Product Sales Executive

Purpose of the Role (Why does the position exist and what is the job about?)

Outward sales executive, directly responsible for new sales and assisting business development of IMES range of products, including load cells and associated equipment, weighing systems and services. The role involves a mix of direct customer relationship development, project research, opportunity targeting and delivery of new sales and associated growth within the UK and Europe.

Level of Supervision (Is the position closely, moderately or minimally supervised – please explain?)

This will be a predominantly self-managed role requiring a very proactive approach and minimal day-to-day supervision targeting customer and sales opportunities with new customers. The reporting line is to the Technical Manager (Sheffield).

Key Goals and Objectives (How will success be measured?)

• Generate enquiry and tender opportunities
• Increase client base geographically, by industry and by replication with new clients
• Diversification into different industries and a focus on renewables
• Increase awareness of IMES products and services
• Year-on-year growth in sales enquiries, conversion and margin

Enquiry, sales and margin targets would apply

Job Responsibilities (Comprehensive detail of the job content.)

Guided by the Technical Manager and in line with business development and strategic plans :

• Understand and establish client and industry types where our products would be used and look to increase existing client base by replicating client or industry type
• Generate a short, medium and longer term plan with targets and milestones based on targeting by industry and client type and by live project and live enquiry.
• Research, by all means, upcoming works, projects, enquiries and tender opportunities.
• Provide increased visibility on upcoming work, projects, enquiries/tender opportunities and industry drivers, competition and report to Line management.
• Identify new leads, customers, purchasing routes and prioritise your visits or contact plans to further sales growth.
• Assist the bidding team in converting these enquiries by generating strong, compelling and competitive proposals or quotes.
• Create and increase the sales pipeline of opportunities on an ongoing basis
• Maintain a sales enquiry database of leads and tenders
• Actively report leads, enquiries and orders to line manager
• Assist with sales meetings, information for budget and financial reviews
• Identify, set up and maintain a UK wide seller/reseller sales structure
• Identify potential partner collaboration relationships for extended sales opportunities.

In addition, you will carry out any other duties that reasonably and naturally fall within your role and which the Company deems you to be competent to undertake.

Other Responsibilities (i.e. budgets, materials, tools, vehicles etc)

HSEQ

You will demonstrate a personal commitment to Health, Safety, Quality and the Environment.  You will apply IMES International Limited, wider Three60 Energy and where appropriate Client’s Health, Safety, Quality & Environment Policies and Procedures.  Maintain and embrace ownership of company policies and procedures and ensure that all QHSE and Operational procedures as identified in the IMES International Limited QHSE Manuals are adhered to at all times.

Working With Others

You will work co-operatively with other personnel in a sales function across IMES International and the wider Three60 Energy group providing support to all colleagues to achieve identified shared business goals through effective team working.  You will communicate openly with others in the organization, exchanging progress information freely.  You will propose and agree ways to improve tasks ensuring interpersonal relationships are effective and support business objectives.  At all times, you will carry out your duties ethically, lawfully and respectfully.

Customer Interface

All roles in the Company contribute to a successful and profitable relationship with our customers.  You must have a thorough understanding of how your role contributes to the service our customers receive and, as a result, will appreciate the importance of always adopting a professional approach in carrying out your duties. 

Financial Awareness

You will carry out your duties in accordance with the Company’s Policies in respect of good financial practices, ensuring all spend is necessary to achieve the organisation’s objectives and is properly approved.  You will understand how costs impact profitability to ensure you’re able to contribute to the business’s positive financial performance.

Knowledge & Skills

Essential/Required

Desirable

• Ability to forward plan for effective regional sales on weekly, monthly and yearly basis
• Confident with excellent communication skills – direct, phone, email and other digital media
• To be able to research, solicit and request visits with potential customers and partners
• Significant previous direct sales experience of a technical product into industry with a record of targeted sales delivery and new sales contributing to growth
• Track record demonstrating a high level of ability to maintain an effective working relationship with clients and increase sales.
• Ability to function effectively within a small team with minimal supervision.

• Contacting, lead generation and sales via digital means
• Negotiation skills and commercial risk management expertise.
• Experience with loadcells, sensors, control and instrumentation or a level of capability to be able to sell technical products.
• Experience with mechanical handling, lifting services, cranes and lifting within industry
• Exhibition and show experience
• Presentation skills.
•  Reseller/distributer setup experience

Tools and Technology

Essential

Desirable

• Competent IT skills including Microsoft Windows MS Office (Word, Excel, PowerPoint)

• CRM user experience.

Special Working Conditions (travel, offshore etc)

• Requirement to travel frequently/for significant periods of time away from home.

Other Comments

IMES have an excellent track record in the sale of measurement and monitoring solutions utilising their own brand of load measurement sensors and telemetry systems for mechanical handling, cranes, testing and general industrial.  

This opportunity centers on strong growth of the product and integrated solutions aspect of the ‘IMES’ Brand by searching for opportunities, direct sales, increased knowledge and partnerships.