JOB DESCRIPTION
Purpose of the Position
To develop, maintain and grow the demand and sales of marine powergen engines and package solutions (Onan and Cummins) in the UK and Republic of Ireland.
Key Responsibilities:
Sales
• Meet or exceed the sales and margin plan for marine powergen engines and package solutions (Onan and Cummins).
• Provide customers with prompt and accurate technical information.
• Provide customers with prompt and accurate commercial information and quotations.
• Conduct regular, planned and documented visits to existing and potential customers.
• Create and maintain account plans for targeted, existing and potential customers.
• Create and maintain customer support plans for targeted, existing and potential customers.
Installation Quality Assurance
• Oversee technically complex projects from conception to completion.
• Liaise with customers and Engineering to ensure that Installation Quality Reviews are completed.
• Contribute monthly to the IQA tracker.
Sales Administration
• Liaise with the Cummins Marine Centre to ensure that customer requirements and contract conditions are met.
• Create and maintain COLS/CSL specifications.
• Secure and administer Special Sales Allowances (SSAs).
• Create and maintain repeat business price lists.
• Create and administer Engineering Release Notifications (ERNs).
• Create and administer Project Content Forms (PCFs).
• Liaise with Finance, Engineering, Customer Services (CUK), Logistics and other groups to ensure that customer requirements and contract conditions are met.
• Update the product registration database (Plasma).
Marketing
• Liaise with Marketing, Onan and the EBU to ensure CUK exhibits marine powergen products at targeted shows and exhibitions.
• Attend and document targeted shows and exhibitions.
Channel Development
• Work with CUK’s Aftermarket Sales Department and Onan to assist in the identification and development of Onan dealers in the UK and Republic of Ireland.
Corporate Performance Cell Reporting
• Establish and submit the Distributor Annual Operating Plan (DAOP).
• Establish and submit the monthly Sales and Operating Plan (S&OP).
• Submit monthly business updates.
Upward Reporting
• Contribute monthly to the sales opportunity tracker.
• Contribute monthly to the lost sales tracker.
• Conduct and record an annual market share and competitive pricing analysis.
• Establish and submit an Annual Operating Plan (AOP) consistent with the DAOP.
Talent Development
• Mentor individuals identified for a career in engine sales.
Travel
• 50%
Experience Required
• Profit and loss responsibility
• Engineering or technical industry
• Customer management
• Global procurement and logistics
Experience Preferred
• Marine commercial and pleasure industries
• Marine engine installations and project management
Formal Education / Qualifications / Languages
Required
• Engineering or technical qualification or vocation
Preferred
• Marine, mechanical or electrical engineering qualification (degree, diploma, trade certificate)
• Finance management or business qualification (degree, diploma, certificate)
• INCO Terms training
Most Critical Skills:
Functional (Technical or Professional Skills and Knowledge)
Expert:
• Engine performance fundamentals
• Power generation fundamentals
Specialist:
• Retail and commercial knowledge
• Selling skills
• Territory knowledge and management
• Warranty coverage
• Cummins engine overhaul knowledge
User:
• Advertising and promotion
• Customer support planning
• New product introduction
• Solutions and packages
• Forecasting and market analysis
• Customs clearance and international trading
• Cummins distribution organisation
• Excel
• Quickserve Online
• Dealer network
• Dealer development and management
• Filtration fundamentals
• Logistics management
• Cummins parts ordering procedure
• Order management
• Working capital management
• Income statement management
• Emissions legislation
Management, Leadership and Interpersonal Skills
User:
• Value diversity
• Champion change
• Think strategically
• Analyze issues
• Innovate
• Act with integrity
• Demonstrate adaptability
• Establish plans
• Manage execution
• Develop systems and processes
• Commit to quality
• Foster teamwork
• Focus on customer needs
• Build relationships
• Develop oneself
• Manage disagreements
• Foster communication
• Listen proactively
• Coach and develop
• Motivate others
• On Track
SALARY
£35,000-£36,000pa + benefits
For more information and to apply click on the link below:
Purpose of the Position
To develop, maintain and grow the demand and sales of marine powergen engines and package solutions (Onan and Cummins) in the UK and Republic of Ireland.
Key Responsibilities:
Sales
• Meet or exceed the sales and margin plan for marine powergen engines and package solutions (Onan and Cummins).
• Provide customers with prompt and accurate technical information.
• Provide customers with prompt and accurate commercial information and quotations.
• Conduct regular, planned and documented visits to existing and potential customers.
• Create and maintain account plans for targeted, existing and potential customers.
• Create and maintain customer support plans for targeted, existing and potential customers.
Installation Quality Assurance
• Oversee technically complex projects from conception to completion.
• Liaise with customers and Engineering to ensure that Installation Quality Reviews are completed.
• Contribute monthly to the IQA tracker.
Sales Administration
• Liaise with the Cummins Marine Centre to ensure that customer requirements and contract conditions are met.
• Create and maintain COLS/CSL specifications.
• Secure and administer Special Sales Allowances (SSAs).
• Create and maintain repeat business price lists.
• Create and administer Engineering Release Notifications (ERNs).
• Create and administer Project Content Forms (PCFs).
• Liaise with Finance, Engineering, Customer Services (CUK), Logistics and other groups to ensure that customer requirements and contract conditions are met.
• Update the product registration database (Plasma).
Marketing
• Liaise with Marketing, Onan and the EBU to ensure CUK exhibits marine powergen products at targeted shows and exhibitions.
• Attend and document targeted shows and exhibitions.
Channel Development
• Work with CUK’s Aftermarket Sales Department and Onan to assist in the identification and development of Onan dealers in the UK and Republic of Ireland.
Corporate Performance Cell Reporting
• Establish and submit the Distributor Annual Operating Plan (DAOP).
• Establish and submit the monthly Sales and Operating Plan (S&OP).
• Submit monthly business updates.
Upward Reporting
• Contribute monthly to the sales opportunity tracker.
• Contribute monthly to the lost sales tracker.
• Conduct and record an annual market share and competitive pricing analysis.
• Establish and submit an Annual Operating Plan (AOP) consistent with the DAOP.
Talent Development
• Mentor individuals identified for a career in engine sales.
Travel
• 50%
Experience Required
• Profit and loss responsibility
• Engineering or technical industry
• Customer management
• Global procurement and logistics
Experience Preferred
• Marine commercial and pleasure industries
• Marine engine installations and project management
Formal Education / Qualifications / Languages
Required
• Engineering or technical qualification or vocation
Preferred
• Marine, mechanical or electrical engineering qualification (degree, diploma, trade certificate)
• Finance management or business qualification (degree, diploma, certificate)
• INCO Terms training
Most Critical Skills:
Functional (Technical or Professional Skills and Knowledge)
Expert:
• Engine performance fundamentals
• Power generation fundamentals
Specialist:
• Retail and commercial knowledge
• Selling skills
• Territory knowledge and management
• Warranty coverage
• Cummins engine overhaul knowledge
User:
• Advertising and promotion
• Customer support planning
• New product introduction
• Solutions and packages
• Forecasting and market analysis
• Customs clearance and international trading
• Cummins distribution organisation
• Excel
• Quickserve Online
• Dealer network
• Dealer development and management
• Filtration fundamentals
• Logistics management
• Cummins parts ordering procedure
• Order management
• Working capital management
• Income statement management
• Emissions legislation
Management, Leadership and Interpersonal Skills
User:
• Value diversity
• Champion change
• Think strategically
• Analyze issues
• Innovate
• Act with integrity
• Demonstrate adaptability
• Establish plans
• Manage execution
• Develop systems and processes
• Commit to quality
• Foster teamwork
• Focus on customer needs
• Build relationships
• Develop oneself
• Manage disagreements
• Foster communication
• Listen proactively
• Coach and develop
• Motivate others
• On Track
SALARY
£35,000-£36,000pa + benefits
For more information and to apply click on the link below:
