General Sales Manager

We currently have a vacancy for a General Sales Manager to join our team based in Westerleigh on a Full Time and Permanent basis working 37.5 hours per week.

As General Sales Manager you will lead, manage, coach and inspire the sales team to deliver aggressive top line growth in accordance with revenue and margin targets Expected to provide a critical input to defining, influencing and managing organic growth strategy, customer retention, service excellence, and to have full responsibility for the profitability of own sales team.

• Competitive Salary
• Management Bonus
• Company Car or Allowance
• 25 days annual leave (plus bank holidays)
• Buy, sell and carry annual leave options
• Career progression within a multi layered sales structure
• Brand discounts through Certas group scheme

• Provide the relevant strategic direction and development for the teams to deliver against the following key areas:
• Growth
• Target Markets
• Retention
• Up- and Cross-selling
• Margin management
• Prospect and pipeline management
• Active and integrated marketing
• Competitors
• Support Business Development Managers (BDMs) and Sales Negotiators (SNs) within defined regions with the broader Sales Function process through:
• • Ensuring regions are appropriately defined with postcode responsibilities and boundaries
  • Ensuring sales resource is appropriate to sales potential and we have the ‘right people in the right place’ to deliver sales growth
  • Lead customer focus through account allocation and accountability
• Lead and support the Field Sales process and Sales Pipeline activity through:
• • Ensuring appropriate strategies and controls are in place to optimise the field sales performance, including continuous improvement focus on the following areas:
• Account management and customer visit schedule where appropriate
• New Business pipeline and agreed targets to include conversion success and ‘time to close’ information
• Completion of weekly Top 5 / Big 5 1:1s and monthly sales performance 1:1 reviews
• Regular commercial sales meetings with published agenda to focus on sales pipeline and key targets / next actions
• Monitor BDM diary to ensure effective use of time and resource
• Measurement against agreed KPI’s, performance of current accounts and New Business targets
• Set sales productivity performance indicators: call reporting, e-learning, SPANCOP: updates, pipeline strength, hit rate, cycle time
• Leverage supply partner incentive programmes
• Identify and implement sales development programmes to aid continual learning. Ensure follow through coaching plan is in place to realise the full value of the investment
• Provide continual constructive feedback to the field based sales team based on behaviours. Seek feedback from others on own performance
• Embed sales basics; effective diary management, call-planning, call-reporting, development of account plans and maintaining Top 5 sales priorities and focus.
• Price Management – to ensure that pricing is in line with lubricant strategy and minimum margins, as well as endeavouring to maximise cost efficiencies on order size/delivery costs
• In conjunction with Sales & Operations Planning process work with the Supply Chain and Distribution team to accurately demand forecast
• Manage relevant reporting of management and financial information
• Agree and achieve performance targets for all sales, including SNs whose calls should be randomly monitored to ensure we are operating within company guidelines
• Liaise with the Finance Business Partner and Marketing Manager to gather information and resolve issues; analyse performance statistics and make decisions on the basis of these statistics
• Maintain an up-to-date knowledge of industry developments, legislation and events within the industry which will impact future business opportunities
• Ensure effective use of IT systems, in line with the relevant Company policies and procedures.

• Proven leadership experience in a regional sales or multi-site management role
• Strong motivational and people management skills
• Excellent influencing, negotiation, and conflict resolution abilities
• Commercial acumen with a strong understanding of business performance…