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ABAC UK / Vacancies / Area Sales Manager NE, NW & Scotland- CVAE-9C9KDU

Area Sales Manager NE, NW & Scotland- CVAE-9C9KDU

Job description:

To maximise and grow the sales of the ABAC and ALUP branded industrial air compressors and ancillary equipment across the territory, through distributors, in accordance with agreed business plans & budgets.

Key responsibilities and accountabilities:

Plan and prioritise sales activities. customer/prospect interaction and marketing activities towards achieving agreed business aims, including sales growth and profitability

Maximise dealer loyalty though the monitoring and follow up of all equipment and spare parts sales within your distribution network.

Support sales demonstrations, end user sales visits and exhibitions as required.

Maintain regular interaction with all customers’, at all levels, especially key distributor accounts and help to meet their needs to ensure an excellent standard of after sales service is provided through sales support, technical data, promotional matter, logistical process’, competence development, marketing and managing red flags.

Drive a value based sales approach promoting our products features and benefits. This should be done through site surveys, effective analysis of the costs and energy usages associated with compressed air equipment (equipment data logging) and any other means.

Formulate commercial proposals and the calculation of sales prices to maximise both revenues & profits.

Work together with your colleagues to manage and deliver the support to your customers in aftermarket, delivery, marketing functions, printed matter, training, warranty and other areas as required.

Manage customer satisfaction and support warranty and any related supply issues pertaining to your geographical sales area and customer base.

Provide sales data, monthly reports, and the timely recording of visit and action reports (including lost order reports) and analysis of sales performance against budgets.

Develop and maintain a price support quote bank and keep updated (where possible).

Understand the competitive environment within your region, including price point, product ranges and channels to market.

Understand the gaps within your market coverage to regional / industrial sectors and propose action plans and solutions.

Manage pricing in your area, avoiding price erosion, with support of your Manager and in line with the pricing guidelines.

Liaise with colleagues in the company to co-ordinate activities where appropriate to ensure that sales are obtained and total company objectives are met.

Aim to deliver a tier based loyalty structure in line with the Company’s mission.
Work with any customer and prospect contact activities, tools and systems, and update relevant information held in these systems.

Attend company & sales meetings and ensure that all subsequent actions required are undertaken.

Managing personal time and productivity.

Attend training and to develop relevant knowledge and skills

Adhere to health and safety policy and other requirements relating to care of equipment

Undertake ad-hoc project work as required.

Educational requirements:

Essential:

Relevant HNC/ONC qualification or higher.

Knowledge/Experience Requirements:

Essential:

Proven sales experience of selling capital equipment.
Must be adept in use of Microsoft Office software.

Desirable:

Good standard of knowledge of the compressed air industry
Currently working within the compressed air industry.
Experience of sales territory management.
Knowledge of Lotus Notes databases.

Specific Job Skills/Business Skills:

Essential:

Have an understanding and an ability to use technical/professional knowledge and information.
Able to promote, develop and maintain a culture conducive to quality throughout the organisation and to improve its performance.
Good standard of presentation skills.
Understand and demonstrate an awareness of the link between their role and the business.
Able to positively persuade, convince and impress others in order to achieve results.
Able to express ideas and receive and exchange information clearly.
Able to establish and implement a systematic course of action to achieve an objective effectively and efficiently.
Maintain clear focus on customer satisfaction; take action when needed to meet the expectations of the customer.

Desirable:

Able to identify alternatives to current thinking; ability to develop and implement innovative solutions to problems.
Able to reason logically and to recognise assumptions to evaluate options and reach sound decisions.
Able to modify style in order to achieve results and maintain effectiveness.
Able to maintain organisation, ethical and social values in all business activities.
Able to utilise appropriate interpersonal styles and methods during group interactions.

General requirements:

Essential:

Less than 3 points on driving licence.
Lives within geographical area and able to commute reliably to office base when required.

Personality requirements:

Essential:

Self-driven, results-oriented with a positive outlook and a clear focus on high quality and business profit.
Competent and confident; ability to modify style in order to achieve results and maintain effectiveness.
Reliable, tolerant, and determined.
Empathetic communicator, able to see things from the other person’s point of view.
Well presented and businesslike.

Desirable:

Keen for new experience, responsibility and accountability.
Able to get on with others and be a team player.

Additional information:

Product dimensions

Core product range of: Typically, although not limited to, all Industrial Air and Compressor Technique products, essentially Oil Injected Screw and Piston type compressors and all associated ancillary equipment and spare parts.

Target sectors: All opportunities available via Authorised Distribution sales channel.

Prospect database: Various internal

Customer base of: All potential compressed air users within geographic territory.

Typical account value: £100 to £300,000

Territory to cover:

Field based covering North East and North West England & Scotland

Company presentation:

ABAC and Alup Compressors form part of a MultiBrand organisation trading as part of Air Compressors and Tools Ltd, part of the Atlas Copco group, which was established in Sweden in 1873. The operations within the UK are, for the most part, dedicated to sales and service. ABAC and Alup operate from premises in Bicester, Oxon.

The business objectives are to focus consistently on the customer in all areas of activity – including product development. The company is committed to the professional development of employees, and strives to provide every possible opportunity to enhance their competence.

This role forms part of a team of Area Sales Managers covering the country selling our complete range of Industrial Air compressors.