Regional Sales Manager

Job Title:

Regional Sales Manager

Location:

Field Based / Assigned Territory

Hours/Contract:

Full-time, permanent, salaried

Reports To:

Head of Sales

Scope of the role:

The Regional Sales Manager is responsible for developing and delivering the sales and business development plan for an assigned territory and key accounts. The role will increase market share, order intake and profitable growth for the client and high-precision manufacturing solutions by strengthening existing customer relationships, developing new business and creating a robust opportunity pipeline. The role owns the complete sales lifecycle from initial contact, qualification and consultative solution development through proposal, negotiation, contract award and effective order handover.

The role requires the ability to understand complex machining and manufacturing processes, match customer requirements to the Fives portfolio and communicate practical, cost-effective, value-based solutions from shop floor to boardroom. Working closely with customers, agents, other Regional Sales Managers, Product Managers, Commercial and Marketing, Aftermarket, Engineering, Project Management and other client companies, the Regional Sales Manager will build long-term partnerships and deliver profitable, sustainable growth.

Main duties and responsibilities:

Agree annual sales budgets, order intake targets and territory objectives with the Head of Sales, and develop clear strategies and activity plans to achieve them.

Prepare accurate monthly and quarterly forecasts, territory plans, market reports and activity updates, and maintain current pipeline, opportunity, customer and KPI information within the Company's sales reporting and CRM systems.

Identify, qualify and convert new business opportunities across the assigned territory, including new markets, sectors and applications aligned with the Company's growth strategy.

Develop and maintain strategic account plans for existing and target customers, building effective relationships with stakeholders in purchasing, engineering, operations, maintenance, research and development, and senior leadership.

Take ownership of the complete sales lifecycle, including prospecting, needs analysis, solution development, pre-bid activity, proposal coordination, negotiation, contract review, approval and order handover.

Work with Engineering, Applications, Estimating, Finance, Legal and other relevant functions to ensure proposals are technically viable, commercially robust and aligned with approved pricing, margin, risk and contractual requirements.

Negotiate commercial and contractual terms with customers, identifying and escalating risks, liabilities and implications for profitability, delivery and performance before commitments are made.

Manage day-to-day activity and time effectively, ensuring suitable market coverage, disciplined customer follow-up and efficient use of travel and selling time.

Research and develop new business through direct contact, networking, digital channels, industry events, referrals and established business contacts.

Retain and grow existing customer relationships by identifying improvement opportunities, proposing enhanced solutions and increasing the value of business with key accounts.

Develop a thorough understanding of the client product and service portfolio, its key advantages and applications, and translate product features into clear, value-based customer benefits.

Ensure proposed orders meet agreed gross margin expectations and remain within approved estimating frameworks, budgets and technical capability.

Provide ongoing commercial support during project build, delivery, installation and acceptance, working with Project Management to manage contract variations, pricing, scope and lead-time impact.

Develop a long-term view of customer investment plans, business strategy and product requirements to create a credible multi-year opportunity plan for the territory.

Collect, analyse and communicate market intelligence, including competitor activity, pricing, lead times, customer investment, sector trends, emerging technology requirements and relevant high-value manufacturing developments.

Coordinate with colleagues where customers, sectors or opportunities span multiple territories, ensuring intelligence is shared, account activity is aligned, and opportunities are managed in the best interests of the client.

Leverage relationships and capabilities across other client companies to strengthen competitive advantage, create cross-selling opportunities and maximise customer value.

Develop and maintain effective relationships with sales agents, distributors and regional partners, setting clear expectations and working collaboratively to achieve agreed objectives.

Develop and deliver tailored, solution-based presentations and represent the Company professionally at customer meetings, technical reviews, seminars, exhibitions, conferences, open houses and other industry events.

Plan and manage travel, customer visits and sales activity efficiently within agreed budgets, policies and approval processes, including visits to Fives and partner facilities for presentations, trials, demonstrations and product launches.

Understand and work at all times in line with client Values and Directives, specifically following the highest standards of health and safety.

Responsible for complying with all the Company's Data Protection, Information Security and Cyber Security requirements and policies.

Carry out any other reasonable duties as requested.

Key skills requirements:

Relevant technical or engineering qualification, or equivalent knowledge gained through substantial experience in an industrial or capital-equipment environment.

Proven experience in a direct technical sales or business development role, with responsibility for the complete sales lifecycle.

Demonstrable success in developing and growing major or key accounts, ideally within complex engineering, manufacturing or blue-chip customer organisations.

Strong commercial acumen, including experience of pricing, margin management, forecasting, contract negotiation and commercial risk assessment.

Ability to understand complex customer requirements and work with technical specialists to develop compelling, value-based solutions.

Highly developed communication, presentation, influencing and negotiation skills, with the credibility to operate effectively at all levels within customer and internal organisations.

Consultative selling capability, with a clear focus on customer value, long-term partnerships, relationship development and customer retention.

Ability to develop practical and cost-effective solutions and communicate them confidently from shop floor to boardroom.

Commitment to ongoing product, application and sales training, with the ability to convert technical features into commercial benefits.

Strong interpersonal skills and a transparent, ethical and team-oriented approach to customers, colleagues and business partners.

Analytical and detail-focused, with the ability to use market, customer and commercial information to make sound decisions and prioritise opportunities.

Strategic and proactive approach to territory planning, account development and pipeline creation.

Self-motivated, resilient and well organised, with the ability to work independently, manage competing priorities and meet demanding deadlines.

Collaborative approach and ability to contribute strongly within a cross-functional and internationally dispersed commercial team.

Professional, enthusiastic and customer-focused, with the judgement and integrity to represent the Company positively at all times.

Competent user of CRM, forecasting, reporting and standard Microsoft 365 applications.

Ability and willingness to travel extensively within the assigned territory and internationally, including overnight stays where required.

Full driving licence and appropriate right to travel and work within the assigned territory, subject to the requirements of the role.

Ability to work effectively both independently and as part of a cross-functional team.

Strong personal organisation and time management, with the ability to manage competing priorities and meet tight deadlines.

Able to manage own time and meet tight deadlines