Reporting to: Head of Sales

Direct reports: x1 – Internal account manager

Prime Objective: To be responsible for generating profitable sales in the Armoured and Military markets to both existing and new customers in order to help cement Alcon’s continuing growth in line with the business plan Internationally.

Key Activities

You will be expected to undertake the following responsibilities both on a general basis and also in response to specific requests from the business.

• Working in conjunction with the Head of Sales, and in line with the business plan, drive profitable business via effective “solution” selling into the Armoured and Military markets (both new and existing clients)
• Be responsible for all planning aspects of the sales process including contract negotiation, payment, warranty, program duration.
• Report into the board of directors (sometimes in person) with an update on this market – sales, prospects, product development, requirements etc. Frequency to be determined.
• Engage relevant internal stakeholders and actively play a part in the Management team.
• Utilise the USA Team where appropriate to drive business development within this region.
• Act as primary commercial contact for new and existing Armoured and Military customers (Internal Account Manager to support you on a daily basis)
• Fulfill the commercial role of “engineering change management” for existing customer projects, working closely with the engineering department and Project Manager.
• Work closely with the Project Manger to ensure any variances in key project milestones are relayed back to the customer (via the Internal Account Manager).
• Oversee the Internal Account Manager in processing sales orders onto Alcon’s ERP system in accordance with set procedures.
• Working with the Internal Account Manager, liaise with the Engineering department as required to establish correct technical specifications or to instigate engineering work to fulfill customer requirements.
• Working with the Marketing Manager with regards to planning for and attendance of events such as trade shows and customer tests.
• Support the Internal Account Manager by fielding customer specific telephone enquiries and provide advice to customers on items such as product / technical issues for potential new customers.
• Development of network of relationships with all decision influencers within the target prospect.
• Assist in any other sales office duties as and when required.

Job Knowledge, Experience & Qualifications

• Proven track record in Business Development within the Automotive industry is preferable.
• Previous experience as a supplier into Armoured and Military sectors.
• Chassis / brakes experience preferred but not essential.
• Degree level intellect with demonstrable experience in selling mechanical /technical product.
• Some personal contacts(s) from within the Armoured and Military industries preferred.
• Equally comfortable with both commercial and technical (to a lesser level) negotiations.
• Export license knowledge preferred but not essential.

Job Skills

• Must be familiar with Armoured and Military projects and procedures, processes and timelines.
• Must be able to construct and make polished presentations effectively both internally and externally.
• Must be computer literate, comfortable using Excel, Word, Outlook.
• Ability to communicate effectively at all levels of the organisation.
• Must have demonstrable negotiation skills.
• Positive, resilient, business focused individual
• Must hold a full UK driving license.
• This position will be primarily office based from our Headquarters in Tamworth, Staffordshire, and therefore the candidate must be able to commute to this area.
• External and overseas visits will be regular in occurrence, some working from home is permitted.