Sales Account Manager

JR United Kingdom; Harlow; On-site; GBP 40,000 - 70,000; Full time

Job summary

A leading company in chemical manufacturing seeks a proactive Defence Sales Account Manager in Harlow to boost sales of air purification technologies for defense markets. The role involves strategic account management, active involvement in contract bidding, and maintaining influential relationships with key stakeholders, aiming for significant growth in EMEA and beyond.

Qualifications

• Experience in the military market, specifically Special Operations and Combat Critical Care.
• Proven ability to develop relationships with government programs and technical personnel.
• Experience in managing sales funnels and overcoming business challenges.

Responsibilities

• Grow defence sales and manage existing accounts effectively.
• Support contract bidding and develop channel strategies.
• Drive sales revenue through customer meetings and conferences.

Skills

Sales negotiation

Account management

Market evaluation

Relationship development

Consultative selling

Communication

Job description

Social network you want to login/join with:

Molecular Products Ltd is a fast-growing chemical manufacturing and distribution company located in Harlow Essex. We are seeking a Defence Sales Account Manager to generate revenue for chemical air purification technologies used by defence market customers. Molecular Products has an aggressive growth strategy to double sales and profit over the next 3-year period.

Molecular Products is recruiting a highly proactive, motivated salesperson with a desire to compete and win. This individual should be a self-starter with experience and aptitude to drive organic account growth and new sales of chemical technologies from lead to contract close applying skills of funnel management, relationship development, consultative technical selling, deal negotiation and deal close.

Objective for Position:

The primary focus of this role is growing defence sales, support of successful contract bidding and skilled account management of defence customers with the objective of establishing and growing accounts for defence related products.

Scope:

The Defence Sales Account Manager (DSAM) will work within a small team of high performing sales personnel and international team members to achieve targeted growth in sales and product range to existing and some new customers through direct sales, support to UK MoD contracts, support to contracts for international defence opportunities and through distributed sales channels. The DSAM will be responsible for participating in the development of account management and channel development strategies to secure organic growth and routes to market to support setting a path to sustainable, profitable business with new accounts, major territory customers and prospects.

• Reports to: EMEA Sales Manager
• Territory: EMEA but supporting other territories as needed
• Key Markets: Military and First Responder, CBRN filtration, Individual Protection and COLPRO filters
• Travel: Up to 30% travel is required for conferences, exhibitions, customer meetings, and company training.
• Sales revenue generation and growth to targets
• Organic growth of existing accounts
• Successful management of their new business funnel from prospecting-to leads-to close
• Margins consistent with company policies
• Respected commercial representative for the company

Key Criteria for Success:

• Understanding of Military Market (specifically Special Operations and Combat Critical Care). (IQ, R)
• Ability to evaluate markets and accounts at strategic and tactical scales, recognize feasible courses of action and develop and then execute action plans. (Scenario)
• Ability to develop influential commercial relationships at all levels of decision-making with government programs and technical personnel, prospects, and customers. (PDP, IQ, R)
• Ability to identify and understand customer needs and address risk. (Scenario)
• Ability to negotiate and persuade – sell value not price. (IQ, PDP)
• Ability to identify and relate valid market information. (Scenario)
• Sales funnel pace management – urgency and ability to overcome obstacles.
• Professional and effective communication across broad internal and external audiences with the ability to listen and empathize with people. (IQ, R, PDP)
• Collaborative and energized by being part of a global team rather than a lone wolf (PDP)

Key Objectives:

• Assume assigned Global and Key Accounts, take initiative and drive growth
• Sales growth for new and existing product lines
• Successfully execute a channel plan for distribution of Solid Oxygen products to the UK MoD and outside the UK throughout key geographic markets in EMEA.
• Work with Management and Business Development roles to support development and execution of future strategy for UK MoD, other UK Government, and foreign defence entities.