Job Description

ROLE PURPOSE:

As a member of the Shapetech Team your primary role as Sales Manager will be to lead the sales process as Bid Project Manager (BPM) for projects allocated to you. This will involve planning and managing the bid process, leading the sales and proposals team, and negotiating with the customer to win projects within the Plate and Aluminium business streams to meet the business segment Order Intake, CM and EBIT targets.

Bringing strong leadership capabilities and market awareness, you will demonstrate excellent communication and all levels, providing market intelligence and marketing materials for those projects you are involved with.

As a key contact with our international clients as well as for all functional areas of the business internally, you will have enthusiasm, be customer focused, results orientated and have a positive and solution orientated attitude.

MAIN TASKS AND RESPONSIBILITIES

• Develop client relationships by making regular visits.
• Identify key decision makers & customers investment plans.
• Liaise with the Regional Chief Sales Officer & Regional Sales Teams.
• Evaluate enquiries, assess sales opportunities, define the bid strategy and the bid budget.
• Plan, lead and manage the bid process for small projects in compliance with the Primetals Technologies procedures and within the approved Limits of Authority. Manage the bid budget in order to allow control of the overall sales budget.
• Lead the bid team in order to ensure consistent and focused effort is being made in line with the sales strategy.
• Provide customers with budget price estimates & fixed price offers whilst maintaining the project price book.
• Negotiate contractual terms and conditions to win work with the support of proposals services and legal services.
• Ensure proper handover from sales to project management after order acquisition to mitigate all risks during project execution (possible claims, non-conformance costs, etc.).
• Understand and work to company's compliance procedures in order to ensure Primetals Technologies reputation and legal position.
• Liaise with the Product owners and R&D team to inform about new requirements from the market, clients' needs and response of the competition to those requirements/needs.
• Liaise with marketing/communications to ensure the production of effective publicity material in the form of press releases, brochures and editorial.
• Engage in actively promote the company via social media outlets and trade shows.

REQUIRED SKILLS & KNOWLEDGE

Essential:

• Good leadership and decision making skills with attention to detail.
• Good understanding of related metals technologies (e.g. iron & steelmaking, aluminium casting and processing).
• Commercial awareness of key legal and contractual issues.
• Excellent interpersonal, communication, negotiation and presentational skills.
• Strong customer focus with understanding of the customers' technical and commercial requirements.
• Ability to interface and build relationships with multi-ethnic customers around the world.
• Ability to self-manage, motivate and self-motivate, especially under pressure and changing situations.
• Understanding of the company’s commercial and compliance procedures.
• IT literate and familiar with all departmental and business tools.
• Experience and knowledge of Engineering principles including standards and technical documentation.
• Demonstrable experience of working in various disciplines and roles in the metals industry (including at least one of engineering, proposals, sales, order management and supply chain management), and with specific knowledge of the rolling process.
• Experience of the sales / bidding process.
• Previous international travel and exposure to different cultures from around the world leading to sensitivity towards those cultures.
• Strong experience in bid project management of major and small projects.
• Strong experience in leading a bid project team with team members from different disciplines and locations.

Desirable:

• Knowledge of a foreign language.
• Knowledge of the metals business market, customers, end users, products and applications.
• Customer negotiation skills.

EDUCATIONAL / PROFESSIONAL REQUIREMENTS

Bachelor degree in Mechanical Engineering or equivalent vocational qualification in an engineering-related subject and relevant experience in the metals processing industry.

ADDITIONAL REQUIREMENTS

Prepared to travel to customer and supplier sites, sometimes at short notice, and be available outside normal working hours.

The post holder must have a current UK driving Licennse, as well as the right to live and work in the UK and travel internationally.