Head of Sales Performance & Enablement

Job title:

Head of Sales Performance & Enablement

Company

Chart Industries

Job description

The Role…This position will play a critical role in driving sales performance and business success by developing and executing a forward-thinking sales enablement strategy. You’ll partner closely with sales leadership to identify and address gaps in skills, knowledge, and tools, ensuring the sales force is equipped to success.It involves continuous performance management, where you’ll analyse sales metrics and provide actionable insights to enhance individual and team outcomes. By driving initiatives to bridge performance gaps, you’ll help shape a high-performing, results-oriented sales culture.In addition, you will oversee the optimisation of sales tools and technologies, ensuring their effective use and compliance. You’ll empower the sales team by streamlining processes, maximising efficiency, and enabling them to make the best use of CRM systems, analytics, and enablement platforms.As a leader, you’ll mentor a team of sales enablement professionals, fostering a culture of accountability, collaboration and innovation. You’ll set clear goals, guiding your team towards excellent and consistent growth.Who are we…Chart Industries is a leading global manufacturer of highly engineered equipment servicing multiple applications in the clean energy and industrial gas markets. Chart employees over 11,700 people based across 64 global manufacturing locations and 50+ service centres. Recognised for an innovative edge and expansive portfolio, Chart has a global leadership position in process technologies with products and services in applications such as hydrogen, carbon capture, energy recovery, nuclear, water treatment, mining, and LNG to name a few.In 2023, Chart acquired Howden, a leading global engineering business. Since 1854, Howden has been at the forefront of developing engineering solutions for the needs of industrial processes. Today, Howden provide mission critical air and gas handling products to clients with our range of highly engineered compressors, blowers, fans, steam turbines and rotary heat exchangers.The strategic combination of Howden and Chart expands our offering of products and solutions across the Nexus of Clean™ — clean power, clean water, clean food and clean industrials. Together we are advancing a more sustainable future, by helping our customers to increase their environmental & functional efficiencies and decarbonise their operations. We have a strong corporate identity and a clear purpose – you will be a member of our team shaping the future of the company and participating in helping our customers tackle some of the planet’s most pressing issues.What will you do…

• Collect and consolidate sales and operational data from CRM systems, sales reports and other relevant platforms to provide valuable performance insights to the business
• Analyse sales metrics and key performance indicators (KPIs) to identify trends, opportunities, and areas for improvement.
• Prepare regular reports and dashboards to present to senior management, highlighting key insights, performance against targets, and actionable recommendations
• Conduct ad-hoc analysis and deep dives into specific metrics or business questions to support strategic decision-making and initiatives.
• Support the development of external and internal market research information providing ongoing strategic support to the European aftermarket team.
• Provide VOC, customer trend data and external market research to support and develop strategic initiatives
• Lead the improvement of installed base data quality and processes across European Aftermarket.
• Establish and enforce data quality standards, policies, and processes to ensure the accuracy, consistency, and completeness of installed base data.
• Conduct regular audits and data cleansing to identify and address gaps, inconsistencies, and errors in the installed base assets.
• Develop a team of inside sales professionals who drive revenue growth through proactive outreach, effective communication, and strategic selling techniques, leveraging remote communication channels to connect with prospects and close deals
• Provide coaching, training, and mentorship to inside sales representatives to enhance their skills, product knowledge, and customer service techniques.
• Develop and implement sales strategies, tactics, and processes to maximize revenue generation, customer acquisition, and market penetration.
• Lead and oversee the day-to-day operations of the customer service desk, including building and managing a team of customer service representatives.
• Develop and implement customer service processes, procedures, and standards to ensure consistent and high-quality handling of incoming RFQ’s and RFI’s.
• Collaborate with cross-functional teams, including sales, marketing, product development, and operations, to address customer needs, feedback, and product/service improvements.

What do you bring…An ideal candidate would likely have the following profile:

• Degree educated or equivalent practical experience and 5 years of experience in similar role working with industrial aftermarket
• High business acumen and commercial background with sales or sales enablement experience
• General knowledge of relevant products/ applications/ industries/ markets/ segments
• Strategic thinker capable of contributing to growth strategies for the European region
• Experience working for a project engineering company
• Highly motivated with a consistent ability to prioritise work to achieve goals under pressure
• working with database or CRM solutions
• Experienced people manager
• Experienced communicator, with confidence to influence and present to colleagues at all levels
• Team player with proven ability to execute on key metrics and effectively work with matrix structures
• Active listener who can transform feedback into solutions and concrete actions
• Strong influencer capable of engaging internal stakeholders to adopt and execute strategy at an operational level
• Trainer capabilities in order to transfer knowhow and competences
• Experienced planner and highly systematic in task execution/planning
• Fluent verbal & written language skills in English

We’ve put together some criteria that we think is important for this role, but don’t worry if your experience and expertise isn’t an exact match. If you feel that you can add value to our role and to Howden more broadly, we would welcome your application and be eager to learn more about you.Our benefits…This is a permanent position which can be based at any of our UK Offices – Renfrew, Peterborough, Hungerford, Doncaster or Chesterfield. Our range of fantastic benefits includes:

• A flexible, hybrid working environment
• Generous holiday entitlement package totalling 33 days annual leave
• Howden Pension Plan with a maximum employer contribution of 7% with Scottish Widows
• Enhanced Maternity, Paternity, shared parental and adoption leave pay
• Free onsite parking
• Healthcare cash plan with Healthshield
• Group Life Assurance plan at 3x salary
• Group Income Protection plan
• Access to My Howden Benefits & Wellbeing Portal – Cycle2Work programme, range of discounts across various retailers, wealth of information to support health & wellbeing
• Dedicated Help@Hand Service – free counselling, physiotherapy, financial support, medical second opinion, remote GP, personal training, nutrition consultations etc
• Opportunity to be involved in our ESG ‘Bright Future’ initiatives – STEM ambassador & volunteering

Chart is an equal opportunity employer…The Company intention in respect of recruitment, selection and promotion is to appoint the most suitable candidate for each job regardless of that person’s race, religious beliefs, sex, sexual orientation, marital status, age or disability.

Expected salary

Location

Chesterfield, Derbyshire

Job date

Fri, 14 Feb 2025 05:40:21 GMT

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