Head of Sales- South Aberdeen
The Role
The Head of Sales is responsible for growing the lifting and pulling service line by targeting O&G and Renewables Company whom require equipment solutions to be supplied for their needs, catering for flex-lay installation and handling projects, platform lifting, vessel deployment, onshore mining, onshore nearshore approached as well as requiring engineered equipment solutions.
A technical background is beneficial to allow for both strategic and technical discussions to be held with prospective clients with the support from Technical experts within the business when needed.
Responsibilities
- Achieve significant revenue growth for business unit.
- Develop and implement a ‘go to market' strategy and tactical plan.
- Cultivate strong, loyal relationships with existing clients to deliver demand generation.
- Cultivate new relationships with new clients to increase business market share.
- Ensure customer awareness of service offerings by engaging with customers frequently.
- Responsible for building a pipeline of opportunities including one-off projects, partnerships or continuous revenue streams.
- Actively and successfully manage the sales process: lead generation; strategic positioning of business USPs with customers; technical solution pitches; clarifications; negotiations; close deals; handover to Project and Operations Team.
- Carrying out risk assessment when taking on new client accounts.
- Support the negotiation of client contracts on individual projects or establish frame agreements for repeating services while working within contracting authority matrix.
- Manage and maintain a pipeline and ensure all sales administration is kept current at all times using SalesForce software.
- Report all sales activities on a weekly basis during sales team meeting.
- Deliver an excellent client experience at all times, ensuring client needs are met or exceeded.
- Proactive and responsive to clients and prospective clients.
- Deliver an outstanding customer relationship development process.
- Proactively develop and improve processes to service clients.
- Ensure smooth client transitions after project-award to the Project and Operations Team.
- Identify added-value service offerings which can increase revenue (local partnerships, 3rd party services, or other).
- Support and assist Project and Operations Team with client management when projects have technical or commercial challenges.
- Works closely within the Proposals and BD teams, sharing knowledge, discussing ideas and helping the team to achieve overall financial targets.
- Contributes to healthy competition within the sales team.
- Develops strong and effective working relationships with MD, VPs, Operations Manager, Proposals Manager and Marketing Manager.
- Work closely with the Project and Operations Team to understand availability, capability and timescales to deliver services.
- Works closely with VP – Global to assess opportunities and confirm that the type of work fits business vision, business model and commercial/ risk profile.
- Effectively communicate client information and insights to team.
- Ensure successful communication/works within all areas of the business.
Qualities and Experience
- Client obsessed: Passionate about client's experience.
- Initiative: Proactive and growth minded individual with strong selling, commercial and results oriented focus. Takes action to achieve goals beyond what is required.
- Global Mind-set: Proven ability to collaborate, influence and execute strategies and tactics across a large geographic area.
- Experience: Track record of developing client relationships, strong commercial awareness and ability to build a service line and increase market share.
- Initiative: Self-motivated, responds energetically, identifies what needs to be done and takes action, delivers on promises.
- One Team: good, collaborative people treating each other well.
- Skillsets: Attention to detail, strong skills in negotiating and influencing clients, ability to handle multiple priorities and strong organisational skills.
- Thoughtfulness: Strategic thinking, focused to prioritize critical task and agreed objectives and goals.
- Communication: Excellent verbal and written communication skills.
- Bachelor's degree in applicable field.
- Eight to ten years in project and commercial management, negotiation, market research, sales management, closing sales and developing client relationships.
- Keen to learn, adapt and develop.
- Technical knowledge of the oil and gas and renewables industries.
Remuneration and Benefits
- Salary: the salary will be commensurate, final salary offered will be adjusted to match the individual's knowledge and experience.
- Holidays: 28 days increasing 1 per year up to a max of 33 days per annum.
- Pension: 5% Employer & 5% Employee contributions.
- Private Medical Insurance: Employee only cover.
- Group Life Assurance: 4x base salary.
- Hours: 40 hours per week, core hours 8-4:30pm but we are very flexible within this. Start/finish times/length of lunches can be decided by the employee as long as 40 hours per week are completed.
- Medicash Healthcash Plan.
- Annual salary reviews and companywide bonus scheme each year. (Discretionary to the directors and success each year but has been consistent past few years)
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