Today, the Walker Filtration Group employs some 300 people around the world, serving around 100 countries from its United Kingdom Factory and Headquarters, along with Customer Centres in the United States, Australia and Japan. Within the team, we have a superb opportunity for an experienced Business Line Manager to gain international experience by leading the commercial efforts of the business during this exciting phase in the company’s development. Atlas Copco’s strategy is to build upon Walker Filtration’s successful, worldwide track record in order to establish a Global Competence Centre for Filtration within our group and this role will be key to the delivery of this strategy. The successful applicant will be someone with huge drive and proven ability, coupled with experience of extensive overseas travel and success in managing sales across several continents. The purpose of the role is to lead the commercial team of Walker Filtration Ltd. The mission is to strategically develop, grow and maximise the market position of Walker Filtration globally whilst achieving year on year profitable growth. This is a multi-customer facing role, with a significant amount of international travel. Furthermore, over and above the established UK Sales and Marketing team that drive our Global efforts, we have exciting plans for further expansion, supported by an ambitious ongoing recruitment project that will place Regional Sales Managers into key markets such as China and Germany. The successful applicant will take these roles into their team as direct reports and support their efforts. As an integral part of the Walker Filtration Senior Management Team, the role will collaborate with other Group business leaders globally in order to support the company’s ambitious growth plans.
The role will report to the Group General Manager of Walker Filtration. It will build key customer relationships at a strategic level to grow and diversify the business into industries, geographies and sectors that provide the business with long-term opportunities to support extensive revenue growth and strong profit margins. The role will be responsible for developing and leading a robust strategic commercial strategy, through undertaking a rigorous and thorough review of the external market and customer landscape, market and product research, data analysis and develop strategic recommendations. Sales Strategy • To be responsible for assessing the current position and recommending a clear strategic plan for future development. This will include product portfolio, sales planning and all aspects of the marketing mix. • To develop a firm grasp of the differential between OEM and distribution business in order to develop the sales strategy. • To produce and utilise a comprehensive sales analysis in order to inform and produce a robust sales strategy and commercial pipeline. The role will leverage the analysis available from the team as well as refining analytical tools and approaches. • To deliver year on year sales growth for the Company in line with agreed budgets and strategy. • To maximise growth opportunities with existing customers, looking for adjacencies with other products or to innovate new solutions in partnership with them. • To manage and deliver a high level of prospect conversion to agreed timeframes and engage with key strategic customer accounts to ensure consistent growth. • To identify future market trends that require technology and product development and support the wider team in driving these through the development channel. • To lead the Sales team to ensure seamless account management of multiple key accounts across both distribution and OEM sectors. Department/Business Unit Management • To display strong leadership, development and engagement of the sales team to ensure delivery of objectives and targets. • To develop internal systems to ensure that sales performance is constantly monitored and understood, not only within the sales department but across the organisation. • To encourage and develop strong performance management across the team with annual objectives, progress monitoring and achievement with formal and regular reviews. Staff Development • To develop a continuous stream of talent to support our ambitious plans for growth. • To act as a mentor and foster skills development of all departmental staff to address the current, and future n needs of the business. • To produce a professional behavioural model of customer contact and service to achieve world class customer service. This includes development of areas such as protection of intellectual property and an ethical approach to business. Group co-ordination To work closely with the Senior Managers of Group Companies currently in the US, Australia and Japan to ensure that there is commercial harmonisation with the management of globally represented companies.
• A number of years spent working in a senior commercial role (ideally with an Engineering bias). Experience in the fields of CAGT and/or Vacuum are a plus. • Strong command of English, both written and verbal. Further languages are a plus. • Demonstrable experience of successfully managing a sales department within a manufacturing environment. • Experience in working successfully in driving customer solutions through diverse sales channels. • Experience of successfully leading sales strategies for both distribution and OEM customers. • Global commercial experience and sales of industrial products into world markets. • Experience in cultivating and managing senior executive kevel relationships within partner organisations. • A solid command of English is pre-requisite and further languages would be a plus. • Experienced international traveller, with the ability to influence and converse across diverse geographies.
• Highly developed leadership qualities. • Strategic thinker with long term planning skills. • Initiative, drive and enthusiasm. • Strong communicator, particularly able to influence at senior levels of an organisation. • Professional, ethical approach to business. • Calm under pressure, with high levels of resilience. • Team player and ability to engage with all levels of people both internally and externally.
All applicants must have the right to work in the UK.
United Kingdom, Newcastle
Serving a global market, Walker Filtration manufactures an extensive range of high efficiency compressed air filtration and drying equipment. Our mission is to remain at the forefront of the filtration industry, continuously developing new technologies, processes and solutions. We are targeting an international market, with commitment to excellent levels of customer support, quality and service from all aspects of the business