Sales Representative - Italy

Morgan Advanced Materials is a business rich in history and innovation. Founded in the UK in 1856, we have grown into a global organisation with 70 sites in 18 countries. Our model to serve our customers where they need us has led to a diversified product range using our unparalleled expertise in ceramic and carbon materials, which we exploit to solve difficult problems for our customers across a diverse range of markets.

We are a purpose driven organisation. Our purpose is to use advanced materials to make the world more sustainable and to improve the quality of life. We deliver on that purpose through the products that we make, and the way that we make them.

The Thermal Ceramics division designs, manufactures and installs a broad range of thermal insulation products that significantly reduce energy consumption and emissions in a variety of high temperature processing applications. Our product offering is extensive and covers application needs from Industrial to Commercial markets.

 Key Figures: Revenue £1,112m (2022), ~8,500 employees, manufacturing in 30+ countries, and a global customer portfolio. A UK PLC with head office located in Windsor, Berkshire UK.  Listed on London Stock Exchange; Member of the FTSE 250 Index.

The Thermal Products Division of Morgan Advanced Materials has an existing presence in the Italian region both through distribution and directly with some key customers.
The purpose of this role is both to manage our existing relationships and to identify and convert new opportunities in the region.

Job Purpose

• Key Account Management for existing Italian accounts
• Identify potential new customers in Italian region
• Sell products to potential and existing customers face-to-face, achieving sales target
• Keep up-to-date records in CRM of all sales related activity
• Convert market understanding and sales leads into commercial opportunities
• Visits to end customers & key partners
• Driving and coordinating internal need and support for customers
• Working with our EMEA business development team to identify potential new markets and applications in the Italian region.
  

Essential duties and responsibilities 

• Research and understand the market and customer needs
• Agree and review sales objectives and targets for oneself with the Sales Manager and wider sales team
• Provide customers regularly with helpful material such as product samples and catalogues
• Quote prices, credit and contract terms, warranties and delivery dates to customers accurately
• Process customer orders appropriately, achieving zero errors during entry to the system
• Gather information on customer needs and target selling strategy accordingly
• Contact current and potential customers to promote products and services based on an understanding of their needs
• Deliver activities agreed with Sales Manager, e.g. meetings, proposals, presentations
• Consult with customers after sales or contract signings to answer questions and provide support
• Collaborate with and answer colleague questions, working together where necessary to create value for the business
• The above is not intended to be an exhaustive list of all duties and responsibilities require Other duties may be assigned

Key result areas

• Identify potential new customers
• Sell products to potential and existing customers
• Grow sales and relationship with key accounts / distributors

Education & Acquired Knowledge: What does the role holder need to know?

• Knowledge of sales techniques: knowing about different ways of selling, sales models, account management approaches, account planning methods, pricing structures etc.
• Knowledge of Morgan products: features, benefits, and how customers use them to support their own businesses
• Customer Markets: understanding the customer applications, their market and market needs
• Refractory background / knowledge and experience would be an advantage
• Language skills, at least English
• Open for travel

Experience: What does the role holder need to be familiar with?

• Working with customers: experience of discovering customer needs and developing customer relationships, evaluating and improving customer satisfaction
• Forming a sales approach: make presentations, discuss options, negotiate successfully and reach an agreement
• Organising and planning: prioritise customers and work, develop specific goals and plans to prioritise, organise and accomplish the work

Technology & Systems: What tools does the role holder use?

• Business intelligence and data analysis software
• Client Relationship Management platforms
• MS Office

Morgan Advanced Materials is an EEO/AA/M/W/D/V Employer Ind-1