Job Purpose
To manage the sales for the complete Lucy Electric product range into an agreed territory within the UK & Ireland as part of the LEES sales team. To achieve maximum sales potential via management of key accounts and developing business within new/existing customers. Day to day management of Sales and accounts for the assigned territory. To achieve and exceed budgeted sales targets and maximise profitability for the assigned territory.
Job Context
The role is pivotal in driving sales growth and profitability within a defined territory, aligned with the company’s 5-year strategic vision. The position demands a proactive approach to business development, including identifying new opportunities, acquiring new customers, and nurturing existing relationships. The individual will lead and manage a sales team, ensuring high performance through clear target setting, regular monitoring, and development initiatives.
A key aspect of the role involves close collaboration with internal departments such as Service Delivery, PMO, and Operations to ensure seamless account management and customer satisfaction. The role also includes preparing accurate sales forecasts, pricing proposals, and management reports, while leveraging market intelligence to stay ahead of industry trends and competitors.
The successful candidate will be expected to contribute to strategic decision-making, support special projects, and continuously enhance their professional and technical knowledge through active engagement with industry resources and networks
Key Accountabilities
• To achieve and exceed budgeted sales targets and maximise profitability for the assigned territory.
• Create and follow dedicated and focused plans for existing, and emerging/new customers and sectors in line with the Company’s 5-year strategic plan
• Accountable for generating new business and bringing in new customers.
• Deal with all areas of people management; lead and develop the team. This includes performance target setting and monitoring and reporting.
• Research, investigate and identify potential new areas for business development and growth in relation to new and existing products and services.
• Regular contact with existing customers and potential new customers building solid and enduring relationships.
• Ensure that customer records are maintained via the CRM system.
• Assist the Sale Manager in handling day to day account management, and liaise closely with the Service delivery, PMO and operations teams.
• Assisting with the preparation of budget pricing information, proposals/quotations/tenders in conjunction with colleagues and where appropriate and within time scales.
• Preparation of monthly sales forecasts and management reports.
• Gain appropriate Client approvals or specification for projects using strong techno-commercial knowledge to drive our products ahead of our competition.
• Work in conjunction with the National Sales Manager and colleagues to ensure that ad-hoc reports and summaries are produced as and when necessary.
• Support / underpin meetings and decision-making process in relation to territory, customer focus, new or existing products and services.
• Assimilate views and information on specific markets and customer requirements plus keep abreast with latest product developments via market intelligence ensuring key updates are shared within the business.
• Participate in regular performance discussions, this will be on-going process throughout each year and not solely confined to an annual appraisal meeting.
• Implement special projects from time to time as requested by the National Sales Manager.
• Develop professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; benchmarking state-of-the-art practices; participating in professional societies.
Qualification, Experience and Skills
Minimum Qualifications, Knowledge and Experience
- Extensive and proven engineering sales/business development experience.
- Experience of dealing with multiple medium to large-scale bids simultaneously.
- Experience of managing contracts/framework agreements.
- Extensive knowledge and understanding of contract law and terms and conditions.
- Ability to negotiate and close orders leading to profitable business for Lucy Electric Energy Services Ltd.
- Experience of Solution Selling.
- Detailed knowledge of both low voltage and medium voltage transformers, switchgear products and automation systems.
- Previous experience of selling to UK Private sector, DNOs, EPCs, ICPs, and consultants in the electrical sector.
- Good command of the English language.
- Current UK driving licence.
- Electrical or mechanical engineering HNC/HND or Relevant experience within the industry.
- Desirable – Previous people management experience / Engineering Degree.
Behavioural Competencies
- Driven self-starter.
- Ability to communicate effectively in a one on one or group environment
- Strong Techno-Commercial skills.
- Ability to demonstrate competent negotiation skills
- Dynamic Presentation skills
- Strong “customer comes first” focus and delivering on commitments
- Driving change and inspiring others to grow and develop both themselves and the business
- “Roles models” the team values and demonstrates a strong moral compass in all decision making.
- Leads by example and motivates people both within the team and those the team interacts with.
- Proactive; takes the initiative and effectively deals with resistance
- Assertive, tenacious, and willing to challenge when required
- Strong work orientation, taking ownership to deliver on time, every time.
- Forms effective relationships with key stakeholders across the matrix
Responsibilities
Responsibilities:
1) Customer Relationship Development / Prospecting: Develop and implement a customer contact plan to communicate product launches and engage the potential customers in relevant sales campaigns to build new relationships. Act as first point of contact for customer queries and complaints and resolve them, referring complex issues to others and ensuring that the customer receives an appropriate response.
2) Customer Needs Clarification: Set clear objectives for each sales call or meeting; use standard materials to make a presentation to the customer; and ask relevant questions to evaluate the customer's level of interest and to identify and respond to areas requiring further information or explanation.
3) Sales Opportunities Creation: Identify potential customers by obtaining information, referrals, and recommendations from existing customers and other contacts and/or through participation in trade shows and conferences.
4) Sell Customer Propositions: Identify the products or services that best meet the customer's stated needs, use personal expertise to propose quantities and product configurations, explain the selection to the customer, and invite the customer to make a purchase at the standard price/terms and conditions of sale.
5) Customer Relationship Management (CRM) Data: Schedule follow-up actions and enter relevant information into the CRM system after each contact with a customer to create a call plan and to ensure that the organization has quality data to enable effective customer retention and business development activities.
6) Promoting Customer Focus: Assist with the development of internal communications and work collaboratively with colleagues to build strong external customer relationships and meet customer needs.
7) Operational Compliance: Develop knowledge and understanding of the organization's policies and procedures and of relevant regulatory codes and codes of conduct to ensure own work adheres to those standards. Obtain authorization from a supervisor or manager for any exceptions from mandatory procedure.
8) Performance Management: Respond to personal objectives and use performance management systems to improve personal performance; or monitor the performance of the team, allocate work and review completion, take appropriate corrective action to ensure timeliness and quality, and contribute to formal individual performance management and appraisal.
9) Personal Capability Building: Develop own capabilities by participating in assessment and development planning activities as well as formal and informal training and coaching; gain or maintain external professional accreditation, where relevant, to improve performance and fulfill personal potential. Maintain an understanding of relevant technology, external regulation, and industry best practices through ongoing education, attending conferences, and reading specialist media.
Educational Requirements: Short-Cycle Tertiary Education
General Experience Requirement: Sound experience and understanding of straightforward procedures or systems (7 to 12 months)
Managerial Experience Requirement: Basic experience of coordinating the work of others (4 to 6 months)
