JOB DESCRIPTION JOB PURPOSE:

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1 JOB DESCRIPTION BUSINESS UNIT DEPARTMENT JOB TITLE LOCATION REPORT TO (Job title) : Control Techniques : Sales : Regional Sales Manager : UK : CT UK Sales Leader JOB PURPOSE: To develop and implement successful strategies and tactics within the OEM, distribution and system integrator market space to support our vision to become number one in the UK & Ireland in variable speed by providing technically and commercially competitive products and services with added value to our customers. To manage a sales team within your defined region to identify, develop and win new business through key growth initiatives and prospecting to achieve set agreed regional and individual targets. To manage and optimize existing accounts and distribution channels. To identify, develop and win new business within the defined vertical/channel market segments through key growth initiatives and prospecting. To grow the total automation solutions product sales for drives, servo, I/O, industrial PCs etc. meeting set agreed targets and to become the Sales team authority in the region. JOB DETAILS This is a challenging and exciting opportunity to be part of the skillful CT Sales Team, the job-holder should: Manage and motivate a team of Area Sales Managers to meet defined sales targets and KPIs. With the support of the UK Sales Leader, develop, implement and update as necessary a business action plan aimed at growing sales and influence in the region to grow market share. Achieve sales targets from own territory and lead the team by example to win new business and maximize opportunities in existing accounts Contribute to the design, production and effective delivery of high quality sales presentation and proposals to prospective customers in accordance with agreed guidelines Provide and distribute approved marketing materials with the aim of securing personal and team sales visits and appointments. Job Description - Page 1/3

2 Ensure all appointments and proposals illustrate Nidec in a highly professional yet competitive light, with the end goal of securing the prospective business at an acceptably profitable price Use existing data base and own prospecting to grow sales. Support and develop UK & Ireland external sales team in positioning our value proposition to OEMs, system integrators and distributors, identifying prospects and delivering competitor conversions, whilst achieving their own sales targets. Liaise with BDMs OEM and Distribution to develop sales team knowledge of key vertical markets and during competitor conversions. Maintain sales pipeline and forecasting tool. Ensure the sales team update the CRM and other reporting requirements. Build, utilize and communicate with key internal and external stakeholders within the business to continuously improve your business understanding and product knowledge. Plan and prepare monthly presentation for Sales Meetings, to report business to date and forecast data. Update the team on trends and issues in the UK market. Provide market feedback and intelligence to the CT marketing and product development teams to ensure our products and services match the customer demands and shape future customer demands in the vertical market. Ensure that all sales activity is conducted in accordance with CT and Nidec rules. Take direct ownership of named accounts EXTERNAL & INTERNAL RELATIONSHIPS External: Customers and prospecting Internal: Internal Sales, Vertical Market team, other Business Unit contacts, Technical and Marketing TRAVEL REQUIREMENTS Areas: Frequency UK travel primarily within region Regular Travel within EMEA region for meetings/training Infrequent Job Description - Page 2/3

3 REQUIRED QUALIFICATIONS AND EXPERIENCE Education and Qualification(s) Professional qualification in Electrical /Mechatronic/ Mechanical Engineering. Degree/ HND preferred. Degree in Finance, Marketing, Business Management an advantage. Experience Strong commercial and technical background in total automation solutions with a focus on six-digit competitor conversions. New business development experience specifically with OEMs, distribution and system integrators Demonstrable success in leading a sales team System and application knowledge within (verticals)a related industry desirable. Language(s): Excellent English verbal/written skills CORE COMPETENCIES Strategic thinking and planning Excellent interpersonal/communication skills Ability to engage at all levels in an organisation Team management skills Negotiation skills Self starter and good team player Prioritising Planning & Organisation Innovative/analytical and solution driven Ethics/Integrity Customer Satisfaction Focused Excellent presentation skills PERSONAL QUALITIES (Preferred) Ambitious and enthusiastic with excellent communication and organizational skills Highly focused and tenacious in achieving defined customer call rate without compromising quality whilst maximizing external sales force efficiency Willing to motivate and develop team members into a highly successful organisation Highly motivated in a demanding and challenging role, Adaptable and flexible in their work approach, Ability to work independently and within a team, Efficient and timely at meeting and exceeding sales targets, Enjoys the challenge of a field sales environment. Highly PC literate Job Description - Page 3/3

4 ORGANIZATION CHART (See below template to be completed) CT UK Sales Leader BDM Automation Application & Service Team BDM OEMs Regional Sales Manager Your Job Area Sales Managers BDM Distribution Job Description - Page 4/3

5 DATE August 2017 APPROVED BY Naz Mohammed PERSON SPECIFICATION FOR THE RECRUITMENT Factors Essential Desirable Education & Qualifications Experience Competency & Knowledge Job Description - Page 5/3

6 Personal Qualities Dimension of the position: Number of subordinates: Turnover in USD managed: P&L responsibility: Job Description - Page 6/3