Sales Manager (Southern & Eastern Region)

John Crane, a business of Smiths Group, is a global leader in mission-critical flow control solutions for energy and process industries that enable efficient and sustainable operations. Our products include mechanical seals and systems, couplings, bearings, filtration systems, and predictive digital monitoring technologies. 

We have a global network of more than 200 sites in over 50 countries and employ more than 6,000 people worldwide. We partner with our customers to help them keep their operations safe, reduce downtime, improve efficiency, and meet the latest environmental standards. 

John Crane is part of Smiths Group. For over 170 years, Smiths has been pioneering progress by engineering for a better future. We serve millions of people every year, helping to create a safer, more efficient, productive, and better-connected world across four global markets: energy, security & defence, space & aerospace, and general industrial. Listed on the London Stock Exchange, Smiths employs approximately 16,000 colleagues in over 50 countries. 

Key Activities: 

Sales

• Maintain and increase JC market share with key end users & OEM customers within specified regions.
• Market penetration skills and bring about disruptive growth.
• Lead, guide, evaluate, and develop a team to ensure that the local business unit achieves its business objectives and complies with all relevant regulations and laws.
• Effectively manage relationships with internal and external customers and all other stakeholders.
• Develop a strong customer service culture.
• Visit to end user regularly to maintain relations.
• Maximize the business through Channel partner network and grow the business.
• Develop and implement technical sales strategies to achieve sales targets.
• Identify new business opportunities and expand existing customer relationships.
• Conduct market research to stay updated on industry trends, competitor offerings, and customer needs.
• Provide technical guidance and expertise to the sales team and customers during the sales cycle.
• Conduct market research to stay updated on industry trends, competitor offerings, and customer needs.
• Establish annual, quarterly, sales plans while actively participate on budgeting and forecasting process.
• Responsible to develop strong relationships with end-user as well as First Fit OEM accounts covering commercial OEMs.
• Work closely with KAMs responsible for Global OEM accounts within the region to ensure engagement and collaboration to drive the business strategies to deliver targeted growth.

Service

• Manage service contracts
• Develop a strong customer service culture.
• Provide strong technical and service support to all customers.
• Manage the Field Service Engineers to provide support to the end user.
• Liaise with various technical departments in order to provide engineered solutions to the end users.
• Support localization efforts and collaborate actively with Service Operations to deploy the necessary strategies and gain market share.
• Manage customer expectations, ensure timely delivery of services/products, and support post-sale activities.
• Manage Product / Project warrantee claims effectively by following contractual route.

Key Accountability:

• Team Management: Lead and manage a team of sales representatives, setting sales targets and coaching them to achieve these goals.
• Sales Strategy: Develop comprehensive sales plans and forecasts to maintain a steady pipeline of prospects.
• Customer Engagement: Build and maintain relationships with key customers, ensuring their needs are met and providing technical presentations to drive sales.
• Market Analysis: Stay updated on market developments, industry trends, and competitor activities to inform sales strategies.
• Contract Negotiations: Manage contract negotiations and ensure favourable terms for the company. 
• Collaboration: Work closely with internal technical and marketing teams to leverage customer insights and market intelligence.

Education/Training: Bachelor’s degree in mechanical engineering or similar field

Experience: 15+ years of professional experience in engineering product sales 

Knowledge/Skills: Deep understanding of the technical aspects of the company's products and services, as well as the ability to communicate their value to potential customers. A strong technical knowledge of John Crane product portfolio will be an added advantage. Understanding of market trends and the competitive landscape.

• Leadership skills – Must be experienced to manage large size sales force.
• Proven experience in the field.
• Interpersonal skills and ability to get on with multi-functional and multi-nationality peers.
• Ability to write, concise reports in a formal and professional manner.
• Ability to discuss and negotiate at the appropriate levels within the customer base.
• Dynamic self-starter
• Independently reliable & self-sufficient whilst being part of wider team.
• Excellent communication and presentation skills.
• Strong leadership and team management skills.
• Problem-solving mindset with attention to detail.
• Ability to work in a fast-paced, high-pressure environment.
• System driven and shall be well familiar with C4C, & BW reports.

Why John Crane?

• Global Impact: As part of John Crane, a division of Smiths Group, you will contribute to cutting-edge sealing solutions that drive efficiency and sustainability across critical industries worldwide.
• Career Growth: Unlock opportunities for professional development and career advancement within John Crane and the broader Smiths Group, fostering continuous learning and growth.
• Innovative Culture: Be part of a collaborative and forward-thinking environment where innovation is encouraged, and your expertise is valued in shaping the future of sealing technology.

We believe that different perspectives and backgrounds are what make a company flourish. All qualified applicants will receive equal consideration for employment regardless of 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.

At no time during the hiring process will Smiths Group, nor any of our recruitment partners ever request payment to enable participation – including, but not limited to, interviews or testing. Avoid fraudulent requests by applying jobs directly through our career’s website (Careers - Smiths Group plc)