About AMOT
AMOT has been in business since 1948 and our premium brand is known and respected for quality and reliability in industrial temperature control and engine safety. We work very closely with high profile global engine, turbine, compressor and hydrogen fuel cells around the globe. Our mission is to help accelerate a global transition to sustainable power through product innovation, collaboration and integrity.Our strategy reflects high growth ambition and to accelerate this we are expanding our sales and engineering teams globally with high calibre individuals, demonstrating a strong will to succeed.This is an opportunity to work in a Business Development role, at our Bury St Edmunds, UK facility, and to be part of a strong team, striving for improvement and growth in exciting marine and industrial markets.
Why come and work for AMOT?
Strong business performance with a strategic vision that supports the market transition to reduce emissions. Be part of a local and global team of people continually striving to improve and grow our business.A competitive package combined with an opportunity to further develop your technical, product and application knowledge as well as honing your sales craft, with a defined career progression opportunity.Purpose of Role:This Sales Manager position is responsible for identifying and executing growth opportunities that expand our current market position and penetrate new channels, markets, customers and applications.
The primary customer base will include Industrial and Energy OEMs across Europe, but there are many other areas of opportunity to develop. This senior level position requires strategic business development skills, a high “will to sell” and consultative value selling skills that can influence customer purchasing decisions.Our current organisational framework is as follows:
Customer Service:
This team focuses on daily transaction support to efficiently service the existing customer base.
Account Management:
This team focuses on expanding sales and application requirements for existing partners and customers.
Internal Sales:
Focused on new inbound customers (web inquiries and customer calls) and self-sourced opportunities through research and call activities.
Business Development:
Responsible for identifying and executing growth initiatives. We are looking to expand this team with a Sales Manager.
Primary Industries:
Industrial Power Generation, Renewables, General Industry, Oil and Gas, Marine and Transportation.
Territory:
Europe
The Role:
The Sales Manager position is an opportunity for an individual with a high “will-to-sell” to create a new growth pipeline.This individual must be capable of building trust and credibility to support assigned existing high profile OEM relationships and active programs, but primarily demonstrate a drive and determination to find new or underserved customers, applications and opportunities through networking and consultative selling.Leverage the SDR and Marketing organisations to target and research markets and customers that are underserved.
Essential Functions/Duties:
- Develop and execute growth strategy plans to penetrate markets and gain share.
- Develop new unserved OEM relationships.
- Support existing programs and customers, seeking new high value opportunities.
- Provide competitive market intelligence by identifying gaps in our product offering and marketing activities.
- Working closely with the Sales Director and Engineering Director to inform our NPD activities and execute new programs where approved.
- Increase customer and end-user awareness of our products and services. Train as required.
- Negotiate selling prices that meet, or exceed, margin, growth, and volume targets.
- Anticipate and analyse customer needs, both current and future trends.
- Anticipate competitive threats and take action to mitigate or eliminate such threats.
- Forecast sales, bookings and standard gross margin targets in the designated territory annually and monthly/quarterly as required.
- Launch new products in territories and to manage accounts.
- Maintain a sound knowledge of AMOT technology and principles.
- Coordinate efforts with operations, customer service and other functional departments to assure quick resolutions to customer-impacting issues.
Additional Functions/Duties:
- Interact constructively and proactively with others, across functional lines of responsibility as necessary.
- Travel within the region as required in support of sales strategy and tactics.
- Follow all Company Safety Policies and Procedures.
- Respond to change productively and handle other duties as required.
Knowledge, Skills & Experience:
- Proven experience working with large industrial OEMs.
- Minimum 5 years’ experience selling industrial products, preferably within the Marine, Power, and Industrial market space.
- International sales experience (minimum 5 years with proven track record).
- Strong will to sell and consultative selling.
- Key account management experience.
- Must have good analytical, communication and negotiation skills.
- Demonstrated proficiency in Microsoft PowerPoint, Microsoft Word, and Microsoft Excel.
- Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages. Ability to apply concepts of basic algebra.
- Excellent project management, analytical and organizational skills.
- Ideally, experience of using CRM to record, monitor and track the sales pipeline.
- Solid presentation skills including the ability to explain complex technologies and product features.
- Good team player, tenacious and diligent, highly self-motivated.
- Passion for selling.
Education Minimum Requirements/Equivalent:
Bachelor’s degree (BS) in Engineering or technical subject; or equivalent from four-year College or technical school.
Working Conditions:
Based in the Bury St. Edmunds office for a minimum of 3 days per week, unless travellingTravel throughout Europe as required but could be up to 40% of the time. The amount of travel per year is not guaranteed. Must be eligible for employment in base territory and comply with any national requirements.
