Published

UK Aftermarket Sales Director - South Manchester, National Remit (Hybrid Working)

Norican Group is home to four leading, globally operating brands: DISA, ItalPresseGauss, StrikoWestofen and Wheelabrator. We have one of the largest installed base of the industry and we are a strong global partner in major heavy industries, thus we are able to serve our customers better, faster and more efficiently. This is an exciting time of global growth and investment, as Norican is using the latest digital innovative solutions to add value to our customers’ production. The European market, one of the strategically most important markets for Norican Group, is divided by four geographical sub-regions. 

In the position of Sales Director, you will be leading one of such regions with the focus on aftermarket solutions with the product portfolio of Spare Parts, Services, Equipment Modernisation and Upgrades, and Digital Solutions.

The UK carries an installed base to which export is done. The Sales Director oversees the sales support to these customers.

Your main role is to proactively develop sales, our customers and the Installed Base / Share of Wallet and grow business in your region. You will also ensure appropriate customer intelligence and structure the feedback. You will have a dedicated Sales & Service Team in your organization and supporting functions from the Commercial Operations and other teams.

The position is part of the EU Aftermarket Sales Manager leadership team. 


Responsibilities:

  • Develop and manage the sales and service team, on the base of market intelligence of key market trends in respect to customers, competitors, and product requirements, including formalising the plan for best-practice sales management.     
  • Proactively and continuously identifying opportunities for sales and process improvements and driving the changes.   
  • Strategic development of the region and sales strategy including “value selling” in line with company strategy to maximise profit, protect or grow market share.   
  • Lead the execution of Strategic Initiatives in the region as per regional strategy and in alignment with line management.   
  • Sales forecasting and planning, coordinating the budgeting processes, incl. ensuring accurate and complete reporting in coordination with finance and other relevant stakeholders.   
  • Sales Channels (internal & external) management in alignment with associated Lines of Business (LOBs; DISA, StrikoWestofen, ItalPresseGauss and Wheelabrator).    
  • Work closely with the different global Technology Centres for the respective LOB’s in the Norican Group for the advantage of entire organisation.   
  • Line management of direct reports and relevant organization, including but not limited to, annual reviews, training and development, performance monitoring etc. 
  • OEM Sales Support in cooperation with the relevant Technology Centres in Europe. 

Specific tasks: 

  • Sales reporting and management.   
  • Region strategy development and aftermarket product portfolio management.   
  • Customer engagement and account management.   
  • Contracting, pricing and business development.   
  • Personnel management.   
  • Market Intelligence Reporting. 

KPI’s: 

  • Financial KPI´s are set per year on Group, Business Unit and unit/individual level related to sales, business growth and costs control.
  • P&L     
  • Strategic initiatives: KPI's across the region of responsibility will be developed.     
  • Individual performance management. Will be mutually agreed and set for one year during the appraisal. 

Personal Characteristics: 

  • Business and results-oriented person with a great initiative and drive, self-motivated with the ability to work independently, advanced self-management skills.   
  • Highly developed analytic skills, creativity and ability to challenge and effectively  change current practices and ways of thinking, respecting company rules and guidelines.   
  • Strong communication skills both written and verbal, good relationship management abilities (internal and external), high degree of self-awareness. Conflict management skills.   
  • Leadership, not afraid to go in front, strong influencing and negotiating skills, having the courage and conviction to follow through on assignments.   
  • Understanding of multi-cultural environment and ways of working in a matrix organisation.   
  • Readiness to travel frequently both domestic and internationally.

Professional experience & background: 

  • Min. 5 years of management experience with sales/services organization, preferably positions within aftermarket solutions sales or business development.     
  • Broad technical, operational or sales knowledge of industries served by Norican brands or similar industries. Good network in industrial environment.   
  • Knowledge of commercial and contractual issues which surrounds the establishment of agreements.   
  • Proven sales management track record – Tactical and strategic account management.     
  • Experience in Sales management, as a Key Account Manager or similar.   
  • Understanding of financial reporting.     
  • Fluent in written and verbal English. Additional European language is an advantage.   
  • Advanced user of PC and MS Office Package, experience with CRM systems. 

Reasons to Join:

  • Part of a successful global business which is undergoing significant change, including the introduction of digital AI solutions.   
  • Market leader in our industry.   
  • Exciting time to join the UK team, to drive the business forward.   
  • Significant ownership and improvement opportunities. New role to align the team to business strategic objectives.   
  • Career development supported.

Benefits: 

  • Competitive Salary (Dependent on experience) 
  • Car 
  • Bonus 
  • Pension contribution
  • Hybrid working / flexible hours

Geography: Countries in UK Region

Department: Norican AM Sales & Service - Europe

Reports to: SVP Norican AM Sales & Service Europe


If you are interested in this position, please send your CV to applications@martinveasey.com quoting LX 923316 or call us on 01905 381 320 by Friday 26th November 2021.