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Head of Sales - Hochiki Italia

To achieve the monthly and annual sales targets and objectives for Italy through leadership of the commercial team, building relationships with key customers, developing new sales routes, and promoting Hochiki products and services. Working towards further development of the existing and potential customer base. Generating product specifications into key strategic market sectors, supporting the delivery of new products into the market and feeding back key market information.

Key Duties and Responsibilities:

 

  • Manage and develop the sales team to deliver both the agreed sales budget as well as the KPIs with specific implemented strategies.
  • Manage and develop the project designer team to influence the market and deliver both the agreed sales budget and KPIs with specific implemented strategies.
  • Manage and develop the internal sales operation
  • Take accountability for the budgeted sales numbers and KPIs
  • Report to the business against monthly sales results, annual KPIs and development against objectives.
  • Ensure full and correct use of SAP CRM and quotations to enable accurate business forecasting and to deliver quality information to the business
  • Manage the HIT marketing and develop a joint strategy to drive business growth
  • Work closely with the supply chain team to continuously review and improve sales procedures as well as sales forecasting
  • Develop a clear business development strategy via a vertical market approach and drive sales via appropriate channels as well as strategic end-users
  • Develop a clear strategy to target consultants to assist in the design and delivery of projects to meet the needs of life safety systems
  • Maintain regular visits to Dealers and System Partners as well as, where appropriate, consultants and end-users to deliver a complete Hochiki solution.
  • Regularly monitor and report changes in competitor situations.
  • Attend and manage Hochiki presence at exhibitions and seminars.
  • Maintain an understanding of European and local industry standards as well as potential changes to compliance and how this may impact our sales strategy.
  • Prepare and present monthly reports on quotations, forecasts, and customer activities
  • Monitor customer credit status at all times
  • Submit accurate and timely administrative paperwork
  • Produce other reports as and when requested.
  • Provide effective communication across the company (HIT as well as Hochiki Europe) on any issues which would affect those departments.
  • Other tasks as considered relevant by the Hochiki management

Person Specification

 

We are looking for individuals who are highly motivated and have a passion to contribute to the success of Hochiki.  In addition to this, you will possess the following:

 

 

Qualifications:

 

  • Essential: Proven sales experience at management level and strong leadership experience.
  • Desirable: Knowledge of low voltage systems
  • Desirable: Knowledge in both fire and emergency lighting.

 

Experience:

 

  • Essential: 5+ years in a similar role with a proven track record in sales.
  • Essential: Strong background in sales management within the Italian market.
  • Desirable: A good understanding of the key vertical markets within the construction and/or security sector and a strong understanding of the Consultant/End-user markets.

 

 

Knowledge and Technical skills:

 

  • Essential: a good command of English, spoken and written
  • Essential: Commercial experience.
  • Desirable: Hands-on experience within the fire industry.
  • Essential: Computer Literate with knowledge of Windows operating system.
  • Desirable: Working knowledge of SAP.

 

Personal qualities:

 

  • Positive: Proactive, promoting a can-do attitude with a passion for the fire industry and Hochiki products
  • Accountable: Taking responsibility for the output of self and team, showing an understanding of wider business priorities
  • Ethical: Acting in the best interests of Hochiki Italia and our customers
  • Professional: Ability to set high standards and present a professional approach to our customers
  • Inventive: A continuous improvement attitude towards work and professional development, with a desire for working in a leading-edge environment
  • Inclusive: Being a team player who relishes working in a team environment, involving and consulting with others

 

 To apply for this role or for further information, please email [email protected].