Area Sales Manager

Company Description

BFT Automation is an Italian company that is part of the Somfy Group. It designs and manufactures a wide range of access automation equipment. With over 40 years in the industry, we are a market leader in security automation products and are known for product quality, excellent customer service, and expert technical support. While we are most widely known for our gate automation products, we also design and manufacture an extensive range of traffic barriers, automatic bollards, and motorised head units and controls that automate the opening of a wide variety of doors.

This gives us the capability of providing the key technology components needed by any access security project for any industrial, commercial, or residential site. Our products include a range of electromechanical and hydraulic motors that can open gates of various weights and sizes, garage door operators, traffic barriers and bollards, automatic door motors, control panels, transmitters, and a variety of safety accessories.

The company is headquartered in Schio, Northern Italy, and turns over in excess of 150 million Euros. It sells its products worldwide through fully owned country subsidiaries such as our business in the UK as well as through independent distributors across the globe.

Location:

Stockport, Full-time

As an Area Sales Manager for the region North West, North East and Scotland, you will manage and expand the B2B customer base, fostering strong, profitable relationships throughout your region. This role is crucial in achieving our strategic sales objectives, not only by retaining revenue from existing customers but also by expanding our customer base through a hands‑on, consultative, value‑add approach.

• Manage B2B customers (installers and distributors) and build strong relationships.
• Act as a commercial advisor and provide guidance for mutual growth.
• Maintain relationships with existing customers by providing timely information about products and services and preparing proposals on new opportunities.
• Support customers with technical issues on‑site and at their premises through advice, problem‑solving, training and meeting customer satisfaction.
• Help achieve the sales budget of the professional channel through strong account management and by helping installing customers win business opportunities (push & pull strategy).
• Acquire new customers within existing and/or new market segments, with a proactive policy towards prospects.
• Provide input (market share, price evolution, etc.) for the budget process of the company.
• Analyse the volume, turnover and product portfolio mix by customer and share this information internally with the departments involved.
• Prepare and achieve regional plans after analysing the market and mapping accounts.
• Collect, interpret and share market information: customers, competitors, and potential new channels/customers.
• Monitor developments on the market and, if necessary, provide a timely response to product developments of competitors.
• Analyse market information and propose expansion options (new business opportunities).
• Advise on market developments and trends as input for the company's strategy.

• A proven sales track record of at least 5 years within the UK construction sector, ideally selling to the installation community and being directly involved in commercial specification work.
• Proactive and driven:
  Highly self‑motivated, with a proven initiative and a consistent track record of surpassing sales targets.
• Good understanding of technical products to assess the technical feasibility of the customer's needs (calculation, list of measures, etc.).
• Extensive travel across the North East and Scotland, including regular overnight stays, is a core requirement of this role. Candidates should ideally be based in the North West.
• Experience with working in an international organisation in a technically oriented industry.
• Advanced communication skills:
  Exceptional ability to communicate effectively at all organisational levels, discussing industry‑specific technology, trends and solutions comprehensively with both customers and…