Tell us about your path to Baltex.
I taught French and Spanish at a secondary school in Swindon but love led me to move North, towards Nottingham. I’d always been interested in international business and the opportunity of a junior sales role came up with Baltex about seven years ago. I’m not from a textiles or sales background so I learnt from the ground up and fell in love with it. I’m now Sales Manager, managing client accounts and involved in business development.
There are certainly crossover skills working with students and customers – in a way both a sales manager and a teacher focus on delivering value to an audience to help them achieve a specific outcome.
What does your role involve?
I’m based at the Ilkeston site but I also travel to customers and visit trade shows and exhibitions to widen awareness and opportunities for Baltex. I work under our Head of Sales Andrew Ollerenshaw and alongside other account managers, and our customer service team.
What attracts clients to Baltex?
Our technical knowledge and capabilities in knitted fabrics. If customers have a particular specification they know we have the skills and compliance knowledge to make it happen. We also provide technical support and detailed product data if needed. We’re known for quality; precision fabrics and can-do customer support.
We’re also unique in that there are not many specialist knitters in Western Europe so we’re in a strong position.
Baltex’s main markets are in aerospace, defence and healthcare. How are these client needs changing?
Our aerospace clients are looking for lighter materials.
Our Defence customers want a stricter adherence to military standards when it comes to flame resistance, ballistic performance and infrared camouflage.
In healthcare new regulations demand fabrics have several levels of bio-compatibility, meaning we need to make sure the chemicals or dyes used in the manufacturing process are not harmful to patients.
How is Baltex meeting those demands?
We love a challenge! We’re a very innovative company that can flex according to a customer’s needs. We strive to satisfy our customers and bring greater value to their business, while also ensuring we stay competitive in the industry.
Plus, our Quality and Technical departments have robust systems in place to ensure we keep on top of industry regulations and compliance for both us and our clients’ peace of mind.
How are you developing those core markets – and where next for Baltex?
We already have great core ranges in aerospace, defence, medical and automotive, plus some composites solutions.
In aerospace we’re now developing additional products in aircraft interiors such as fabrics for seating components and curtain systems.
For our military markets, we are developing innovative camouflage netting and mesh for both inner and outer shell applications, incorporating infrared treatments that reduce detectable signatures, such as those identified by drones. These developments complement our existing range of battle-ready wearable fabrics.
Looking to new markets, we are also exploring fabrics for use in the construction industry, for example how they could reinforce drainage or irrigation pipes or other structures.
Tell us about a Baltex technology that gets you excited?
I’m always impressed by how we change the functionality of both materials themselves and how we use them. Phase Change Materials (PCMs) for example in textiles are a fascinating area of innovation because they allow fabrics to actively manage temperature, making clothing smarter and more comfortable, without electronics.
The new functional textiles go beyond aesthetics, they perform tasks, respond to the environment, or enhance human comfort and safety.
What are your main challenges?
Specifications are becoming more critical so we always need to ensure we have the latest data and information to ensure our products comply with, and exceed, high standards not just in the UK but globally. Rigorous testing is also a key process for the same reasons which takes time and resources.
We work with very technical fibres and the price and availability of raw materials can be very volatile. It’s a balancing act ensuring value for money while staying competitive.
What’s the most satisfying part of the job for you?
I love talking to people and getting to know our clients’ needs and understanding their activities. Making customers happy is very rewarding. Every day is different and brings its own challenges and I like that.
What do you like about working for Baltex?
We’re a small team and know each other well. I also like that Baltex produces the fabrics ourselves, in-house, which gives us control and flexibility.
How do you see the sales function developing in the near future?
Baltex will expand its capabilities in knitting, dyeing and finishing and the types of I think the sales function will shift from simple product or price-focused selling to solution-based consulting. Sales teams will increasingly be expected to provide customised, value-driven solutions that address specific client needs, often working closely with engineers and technical specialists.
I see Baltex expanding its capabilities in knitting, dyeing and finishing and perhaps also going into weaving. I think our vertical manufacturing will become even more vertical.
We are also exploring more sustainable manufacturing – using greener energy, reducing our carbon footprint and finding innovative ways to reuse waste materials.
Find out more about Baltex here.