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Sales Director

Expires 11th of February 2018
Fisher & Paykel UK
Competitive Permanent, Full time

People are at the heart of what we do

We’ve been making great products since 1934 and making great careers since not much longer after that. We’re an organisation with a great history and a very bright future.

At Fisher & Paykel we're passionate about our customers and we care about the details. It's this passion that inspires us towards reaching our goal - to become the most human-centred appliance brand in the world.

 

The Sales Director is responsible for achieving retail sales and profitability goals for Fisher & Paykel in the UK.   This role is responsible for leading, planning for and execution of the retail sales plan, and collaboration with market leaders and other functions across the business to achieve sales results.

The Sales Director has overall responsibility for the leadership, direction, and capability development of their retail sales team and the future development of a commercial (B2B) sales team.  They are responsible for developing enduring and productive business relationships with our retail customers.

RESPONSIBILITIES

Strategy and Planning

  • In conjunction with the Managing Director, plans and leads the execution of sales strategy and plan for UK market.
  • Undertakes ongoing, systematic evaluation of the sales strategy and plan and analysis of results.
  • Prepares, seeks agreement to, and plans for execution of the annual business plan. Works with central teams to ensure delivery of the plan.

Forecasting and Reporting

  • Meets sales financial objectives by forecasting requirements; preparing an annual budget; scheduling expenditure; analysing variances; initiating corrective actions.
  • Establishes sales objectives by creating a sales plan and goals for assigned territories in support of company objectives.
  • Completes monthly reporting of channel, region and category based dashboard with key metrics.
  • Prepare and complete action plans/SMART Goals; implementing production, productivity, quality, and customer-service standards; resolving problems; completing audits; identifying trends; determining sales system improvements.

Key Customer Relationship Management

  • Identifies and manages relationship with decision makers for key Retail accounts in UK Engages with local retailers and dealers directly to ensure awareness and resolution of customer issues and priorities.
  • Maintains and expands customer base by building and maintaining rapport with key customers; identifying new customer opportunities; through coaching and motivating the sales team.
  • Plan personal sales calls and client visits and coordinate activities with assigned account managers.
  • Recommends product lines by identifying new product opportunities, and/or product, packaging, and service changes; surveying consumer needs and trends; tracking competitors.
  • Leads internal delivery and execution of Sales Training Programs, works collaboratively with Global Training team to develop training content relevant to the Canadian market.

Team Leadership

  • Achieve retail sales objectives by recruiting, selecting, on-boarding, training, and leading a high performing sales team in each region.
  • Coach, develop, and retain high-performing team members with an emphasis on developing capability in commercial insights delivery, planning and sales execution.
  • Travel with, coach and work closely and effectively with each account manager and specialist to identify, develop, and close priority sales targets.
  • Provide leadership and coaching in sales excellence and individual capability development.
  • Identify account manager skill gaps and develop individual coaching plans to close the gaps. Address through performance improvement plans significant skill or performance gaps
  • In conjunction with GM provide input into the sales incentive programs for Account Managers.
  • Role model effective recognition and reward for achievements delivered, both within the market and across the wider business

Personal Development

  • Provide effective and inspiring sales leadership through role modelling FPA leadership behaviours.
  • Work collaboratively with key functional leaders to ensure alignment on direction and focus
  • Update job knowledge by participating in educational opportunities; reading professional publications; maintaining personal networks, and share learning to enhance the effectiveness of the wider Sales team
  • Have a sound understanding of health & safety, and role model sound health and safety practices and behaviours. Manage daily activities to fully comply with all FPA health and safety system and policy requirements, and with legislation, regulations

EXPERIENCE

  • Premium products and services marketing & sales at a senior level.
  • Experience in business planning and follow through to successful execution.
  • Experience of working in a fast-paced environment where prioritisation and attention to detail is important.
  • Experience with analysis of sales and product data and drawing conclusions to implement a plan.
  • Experience in the appliances industry would be preferable but not essential.

QUALIFICATIONS

  • University Undergraduate Degree minimum requirement (or equivalent training and experience)

 

If you're ready to show us that you have got what it takes then we want to hear from you, apply below now!

 



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