Purpose of the Job
To identify and support the development of business with Chinese companies conducting or looking to conduct mining operations in SCA. The primary function of this role will be to build and develop relationships with potential customers then communicate our value proposition(s) to the influences and decision makers in the corporate or head offices of such organizations located within China. Statal, parastatal and privately held companies will be within scope.
o Provide advice on which potential customers should be considered as priority / target accounts for the DRC based Sales Team and identify decision makers within China.
o Establish and maintain contact so far as is possible with the above.
o Provide effective leadership to support the Chinese focused BDM(s) in SCA
o Provide written reports on / of SCA facing activity by this sector (mergers. Acquisitions etc.,)
o Engage with relevant trade bodies and industry associations.
o Participate in market sizing, forecasting and budget preparation.
o Identify and communicate Value Drivers to Sales Teams in SCA.
o Monitor and report on competitive activity (including pricing).
o Collaborate with and advise African Marketing Team.
o Attend domestic and international trade shows and support local sales teams with Chinese prospects / customers.
o Support the development of a robust pipeline of qualified opportunities.
o On an occasional basis, provide advice and support other Aggreko Regions / Sectors engaged with Chinese customers.
o Facilitate and support visits to China by members of the African Leadership / Sales Team.
o All other duties considered necessary for the effective operation of the responsibilities
o Aggreko places a strong emphasis on health, operational safety and environmental protection. It is a requirement and moral obligation of each employee to be actively committed and accountable for compliance to the Aggreko Health, Safety & Environmental policies, operating procedures and compliance to local legislation.
o Successful experience with technically complex new business acquisition
o A comprehensive knowledge of the role’s geography and industry
o A successful track record in high value technically complex B2B sales
o Successful development and execution of Sales plans
o Demonstrable success in leading high value technical proposals, bids and tenders
o A proven ability to successfully contribute to cross-functional virtual teams
o Effective utilisation of sales pipeline management & CRM systems.
o The financial and commercial acumen to construct high value complex proposals
o The intellectual capability required to understand and articulate how Aggreko’s products and services match customer applications
o The personal ability to collaborate, lead and influence a diverse range of people, including customers, partners and colleagues
o The drive and resilience required to win in a competitive sales environment
o The emotional intelligence required to be authentic, display good judgement and robust decision making
o The organisational skills required to operate successfully in a dynamic, complex and high-pressure business
o The personal gravitas required to establish credibility at executive level
o The self-awareness to identify own development needs and the desire to continually improve
o The ability to communicate concisely and confidently
o Proficiency in Microsoft products
o Education: Degree qualified in Engineering—Mechanical or Electrical preferred
o Industry Focus Knowledge: Essential
o Geographical area of operation experience: Preferred, but not essential, williness to travel to and within Africa.
o Language Proficiency: English and Mandarin
o Driving Licence: Essential
o Good knowledge of customer economics, with ability to identify and develop new business solutions in Power generation.
o Experience in customer exposure at executive level in power generation or other industrial equipment industries.
o 8-10 years of Sales/Commercial/BD experience in Energy Industry with proven track record in developing business and generating new opportunities pipeline, resulting in orders closure.