Key Deliverables and Measures

• Customer Experience – Champion and lead customer experience by ensuring the right products are sourced and available for relevant local industries.
• Customer Experience– Ability to engage, meet and exceed customer expectations with respect to customer experience.
• Customer Experience – Succeed in securing new business opportunities and maintaining a strong client base.
• Customer Experience– Timely response to customers.
• Employee Engagement – Develop hydraulics team product knowledge to become the trusted supplier for customers.
• Supplier Engagement– Manage relationships with key suppliers to ensure the company has the right products available for customers.
• Financial Performance – Drive revenue and margin growth in line with company targets.
• Inventory Management– Maintain optimal stock turnover and minimize slow-moving and obsolete stock levels.

Job Role

Product Sales & Strategy

• Develop and implement a strategy to drive sales growth, manage cash flow, and improve profitability, aligning with the company’s long-range plan.
• Ensure the company’s value proposition for the hydraulics division is clearly communicated to customers.
• Meet sales and margin targets, driving both growth and profitability for the business.
• Analyse monthly sales and margin reports to assess division contribution to overall business objectives and take appropriate action based on insights.
• Build strong relationships with suppliers, leveraging their expertise to determine the most in-demand products.
• Oversee pricing to ensure competitiveness, approving and reviewing all new product additions.
• Communicate new product and service opportunities, special developments, information or feedback gathered through field activity to appropriate members of the MIS sales team.
• Collaborate with the marketing team to promote products both internally (for cross-selling) and externally (to boost sales revenue).
• Conduct branch visits at least twice yearly to assess performance and drive local engagement.
• Support external sales representatives by attending customer meetings and providing trusted supply solutions.
• Identify new markets and potential customer opportunities for the hydraulics division.
• Organize training and information sessions for colleagues on new products that may interest customers across divisions.
• Address customer complaints efficiently and use feedback to improve processes and services.
• Stay ahead of industry trends and competitor activity to provide insightful feedback and strategic recommendations.
• Represent the company at applicable trade shows, events, and product demonstrations to showcase our offerings and strengthen brand presence.
• Maintain up-to-date knowledge of products and services to continually improve customer interactions.

Sales and Account Management

• Spearhead sales activities for assigned accounts and territories, ensuring exceptional service and product consistency.
• Build and maintain lasting relationships with both current and prospective clients to grow revenue and drive customer and experience satisfaction.
• Track and follow up on leads, referrals, and sales opportunities to secure new business.
• Presenting the sale of company products and services to current and potential clients including preparation, submission and progression of quotations.
• Plan and prioritise personal sales activities and customer/prospect contact towards achieving agreed business aims, including sales and margins.
• Maintain up-to-date product knowledge to enhance client interactions and business decisions.
• Share feedback and insights from field activities with internal teams.
• Collaborate effectively with internal teams to close deals and ensure smooth transitions from sales to delivery.
• Coordinate special sales initiatives to support company goals
• Efficiency in managing time and sales activities to optimise profitability.
• Controlling costs, optimizing pricing and achieving sales revenue and margin goals, with a focus on long-term customer relationships and sustainable profit growth.
• Maintain sales orders (OEIO), quotations, and pricing.
• Keep customer account database up to date with all customer contacts. (CRM)
• Resolve client concerns promptly, ensuring customer loyalty and satisfaction.

Inventory Control & Stock Management

• Conduct monthly reviews of stock valuation reports to ensure optimal inventory levels at all branches.
• Maintain continuous oversight of hydraulics stock levels across locations.
• Approve and manage stock settings to phase out slow-moving items effectively while maximizing value recovery.
• Work with purchasing team to ensure that inventory management processes are efficient and align with purchasing best practices.
• Play an active role in coordinating special sales activities and stock reduction initiatives.

Team Leadership & Hydraulics Branch Management

• Lead, coach, and develop the Inverness-based hydraulics team, providing strategic oversight and support.
• Lead, coach, and develop external hydraulics representatives and other external sales representatives to encourage cross selling. Conduct monthly meetings with them to discuss sales and margin against targets and to seek insight on potential opportunity.
• Oversee sales orders (OEIO), quotations, and pricing of hydraulics team.
• Work with other category managers and branch managers to coordinate team activities and ensure alignment.
• Collaborate with internal teams to close deals and ensure a smooth transition from sales to delivery.
• Conduct performance appraisals, training needs analysis, and implement targeted development plans for team members.
• Hold monthly team meetings to communicate key company messages and gather feedback.
• Ensure staffing levels meet business needs for delivering high-quality customer experience and supply solutions.
• Ensure new colleagues receive proper training and onboarding.
• Uphold company policies, particularly in relation to health and safety compliance.

Person Specification

• Strong leadership, teamwork, and communication skills.
• Proven experience in sales, product management, or a related field (preferably in sales and hydraulics environments).
• Commercial awareness and ability to drive revenue growth.
• Excellent negotiation and supplier relationship management skills.
• Strong analytical and problem-solving capabilities.
• Proficiency in inventory control and stock management.
• Detail-oriented with a keen ability to identify business opportunities.
• Highly organized with strong administrative skills.
• Self-motivated, with the ability to work efficiently and proactively.
• Strong IT skills, including proficiency in Office applications and ERP systems.
• Full valid driving license required.
• Knowledge of industrial products is beneficial but not essential.

Company Requirements

• Comply with company health and safety policies.
• Deliver excellent customer experience by communicating effectively, being helpful, and resolving customer queries efficiently.
• Support colleagues as needed and participate in company training sessions.
• Undertake additional duties as required in alignment with business needs.
• Ensure allocated vehicles and equipment is maintained in a clean safe, serviceable, and secure condition.