Export Sales Manager

Export Sales Manager

Lincat manufactures products for cooking, holding and food display, which are supplied to commercial kitchens of every kind. Products are sold in the UK and across the globe in over 50 countries worldwide through a comprehensive network of distributors. Lincat is a member of the Middleby Corporation.

We are looking for an Export Sales Manager (Lincat Group) to join our sales team. The successful candidate will be responsible for the sales, growth and profit of the Lincat portfolio in overseas markets, including the development and implementation of an export sales strategy and the training and motivation of Middleby worldwide sales staff and distributors.

Key Areas of Responsibility
Export Territory Management

• Develop, review, gain agreement for and implement the export sales strategy to achieve targeted growth.
• Take responsibility for the sales and profit growth of the Lincat portfolio in overseas markets and the achievement of export sales targets.
• Ensure that MWW sales staff are trained and knowledgeable about the product range and capable and motivated to achieve maximum sales within their market.
• Appoint, train and motivate agents and distributors in the territory, ensuring that they are knowledgeable about the product range and capable and motivated to achieve maximum sales within their market.
• Negotiate representation agreements and sales contracts in line with company policy which will fully meet the needs of both the company and the differing circumstances of each distributor.
• Research and evaluate new market opportunities and draw up written proposals to the Sales Director.
• Research and report on business opportunities, market conditions, product development opportunities and competitor activities including a monthly report on activity, achievements, opportunities and points of interest.
• Prepare, plan and undertake overseas travel to maximise opportunities for productive visits and meetings and produce timely visit reports.
• Attend overseas exhibitions in order to keep abreast of market developments and promote the product range.
• Keep CRM records fully up to date at all times including visit reports, contact details, emails and other communications so that the company has an updated view of plans and contact information at all times.

Export Marketing

• Formulate content for international newsletters to dealers and ensure that these are distributed on a regular basis.
• Contribute timely updated material for the export content of Lincat website.
• Organise overseas exhibitions and evaluate and report on their effectiveness.

Essential Skills

• Skilled in selling through a dealer network and developing relationships with distributors and end users.
• Good written and spoken English, able to compile accurate business correspondence and reports, deliver presentations and conduct business meetings and negotiations.
• Good numeracy skills, able to work with exchange rates, statistics and numerical reports.
• Excellent business acumen, able to spot opportunities, make sound commercial decisions and work in a professional manner at all times.
• The knowledge and ability to build relationships at senior and junior levels within organisations and to understand and react appropriately to cultural differences.
• Excellent time management and planning skills to develop and manage an effective programme of work in line with key responsibilities.
• Sound knowledge of IT systems, particularly Microsoft Word, Excel and PowerPoint and the ability to manage own administration.
• Ability to develop sound working relationships with internal colleagues, especially in administrative, production and engineering roles.
• Capable of working on your own as well as part of a team.
• Spoken and written fluency in French is preferred but not essential.

Experience and Knowledge

• 3-5 years’ experience in an export territory management role is preferred but not essential.
• Experience of working with distributors.
• Knowledge of the catering equipment industry is desirable.
• Experience of working in the hospitality industry is desirable.
• Hands on approach and being capable of demonstrating equipment and offering solutions against our competitors.

Other Requirements

• Ability to travel overseas frequently, and at times at short notice, for up to 4 months in any year.
• Able to travel within the UK with clean, current driving licence.
• Expected to achieve CFSP.