Sales Director in Chippenham, United Kingdom

Sales Director

Location Chippenham, UK

Department Sales

Employment Type Full Time

Have you ever used the self-checkout in a supermarket? Used a coin redemption machine at a bank? Maybe you grabbed a drink from a vending machine or paid to park your car? If you’ve answered with a resounding “YES”, then you’ve done so with the aid of one of the 10 million devices installed by Crane Payment Innovations (CPI).

We make the technology that powers your everyday life, enabling more than 4 billion transactions every week in more than 143 currencies worldwide. From cash and coins to cards and mobile, we keep the world of payments moving with smart validation devices and business management software.

Headquartered in Malvern, PA, CPI is supported by: >2,500 global associates, 7 manufacturing sites, 12 corporate offices and 43 service branches.

WHAT YOU’LL BE DOING:

The Sales Director for CPI’s strategic accounts will be responsible for developing and implementing a combined sales & marketing strategy that drives the sale of all CPI products –Payment Systems, Vending Machines with digital touchscreens, and Technical Service to customers across the EMEA region. This role will play a pivotal role in the development & expansion of corporate business relationships, as well as in building and implementing sales strategies. This position will provide the leadership and sales expertise required to grow the current business and contribute to the business knowledge as Crane Payment Innovations develops new products. In this highly visible role, you will manage a team of sales representatives, determine and oversee execution of account strategies, ensure achievement of annual sales objectives, and have a direct impact on the future direction of our entire organization.

WHO WE’RE LOOKING FOR:

• Manage relationships, sales, and strategic positioning with key strategic customers, including full line vending operators and distribution partners across Europe and the Middle East in a role that requires a high degree of independence, trust, and integrity.

• Develop and execute strategic sales plans and tactical account plans to support successful achievement of the segment goals, with a specific focus on the customers’ key strategic decision makers.

• Work with your direct reports to execute against territory plans and KPIs to achieve sales and profitability goals.

• Understand the customer’s needs and formulate proposals highlighting the differentiated aspects of CPI’s products and technologies to address those needs and deliver positive ROI.

• Effectively communicate the value proposition through financial/ROI analyses, proposals, and presentations while working with your direct reports and other functional teams within our business such as customer service/support, product management, and marketing to conduct win/loss interviews and share feedback for continuous improvement and growth.

• Collaborate with and manage projects involving multiple internal departments in a matrix organization to achieve results (e.g. marketing, product management, program management, operations, customer services, engineering, and finance).

• Leverage salesforce.com to manage leads and opportunities as well as various ERP systems to track orders, measure KPIs, and manage customer deliverables.

• Conduct territory plan reviews and collaborate with your direct reports, customer service, field service, and product management on ensuring successful account strategy execution.

• Role includes regular ‘voice of the customer (VOC) visits to clients.

• Provide market information to Product Management, Marketing, Customer Support, and Finance that balances our business needs with those of your teams’ key customer accounts.

Qualifications and Requirements:

• Bachelor’s degree or equivalent

• Experience in sales at the national strategic account level, ideally in the self-service / unattended retail space (vending machine sales experience preferred

• Experience managing a national or global sales team, ideally in the self-service / unattended retail space (vending machine sales experience preferred)

• Proven, established relationships with the economic buyers and influencers within the self-service industry, especially vending

• Proven ability to communicate, present, and influence all levels of the organization, including executive and C-suite with innovative programs that drive sales and market share

• Experience leading the sales process from plan to close, understanding customer needs and articulating the distinct aspects of products, services, and programs to address them.

• Proficiency with salesforce.com, Microsoft Excel, Word, and PowerPoint to share strategies, needs, how solutions address those needs and their value or ROI to the customer, as well as your employer/the solution provider

• Proven track record of using salesforce.com to track opportunities, customer-related strategies, sales, and communications

• Evidence of strategic sales success through planning, organization, and resource utilization, including by building relationships and delivering a consistent, yet evolving message of value

• Relentless focus on improving personal and team results, while supporting organizational goals and objectives

• Excellent listening, negotiation, presentation, oral, and written communications skills

• 50% Travel required, with a proven ability to work remotely and virtually across EMEA

Personal Attributes:

• Well organized with ability to manage a national or global team

• Excellent oral and written communication skills

• High energy level, comfortable performing multifaceted projects in conjunction with day-to-day activities in a fast-paced environment

• Excellent influencing, analytical, problem-solving, and multi-tasking skills

• Ability to establish credibility and be decisive, while supporting the organization’s strategic priorities

• Results and people orientation with sound judgment

• Team player who is comfortable working in a matrix organization

We offer:

• Defined career growth plans with opportunities to go outside of your “comfort zone”

• Community involvement and volunteering events

• Private Health Insurance

• 20 days holiday plus bank holidays

• Company Pension Scheme

Sound interesting? Come see why we areOneCPI (https://www.cranepi.com/en/careers) !

CPI is part of Crane NXT

Crane NXT is a premier industrial technology company that provides proprietary and trusted technology solutions to secure, detect, and authenticate what matters most to its customers. The company is a pioneer in advanced, proprietary micro-optics technology for securing physical products, and its sophisticated electronic equipment and associated software leverages proprietary core capabilities with detection and sensing technologies. Crane NXT has approximately 4,000 employees with global operations and manufacturing facilities in the United States, the United Kingdom, Mexico, Japan, Switzerland, Germany, Sweden, and Malta. For more information, visit www.cranenxt.com.

Crane Payment Innovations is committed to hiring a diverse workforce. Applicants will receive consideration without regard to race, colour, religion, sex, gender identity, sexual orientation, age, disability, military status, or national origin or any other characteristic protected under federal, state, or applicable local law.

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