PRIMARY PURPOSE OF ROLE:

A single statement that captures the main function of this role would be:

To promote the products and services of the company to the wide range of existing customers and actively seek out new customers and opportunities.

KEY ACCOUNTABILITIES/RESPONSIBILITIES:

When this role is being undertaken competently, i.e. after induction and any role-specific training, the post holder will be: –

• Responsible for calling on existing & new customers to grow valves & instrumentation sales revenue via the Direct sales channels consisting of EPC’s, Contractors, Large OEM’s and end users.
• Working on own initiative to generate new sales leads and customers and working to achieve agreed sales budgets.
• To expand the customer base of the company by breaking into new sphere of activity and following leads given by the company.
• Follow up and track projects that the company has identified as potential business and issue monthly reports on all sales activities.
• Being responsible for creating their own appointments with clients (existing & prospective) and using the company’s CRM system to record customer calls and interrogate sales figures.
• Follow up and feedback of existing quotations to internal colleagues and take ownership of quotations, manage changes that may be required to win the business.
• To be available to resolve problems that may be experienced by a customer and again to take ownership of the problems until resolved.
• Maintain effective contact through the day with internal colleagues and management.
• To assist in the preparation of annual budgets and to carry out any other reasonable duties within your skills and capabilities as directed by your manager.

DESCRIPTION

Commercial

• Capability to understand twin business model and align company strategy with the assigned customers
• Sales and customer relationship development skills
• Negotiation skills at multiple levels within customer and supplier organisations
• Communication and inter-personal
• Ability to communicate effectively both internally and externally
• Awareness of efficient processes

System

• Knowledge of company Stock system / GUI
• Knowledge of Stock Management principles and systems
• Knowledge of Microsoft Excel, Word
• Ability to prepare and deliver management information within required deadlines

Solution Selling

• Understand how the business adds value to its customer and articulate this Direct Reports
• Where change is recommended to customers, ability to assist with the change management process
• Ability to work with Direct Reports to leverage successful projects that results in new business opportunities or increased customer retention within the Region
• Ability to effectively manage and implement projects
• Ability to advise Direct Reports on how to resolve conflict with mutually beneficial outcomes for ERIKS and its customers

Operational

• Good knowledge of some or all categories of Maintenance, Repair and Operational product and service range
• Ability to effectively manage sales and margin across the Regions to achieve ERIKS profitability targets
• Ability to identify, justify and deliver optimised stock levels across the Region within overall contract commitments
• Effectively manage time and territory in order to maximise opportunities and minimise costs
• Good knowledge of OEM markets and applications

Qualifications, specific knowledge or experience required

These should be specific and essential for the role and should be identified during the recruitment process.

• Specific technical, specialised or professional know-how needed: Knowledge of OEM/MRO/End User/EPC/Contractor market plus the products and their applications.  Markets to include General Industry, Oil & Gas, Chemical and Petrochem, Pharma, Food & Bev. Must also have the ability to work within the distribution market for core products.
• Minimum vocational/academic qualifications required: Engineering Discipline, Degree, HNC,HND, A Level (or equivalent) English Language and Mathematics.
• Professional Qualification required: External sales experience with an engineering based background with a minimum 5 years’ experience
• Knowledge and level of proficiency in the use of IT software packages required (Word / Excel & basic computer skills)
• Proficiency in the use of any specialised equipment.Computer for communication & reporting.
• Minimum post qualification time and experience necessary to become fully proficient in the role. Candidate would be required to become fully proficient in the role within 6 – 9 months from date of employment.