Purpose of the Job
To identify opportunities and support the development of business with companies looking for power solutions. The primary function of this role will be to build relationships (or leverage those already existing) to sell our value proposition(s) to the influences and decision makers of these companies.
o Create a portfolio of new business customers.
o Develop a broad range of excellent relationships across all levels of the prospect base.
o Implement a Sales Plan, detailing strategy, objectives and planned activity.
o Execute comprehensive customer account plans and sales opportunity plans.
o Confidently articulate and present Aggreko’s products and services.
o Develop a comprehensive understanding of Aggreko processes and systems.
o Build a robust sales pipeline and forecast that will yield future profitable revenue streams.
o Working with the bid managers, and collaborating with Engineering, Pricing, Legal and other specialists, and following agreed protocols (“Deal Clinic”, White Paper et al) build and present “Value Propositions”.
o Negotiate and close deals as mandated.
o Where possible promote our Temperature Control offering alongside power generation.
o Work collaboratively with cross-functional colleagues from sale to implementation.
o Develop a detailed knowledge of competitive products and services in area of operation.
o Build and maintain an in-depth knowledge and a network of relevant contacts across the opportunity scope area of industry focus and the wider business community.
o Proactively provide industry and market intelligence to the wider Aggreko community.
o Report on, and analyse lost sales.
o Act as a subject matter expert point of reference for cross-functional colleagues.
o Deliver all required reports, forecasts and CRM updates in a timely manner.
o Engage with relevant trade bodies and industry associations.
o Attend domestic and international trade shows as directed.
o Participate in market sizing, forecasting and budget preparation.
o Support the head of sales to develop further the Region’s strategy.
o Be prepared to travel extensively, both domestically and internationally.
o Work closely with Marketing Team in the context of sector specific campaigns.
o Aggreko place 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 Experience: A minimum of 5 years selling or sales management experience.
o Geographical area of operation experience: Preferred, but not essential
o Language Proficiency: English & French.
o Driving Licence: Essential