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Job Description

An additional Sales Manager is required to cover the Scotland region to increase the sales, profit and market share of TFKable’s Land Cables and Utilities segments, in line with the Power Distribution and Transmission Market Segment Growth Strategy.

Reporting into the VP for Business Development at TFK you will be responsible for Key Account Management and Business Development, as well as project management capabilities via cross functional collaboration to deliver the sales growth plan. 

As Sales Manager, Land Cables and Utilities for the region of Scotland you will be responsible for the following:

  • Market Intelligence gathering to establish Market Maps of the Land Cables and Utilities, Power Distribution and Transmission Segment; including defining target customers and their supply chain and business needs, competition analysis, technology adoption monitoring, specification and standards evolution.
  • Sales strategy creation to analyse market intelligence, define total and serviceable available markets (TAM/SAM) as well as potential available markets (PAM), prioritising and converting into a comprehensive sales growth strategy for all product lines.
  • As part of the sales strategy deployment convert an in depth understanding of commercial qualification requirements, supplier selection and performance assessment as well as decision making processes into sales.
  • Generate sales and margin for project a based business, driving quotation conversion rates for utilities’ frameworks, win and secure supply agreements.
  • Negotiate contract terms and conditions with the support of the company’s legal counsel. Managing project delivery by working with different departments involved, including, but not limited to, customer services, planning, manufacturing, quality and testing, and transport.
  • Contribute to product development and qualification roadmap supporting the Sales Director, Land Cables and Utilities by continuously providing gap analysis, NPD Funnel information and Short/Medium and long term product development roadmaps according to market trends and needs.
  • Continuously monitor the product mix sold to customers analysing and defining actions to increase product line growth; recommending partnerships with installers, as relevant, to promote solution selling if critical to securing business.
  • Prospect new potential customers (direct and indirect) on a continuous basis, providing forecasting and revenue reporting regularly.
  • Attend and contribute at key internal meetings to ensure the business is aware of the upcoming requirements of clients so that the individual departments can allocate appropriate resource and capacity. Use and contribute to the CRM system, co-ordinating all sales activities to achieve budget.

Job Requirements

With previous experience of the electrical/power transmission and distribution industry, you will have an in depth understanding of both the product and market for both account management and business development activities.

You will have excellent communication and stakeholder engagement skills, which will enable you to build relationships with key influencers, building the project opportunity pipeline for the segment. You will provide pricing positioning intelligence to product management to secure future orders, in order to supporting the definition of the Product technical qualification requirements and provide budget prioritisation recommendation based on return on investment calculations and time to market.

A confident self-starter, you will have a pro-active attitude and the drive to succeed.  You will be joining the team at an exciting time as we position ourselves as a local solution provider of choice, with the ability to deliver products and services to both the offshore and onshore industry in the UK.

In this customer facing role you will be required to spend a significant proportion of your time travelling, you will be required to visiting customers as well as manufacturing sites located in Poland. You will also be required to attend internal meetings, accompany customers for factory tours and attend Factory Acceptance Testing. Therefore, it is essential that you hold a valid driving licence and passport.

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