Job description


  • Entry level
  • No Education
  • Salary to negotiate
  • Dudley


Job title: Sales Director

Reports to: Chief Executive Officer

Location: West Midlands, covering the whole of the UK

Job purpose: This role will be responsible for both leading our clients' New Customer Acquisition and growing Key Accounts throughout the UK. The role holder will be the champion of our clients' industrial laboratory solutions and will be responsible for driving significant new customer acquisition and revenue growth in this portfolio. This individual will capitalise on his or her experience in building a sound strategy, then driving and delivering sales plans and actions that drive high recurring revenue growth in laboratory products, chemicals and related supplies, particularly to food and beverage companies, water utilities, oil & gas, and other industrial or related businesses (e.g. pharma, medicine etc.). In addition, the Sales Director will lead the UK Education sales team, to ensure our client retains and grows its leading position in this important segment. The Sales Director will be expected to both own a portfolio of key strategic accounts and to lead the sales team of ~ 8 ~ 10 people in the growth of their own respective portfolios.

Key accountabilities and decision ownership:

- Development and conversion of an ongoing pipeline of industrial laboratory sales opportunities with new large-scale laboratory customers throughout the UK, particularly food and beverage companies, water utilities, and other industrial or related businesses (e.g. pharma, medicine etc.).
- Growth of key accounts to achieve increasing share of lab equipment and supplies spend with our client, including chemicals, testing kits, consumables, etc.
- Driving and growing recurring revenue through the sales channels - Direct Sales, Partners and Digital
- Once won, set up the retention and growth of all accounts through understanding customer needs, account planning and delivering on actions to ensure customers continue to self-serve via online capabilities (i.e. determine the balance between ongoing active sales management and online self-serve)
- In collaboration with marketing, define and deliver a marketing strategy to win new customers via multiple channels, develop key propositions (e.g. subscriptions; traceability and supply chain quality assurance; next-day delivery etc.) for the laboratory segment and sub-segments (Food & Beverage, Water Utilities, Oil & Gas, Pharma, etc.), and to develop and implement a single, integrated sales and marketing calendar, with a series of "always on" messaging and specific campaigns for the regions and segments, according to customer buying trends and market opportunities
- Work with procurement and logistics to ensure we are sourcing and delivering the right products that will win in the market
- Work with procurement and logistics and customer services to ensure that customers are completely satisfied with their experiences
- Contribute to a high-performance team culture within the Marketing and Sales function, and company more generally, to deliver the right solutions for our customers, leading to growth, retention and reputation
- Selection and implementation of a relevant sales methodology
- Implementation and management of disciplined sales practices, including use of CRM, account management plans and scheduled sales actions (meetings, follow ups, quotes etc.)
- Development and reporting of a growing sales pipeline, demonstrating continuous progress from prospect to conversion to "customer-for-life"

Skills, know-how and experience:

Must have:

- 15+ years of relevant senior sales experience, with at least 7+ years selling in to Food & Beverage, Water Utilities, Medical / Pharmaceutical laboratory customers (e.g. products such as science & testing consumables & equipment, chemicals, etc.)
- Strong sales leader with a proven track record of consistently meeting or exceeding company goals and objectives
- Strong people leader, with a demonstrated track record of leading a team to consistently over-deliver
- Experience in working with digital marketing, direct and partner sales channels to ensure customers are enabled to procure through their preferred channel
- Strategically minded with operational knowledge of industrial processes, and how science is a key aspect within these (e.g. understanding of chemical reactions and catalysts, filtration, pasteurisation, sterilisation, state conversion, etc.)
- Demonstrable self-leadership, drive and energy; a self-starter
- Professional and persuasive, with strong presentation, verbal and written communication skills
- Experience working in an end-to-end customer facing environment across marketing, sales and customer service
- Highly organized and structured thinking
- Ability to work with a range of people and cultures at all levels


Proven ability in establishing strategic alliances with customers

Key performance indicators:

- New customer value (£revenues) and volume (#customers, #units) growth
- Recurring revenues value (£) and growth (%)
- Growth of existing accounts in revenues (£) and volumes of units sold (#)
- Industry best practice self-serve usage rates, driven by effective customer on boarding and customer success best practices
- Sales pipeline and funnel close rates (value and volume of leads; leads to visit/enquiry; visit / enquiry to quote; quote to win; win to ongoing usage, etc.)
- 90%+ customer retention rates attributed to targeting the right customer, setting appropriate expectations, seamless on boarding and exceptional customer service
- Increasing Customer Lifetime Value driven by strong up-sell and cross-sell capabilities

Technical / professional qualifications:

- Bachelor's degree or above in a science related discipline - e.g. chemistry, biochemistry, process/ chemical engineering, etc.
- Qualified and highly skilled in at least one major sales methodology (SPIN, N.E.A.T., Solution Selling, Sandler, etc.)
- Additional qualifications in process engineering, marketing or business are an advantage

About the company


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