AddressJob TitleSolutions Sales Manager
Department Solutions
Location Field
The Woods business was established in 1909 and continues to manufacture in Colchester, United Kingdom. We have around 250 people across all business functions from sales through design and product assembly & testing, as well as businesses in USA, UK, Germany & Singapore.
Woods is a brand of Fläkt Group which is an international leader in wider HVAC products, systems, services, and solutions. As part of the wider group, Woods products are sold into multiple global applications through various routes to market including Group Companies, Agents & Distributors, Key Accounts as well as direct B2B.
The Colchester site is also the Centre of Excellence for the group for all Axial, Air Movement and Fire Safety products and serves to enable product & system sales in Building Services, Industrial, Original Equipment, and Tunnel & Metro applications globally. Our brand and product range is internationally recognised and flexible, from short-lead-time standard products through to technically complex design-to-order products. Manufacturing activities on site in Colchester include Assembly, Product Test, Stamping, Machining, Fabrication, and metal forming.
MainPurposeofRole:
The role is part of the newly formed Woods Solutions division and is linked to key strategic profitable growth. The newly appointed Sales Manager will be able to demonstrate international B2B experience, be financially astute with demonstrable experience in profitable growth, have a strong technical grounding in the ventilation or HVAC sector with an engaging, curious and supporting personality to help achieve our ambitious growth potential.
The role will be responsible for ownership of identified projects in key territories, including Buildings, Tunnel & Metro and Industrial applications. In addition to sales, the applicant will support Prescription Sales by coordination with our Business Development function. The Sales Manager will champion all company activity through our Customer Relationship Management (CRM) system and shall use the existing Woods project sales process.
Main Duties & Responsibilities:
Sales and Business Growth:
- Personally achieve targeted growth in orders and sales.
- Develop and execute strategies to expand business in the tunnel & metro, car parks, and complex buildings segments in UK and abroad (In particular in Europe, Asia, Australia) directly or with partners.
- Drive specification of Woods brand and unique selling points on key projects, with the help of the Business Development Manager.
Stakeholder Engagement and Relationship Building:
- Cultivate strong relationships with key stakeholders, including installers, end users, design offices, and official authorities.
- Participate in professional associations, workshops, exhibitions, and technical conferences to enhance Woods influence and brand image.
Contract Negotiation and Risk Management:
- Skilfully negotiate contracts in terms of pricing and terms and conditions to ensure profitable deals while managing risk and cashflow.
- Adhere to internal governance around tender bid approvals.
Market Awareness and Forecasting:
- Stay informed about industry trends, competitor activities, and emerging opportunities.
- Provide accurate forecasting by product type for the Sales, Inventory, and Operations Planning (SIOP) process.
Collaboration and Reporting:
- Work closely with cross-functional teams (project management, technical support, engineering, marketing, etc.) as the voice of the customer.
- Ensure exemplary CRM management, tracking progress from lead generation to deal closure.
- Assess and prioritize opportunities based on potential impact and feasibility.
- Prepare full annual budgetary submissions detailing orders, sales, margin, and resource allocation for company reporting.
This job description is not regarded to be totally exhaustive of all duties and activities required by the post. The post is subject to the needs of the business and will develop and change in line with prevailing market conditions, competition and development of the territory.
Person Specification/Profile:
- A dynamic, driven and talented sales individual with a passion for technical (manufacturing) equipment sales.
- An experienced bid leader who can translate a customers commercial requirements into a comprehensive and competitive tender to best position our offer.
- A passionate, self-aware, people focused communicator who places value in developing customers needs to fulfil.
- A clear & effective communicator, capable of simplifying complex communications to deliver to the business to ensure continued alignment.
- A financially astute commercial grounding with capability to identify, mitigate and manage risk to ensure margin protection.
- International experience is extremely advantageous, particularly with the backdrop of a larger corporate structure.
- Cross sector/segment experience in Tunnel & Metro and Industrial Projects is preferred but not essential.
Competencies, Skills and Experience
ESSENTIAL
DESIRABLE
Sales and Business Development
- Sales process / Technical Selling
- Solution sales role within the manufacturing industry
- Client Relationships
- Negotiation
- Prospecting Skills
- Sales Planning
- Able to work additional hours and work overseas when required
- Empathetic to cultural differences and used to traveling extensively
- Ambitious and driven individual with excellent industry knowledge
- Able to work additional hours and work overseas when required
- Empathetic to cultural differences and used to traveling extensively
- Ambitious and driven individual with excellent industry knowledge
- Experience of running Kaizen events (Kaizen is a methodology for managing complex sales processes).
Execution
- Project Management execution
- Change Management
- Able to define a strategy, develop an action plan, and implement
- Independence
- Well organised
- Proven experience of working in a fast-paced environment with the aspiration for growth
Risk Management and Financial Acumen
- RISK Management
- Commercially and financially astute with experience of managing budgets
- Strong Problem-solving skills
- Attention to detail
- Consistently manages performance firmly and fairly
- Product legislation (Understanding product safety regulations and compliance)
- Sales Process Miller Heiman/Korn Ferry/similar (Miller Heiman is a modern approach to selling and managing complex sales processes)
Analytical and Communication Skills
- Highly proficient at analysing data, building reports, and making strategic recommendations based on data and trends
- Excellent communication, interpersonal, and influencing skills
- Emphasising Excellence
- Be Fluent in English
- Customer Focused demonstrated ability to understand customer requirements
Leadership and Personal Attributes
- Have at least three years of experience leading an engineered product sales / business development function in a business-to-business environment
- Minimum HND or Bachelors in Science / Engineering or Sales/marketing
- Ability to lead and motivate a team
- Sense of Urgency and demonstrate initiative
- Resilient, optimistic, and open to change
- Self-aware
- Shows moral courage, openness, and honesty in all dealings
- Is confident, assertive, and self-assured
- Has a collaborative approach to others
- Able to work additional hours and work overseas when required
- Empathetic to cultural differences and used to travelling extensively
- Ambitious and driven individual with excellent industry knowledge
- International B2B Group (Experience in researching complex and niche markets, reaching hard-to-reach decision-makers)
- Masters Degree (Postgraduate academic qualification demonstrating expertise in a specific field).
- Second European language helpful (Language proficiency beyond English)
In return we offer the following package:
- Competitive salary
- 25 days Holiday (+ bank holidays)
- Christmas Shutdown
- 4% Pension Scheme
- Life Assurance Scheme
- Company Sick Pay Scheme
- Enhanced Family Friendly Benefits
- Employee Discount Scheme
- Holiday Purchase Scheme
- Free Tea & Coffee
- Early finish on Fridays
- Cycle to Work scheme
- Woods Sports & Social Club (voluntary option to take part in events/activities for an additional small charge)
- Long Service Awards
- Free Car Parking
- Employee Assistance Programme & Access to Mental Health Support
- Learning and Development Opportunities
Equal Opportunities: We are an equal opportunities employer, recruiting individuals on their suitability for the role, qualifications and experience. We welcome applications from all communities and backgrounds.
Due to limits on sponsorship allocations, we are not currently in a position to offer sponsorship for this position. Therefore, applicants who do not have the right to work in the UK, and/or require visa sponsorship in order to continue working in the UK, cannot be considered for this role.
No recruitment agencies please
