues into Export markets.
Shoal Group generates annual revenues ca.£45.0m; the Group employs 190 team members and is itself part of Diploma PLC, an international group of businesses supplying specialised technical products and services into the Life Sciences, Seals and Controls industries. Diploma employs >2,700 employees, and its principal operating businesses are located in the UK, Germany, US, Canada and Australia. Diploma is FTSE 100 listed, market capitalisation value of ca.£3.1bn.
Our people are our most valuable asset and their wellbeing and development is of paramount importance to us, as are sustainable long-term partnerships with our customers and suppliers. We are committed to doing business the right way whilst reducing our environmental impact and improving our ecological performance. It's a smarter direction for everyone.
Main Duties
Although not exhaustive, the key duties and responsibilities of the role are as follows:
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Own the sales area and drive strong and sustainable sales growth meeting monthly, quarterly and annual sales targets and goals; incentive schemes are linked to business growth (uncapped)
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Build and promote strong, long-lasting customer relationships by partnering with them, understanding their needs and developing new business opportunities;
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Work closely with the Wholesale Sales Director, Key Account Managers, Inside Sales colleagues and Marketing teams to form and then execute a coherent business development program.
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Robust weekly call planning and diary management; prioritise your diary (expectation broadly 80% Field based, 20% Home office based) to focus on the execution of the sales strategy against a defined list of focus accounts delivering the sales within your geographical sector.
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Ensure that our CRM system is kept fully updated with quotations, key sales activity, meetings and actions; document key agreed follow up points.
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Share knowledge and understanding of the customer needs and expectations with your Inside sales colleagues / buddy following up on enquires to ensure conversion from quote to order.
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Conduct joint visits to Electrical Contractors with Wholesalers in your geographical area to develop specify in business that is serviced through the Wholesale channel; equally independently build up connections with Contactors / Installers that drives business back through Electrical Wholesale channels
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With the support of the sales management team, negotiate intelligent pricing and service agreements with customers.
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Follow the businesses pricing decisions and make tactical proposals along-side them to secure orders.
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Support the Project & Specification engineer with project information local to your area, tracking the opportunity and driving the commercial action with the relevant wholesaler.
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Organise Electrician and Contractor CPD sessions directly or with Wholesalers in your area. Register attendees and create follow up action plan with the support of the Project and Specification Engineer. Establish links to projects and report into project funnel for tracking.
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Report market intelligence back into the business via the Sales Director and into collaborative Wholesale sales & marketing meet forums.
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Report monthly to Sales Director, SWA
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Identify new product and market opportunities and report back to the business;
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Follow Company Health & Safety guidance and Quality Management system procedures;
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Ad hoc tasks as required.
Candidate Profile
The ideal candidate will have the following experience/skills:
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Proven (B2B) sales and business development track record >3 years; recent experience selling into Electrical Wholesalers and Redistribution at all levels.
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Proven ability to drive the sales process from plan to close;
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Tenacious with demonstrated ability to communicate, present and influence credibly and effectively at all levels within an organisation;
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Strong business and commercial acumen;
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Affinity with technical products (an appreciation of Shoal Group offers)
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Confident IT (Microsoft packages), ERP and CRM experience and B2B Social Media / LinkedIn enabled and aware;
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Experience in B2B distribution essential
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Formal qualifications will support any application.
Benefits
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Bonus Scheme – 20% of base salary uncapped (growth profit structure)
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Car Allowance
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Laptop and Mobile Phone
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Life Assurance from Day 1
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Starting on 22 days holiday plus bank holidays (increasing up to 25 with service)
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An additional day of holiday for your Birthday
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Simply Health Cash Back Scheme
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Work Placed Pension Scheme (5% E'ee, 3% E'er)
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Access to Employee Assistance Programme
How to Apply
Please send an email including your CV to kathryn.campe@shoal-group.com