Sales Director - Sales & Aftermarket UK and Ireland

Job Purpose:

• To drive sales growth in the UK & Ireland domestic market,
• To grow our market share in a +£90M estimated market, maintaining our very strong gas seal share in North Sea assets and accounts
• To grow revenues from our service offerings
• To excel against our strong and established competitor base, focal area being Ireland.
• To drive and support our UK Sales experienced senior management team

Responsibilities:

• To manage the UK Sales &Aftermarket function to meet budget requirements
• To identify gaps in our Market and Customers, working with regional Marketing, Strategic Alliances and Product Line - such that local initiatives with products and services can be implemented.
• To be part of the management committee for the Manchester sites.
• To further Smiths values and My Say actions
• To maintain high standards of ethics and conform / operate within all legal and trade compliance requirements,

We believe that different perspectives and backgrounds are what make a company flourish. All qualified applicants will receive equal consideration for employment regardless of race, color, religion, sex, sexual orientation, gender identity, national origin, economic status, disability, age, or any other legally protected characteristics. We are proud to be an inclusive company with values grounded in equality and ethics, where we celebrate, support, and embrace diversity.

Technical Knowledge, Skills and Abilities:

• Flexibility
  • Customer Base – JC UK covers all customer types e.g. large engineered OEM’s on complex projects, small OEM’s requiring one-off seal deliveries, End Users, distributors and 3rd party pump repairers and service providers

  • Market – UK has all industries, with particular focus in O&G and Petrochem as well as strategies to grow in “targeted accounts” covering predominantly GI, Power, F&B, chemical and water

  • Site – The Manchester facility has a main building and a service centre nearby in Trafford Park – with many differing departments and people, a global training hub and a global test laboratory. Approx 50% of all Manchester based people do not report through UK Sales, but all others are JC divisional employees expected to be consistent with UK Sales personnel on Smiths Group activities and core values

  • JC Internal – with no direct Manufacturing responsibilities, this role needs flexibility in influencing our supply chain whilst supporting needs from Portfolio directors, Finance, operating within Delegation of authority and primarily meeting the UK’s own Customers demands
• Strong Commercial Awareness – negotiation of contracts, warranty issues, bundling, added value services. Good customer facing ‘selling’ skills / defense of factors not within direct control, when to defer / when to decide
• Strong Stakeholder Impact – ‘promotion’ of successes, getting to key Customer contacts, trade associations and key JC people who influence decisions in our favour, networking within our delegation of authority for decisions that help UK Sales and facilities directly
• Effective People Development – Follow a plan for strong identification, recruitment and development of talent, including having a solid succession plan working closely with HR
• Product / Technical – Deep knowledge of our own products is not essential due to experienced team, but knowledge of our customer’s market, people, their equipment and processes would be beneficial
• Business Systems – An appreciation of C4C & SAP would be beneficial

Planning and Decision Making:

• JC UK Sales, since the segregation of UK operations/manufacturing from UK Sales & Aftermarket then our liaison with the main UK plant in Slough requires close planning and working together. This role requires careful influencing and planning to ensure our UK Customers receive excellent service from products sourced from UK Operations in Slough and Shannon

Key Internal and External Relationships:

Representation on

• Manchester Site Management Committee, liaising with Employee Forum, Smiths Group forums and overseeing site maintenance, capex, H&SE in facilities etc
• European Sales peer group management team
• BPMA and potentially other institutions and trade organisations

Liaison with

• Regional Marketing
• Strategic Alliance Team
• Finance (Business Partner allocated to UK Sales)
• Customer Operations
• Legal
• Global account Managers, Portfolio Directors, Market specific Directors

At Smiths we apply leading-edge technology to design, manufacture and deliver market-leading innovative solutions that meet our customers' evolving needs, and touch the lives of millions of people every day. We are a FTSE100, global business of around 14,600 colleagues, based in 50+ countries. Our solutions have a real impact on lives across the planet, enabling industry, improving healthcare, enhancing security, advancing connectivity and supporting new homes. Our products and services are often critical to our customer s’ operations, while our proprietary technology and high service levels help create competitive advantage. We welcome colleagues with a curious mind, who are happy with responsibility, enjoy a challenge and are attracted by the idea of working at a business with a 170+ year history of innovation, and five global divisions, all experts in their field.

John Crane (www.johncrane.com) is a global leader in rotating equipment solutions, supplying engineered technologies and services to process industries. The company designs and manufactures a variety of products including mechanical seals and systems, couplings, bearings, filtration systems and predictive digital monitoring technologies. John Crane customer service is accessed through a global network of more than 200 sales and service facilities in over 50 countries. Fiscal year 2016 revenue was greater than 1 Billion USD (£830m). John Crane is part of Smiths Group (www.smiths.com), a global leader in applying advanced technologies for markets in threat and contraband detection, energy, medical devices, communications, and engineered components.

Impact and Scope:

The UK Sales is approx. £30M of Sales to UK & Ireland customers

The budgeted headcount is approx. 90 people, consisting of

• UK Engineering (Regional, not development or R&D)
• UK Sales internal offices (Trafford Park and Aberdeen)
• External Sales, with two strategies:
  • ‘Selling’ to new accounts, increasing market % share and
  • ‘Account Management’ maintaining & growing sales within budgeted, established OEM ad EU accounts
• Service Network (technicians and external Field Service Engineers, covering both onshore and offshore)
• Business Development team

JC UK Sales has 2x service centres (Manchester and Aberdeen) – service constitutes £5M sales of total

JC UK Sales has 3x MRP/CBM fixed fee Managed Reliability Contracts at major UK refineries

Travel is required in the role (customer visits, Slough, Aberdeen, internal meetings in other locations) however, at least 60% of the time should be spent in Manchester