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Job Details

Job Title Aftermarket Sales Manager (Bristol)
Location Filton, Bristol, England, United Kingdom
Department Aftersales Solutions
Salary TBC
Contact Careers: careers@cullum.co.uk

JOB PURPOSE

  • The purpose of this role is to generate profitable sales and lead the Aftermarket Customer Account Team with existing customers and to develop new sales in support of the overall business objectives. This will involve: 
  • Meeting sales targets for profitability, revenue and other relevant KPIs.
  • Managing the Customer Account, developing strong customer relationships, securing profitable contracts and identifying opportunities to grow sales and profitability.
  • Taking the lead and being the customers key point of contact during the proposal and sales phases of a project, ensuring profitability and repeat orders are secured.
  • Understanding and managing risk (technical, commercial, financial and programme) for project proposals to protect the company relating to the contractual requirements and our commitments.
  • Working closely with the Directors and Management team to set and maintain the direction and strategy for the account to meet business targets and KPIs.  Produce business development plans and acquire market knowledge to increase sales and profitability.
  • Inspiring others to achieve the high standards of business excellence.
  • Ensuring that deadlines set by customers and the organisation are achieved, including technical and commercial proposals.
  • Managing your own development, knowledge acquisition and sharing of information whilst mentoring other team members.

 

JOB ACTIVITIES

  • Be the key point of contact for the existing and new customers and projects; capturing and interpreting project/customer requirements.
  • Create and maintain long term relationships with our customers and partners to support and promote sales and business growth.
  • Maintain ownership of enquiries received from customers within the business and manage and co-ordinate their execution with internal teams and external bodies to ensure that customers’ needs are met in a timely manner.
  • Develop Business Plans for targeted products, customers and regions, with clearly defined goals and targets.
  • Apply good Sales and Account Management practices to ensure that:
  • Market knowledge, customer intelligence and contacts are used to support sales opportunities and improve our chances of winning.
  • Leads are converted to enquiries and quotes converted into contract award.
  • Have good awareness of competitors and market trends and use this information to influence sales strategies and plans.
  • Provide reports on progress, performance against KPIs and key actions relating to customers and enquires to support planning and developing winning strategies.
  • Provide business forecasting information to support capacity planning and business financial modelling.
  • Co-ordinate the production of internal and external cost estimates for the proposed solution, including the production of equipment specifications, where required.
  • Produce financial cost models of the proposed customer solution/s for Manager/Director approval.
  • Produce detailed proposal documents to effectively communicate the proposed solutions and products and the benefits they offer clients.
  • Identify and report any areas of business risk relating to technical, commercial, financial and programme risk.
  • Undertake customer visits and reporting.
  • Provide effective and timely communication with customers to secure profitable contracts and promote long framework agreements and contracts.
  • Promote the benefits of the company’s solutions and products to clients.
  • Work closely with other departments in the Company to ensure that customers’ and company’s requirements and expectations are understood, resource and support is planned and that the customer requirements are met.
  • Complete the Contract Review Process and effectively hand over “as sold” contracts to Projects team for execution.
  • Ensure all activities are completed in a timely and effective manner to meet the deadlines set by our customer and the Company.
  • Provide effective reporting to the business including Directors and Management team.
  • Where necessary define priorities and communicate these to relevant teams, employees and Directors.
  • Work in accordance with the Sales Procedures and Gated Sales Process.
  • Support your development and the development of other team members, complete appraisals on-time and to a high standard and support the improvement of relevant business practices.

 

SUPERVISION AND RESPONSIBILITIES

  • The post Holder must work to attain optimum performance in service and delivery within their area of responsibility.
  • Manage and supervise allocated team members in support of the account/s in meeting business targets and objectives
  • Will be required to work individually and as part of a team to achieve tight deadlines, using your own initiative. 
  • The work is varied, may be complex and will involve changing rapidly from one task to another during the working day, often under pressure.
  • Will be required to communicate with other services and outside organisations at all levels.
  • Identify and implement areas of improvement within the Department.
  • Ensure that your line manager is informed of any major developments or areas of concerns raised within the department.
  • Work to ensure that adequate and suitably qualified resources are planned within the company, to meet the demands of the customers’ accounts.


GENERIC CONDITIONS

  • Promote and represent the Company when required, setting a good personal example at all times.
  • Take all possible and reasonable steps to create a harmonious working environment using effective communication and team working techniques.
  • Be aware of, and adhere to Company policies and procedures, including but not limited to the Health, Safety, Welfare, Environmental & Quality policies and procedures and the Employee Handbook.
  • Undertake duties as may be required within capabilities consistent with the Terms and Conditions of employment and responsibilities in accordance with UK and EC Laws.
  • Be aware of, and adhere to, Cullum current policies and procedures including but not limited to ISO9001, ISO14001, BS OHSAS 18001 and Staff Handbook.
  • Undertake tasks and responsibilities assigned by line manager.


PERSON SPECIFICATION

EDUCATION/QUALIFICATIONS

Essential

  • Engineering, Business or Manufacturing Qualification to HND level or equivalent.

 

Desirable

  • Engineering, Business or Manufacturing Qualification to Degree level or equivalent.


EXPERIENCE
Essential

  • Proven track record of success in negotiating complex contracts and selling products and services.
  • Experience of working in a similar EPC construction sector or site services sector.
  • Experience and knowledge of the CDM regulations.
  • Able to demonstrate the desire and determination to exceed sales targets.
  • Capable of showing a natural ability in sustaining customer relationships.
  • Able to implement excellent customer care and communications skills.
  • Focusing the teams to independently plan, organise and work to tight deadlines.
  • Capable of working within a fast paced environment whilst demonstrating inspirational and supportive leadership skills.
  • Over 10 years’ experience of technical sales, account management or business development
  • Experience of working in an EPC, Engineering or Manufacturing business.

 

Desirable

  • Experience of working in similar Site Services, EPC, Engineering or Manufacturing business related to gas turbines.
  • Sales Experience in Energy/Oil & Gas/Aerospace industry sectors.
  • Technical sales experience.
  • Proven business development role.


ATTITUDE
Essential

  • Commitment to continued professional development in conjunction with the Company Vision Statement, Departmental Mission Statements, Cullum Competency Framework, recognised professional standards and the changing requirements of the organisation.  


If your are interested please contact:
Careers
careers@cullum.co.uk

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