New Accounts Sales Manager

TN United Kingdom; United Kingdom; Hybrid; GBP 60,000 - 100,000; Full time

Job summary

Join a pioneering company in sustainable technologies as a New Accounts Sales Manager. In this dynamic role, you will engage with new customers in the Proton Exchange Membrane Electrolyzer field, driving significant sales growth. You will collaborate with various teams to craft compelling value propositions and lead negotiations, making a real impact on the business. With a commitment to innovation and excellence, this role offers a unique opportunity to contribute to a forward-thinking organization dedicated to tackling global challenges. If you're ready to make a difference, this is the place for you.

Benefits

Competitive compensation package

Bonuses

Inclusive culture

Career development opportunities

Qualifications

• 7+ years of sales experience in technical products.
• Proven track record in the Hydrogen industry.
• Experience in leading negotiations and client management.

Responsibilities

• Collaborate with marketing to identify new accounts.
• Lead contract negotiations and support team members.
• Monitor competitive activity and develop strategies.

Skills

Sales experience

Client management

Negotiation skills

Technical sales

Communication skills

Collaboration

Education

Degree in engineering or scientific discipline

Job description

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Job Family:

Sales

Johnson Matthey Hydrogen Technologies, headquartered in Swindon (UK), is seeking a colleague to join our rapidly expanding global business. As a pioneer in high-performance catalysts and components, we are committed to excellence and continuous growth, supported by our cutting-edge R&D and manufacturing capabilities.

In the role of New Accounts Sales Manager, you will engage and develop new customer accounts within the Proton Exchange Membrane Electrolyzer (PEM ELY) field to secure significant sales revenues. You will make a significant impact on the business growth with a global remit (excluding Asia).

You will report directly to the Applications and Account Development Director and will also work closely with Applications Engineers and Account Development Managers. Your team will be distributed across various locations including the UK, China, and Germany. This position does not include managing any direct reports.

Johnson Matthey, a FTSE 250 organisation, is a global leader in sustainable technologies specialising in catalysis, precious metal products, chemicals, and process technology. With operations in over 30 countries, we employ more than 12,600 people. We have more 200 years of success behind us; be part of the next stage of our growth journey and help maintain our reputation as one of the most admired organisations in our field. Our unique culture and people give us competitive advantage and will ensure our success for years to come. You can be part of that success story.

Your main responsibilities:

• Collaborate with marketing and strategy teams to identify potential new accounts through clear criteria and external networking.
• Work closely with all functions to develop comprehensive value propositions and sales pitches for potential new customers.
• Monitor competitive activity and contribute to response strategies in collaboration with other functions.
• Develop and manage relationships with procurement contacts at new and developing ELY customers.
• Facilitate entry of Technical and Account development team members into customer dialogue to establish full customer understanding.
• Provide insights on market price levels and contribute to pricing strategy development.
• Lead contract negotiations and offer expert support and coaching to other team members.
• Represent the customer voice internally and serve as a subject matter expert on contracting and negotiation in the PEM ELY market.
• Support commercial coaching and training for external-facing colleagues within the ELY team.
• Contribute to JM internal governance and processes, particularly in commercial aspects.
• Collaborate with product management and supply chain to address challenges related to raw material supply and product strategy.
• Fulfil any other duties within the employee’s skills and abilities as reasonably instructed.

Requirements for the role:

• 7+ years Sales experience within a business selling technical, non-commodity, products on individual bids of at least £20M revenue.
• At least some years of proven selling track record within the Hydrogen or related industry, preferably Electrolyser OEMS and tier 1s.
• A degree or equivalent experience in a relevant engineering or scientific discipline (desirable).
• Proven lead and client management experience, multiyear contracts.
• Leadership and influencing skills, experience of mentoring and coaching others in contracting and negotiation.
• Experience of working within or closely with internal supply chain/procurement teams in the context of critical raw materials.
• Effective communication within multifunctional teams.
• Positive approach to change and high level of resilience.
• Ability to generate innovative solutions and novel ways to deal with challenges.
• Strong collaborator and customer-centric personality.
• Full professional proficiency in English.
• Flexibility with travelling (domestic and international up to 50%).

How you will be rewarded:

We offer a competitive compensation package, which includes bonuses and other local perks.

At JM, an inclusive culture is integral to our values and ambitions for the future. We are committed to ensuring that everyone can bring their full self to work and thrive in their career. Welcoming everyone to JM, regardless of their unique characteristics, experiences or thoughts allows us to bring many different voices and experiences together to tackle the world's biggest challenges. Being truly inclusive means that all colleagues feel valued for their differences, views, and contributions, and feel a sense of belonging at JM.