Aggreko was founded in 1962 in the Netherlands. Aggreko provides power generation and temperature control solutions to customers who need them either very quickly, or for a short length of time.
Currently, they are seeking a Key Account Manager SAPP
Opportunity Scope
1. Opportunity Size: $20m+
2. Average Sales Cycle: 2 years+
3. Complexity: Fuel delivery in scope, complex off take agreement, land acquisition
4. Contract Process: Joint Venture and/or Special Vehicle
5. Process: Multi-stakeholder, regulators, fuel suppliers, land suppliers & partners
Key Areas of Responsibilities:
- Retain and grow a portfolio of strategically important existing customers
- Develop a broad range of excellent relationships across all levels of the customer base
- Implement a Territory Sales Plan, detailing strategy, objectives and planned activity
- Execute comprehensive customer account plans and sales opportunity plans
- Confidently articulate and present Aggreko’s products, services and value proposition
- Develop a comprehensive understanding of Aggreko processes and systems
- Build a robust sales pipeline and forecast that will yield future profitable revenue streams
- Capitalise on new opportunities by creating compelling customer solutions and proposals
- Work collaboratively with cross-functional colleagues from sale to implementation
- Develop a detailed knowledge of competitive products and services in area of operation
- 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 - Proactively provide industry and market intelligence to the wider Aggreko community o Act as a subject matter expert point of reference for cross-functional colleagues
- Deliver all required reports, forecasts and CRM updates in a timely manner
- Be prepared to travel extensively, both domestically and internationally.
The Success Applicant Must Meet the Following Criteria:
- Successful experience of managing high value strategic accounts
- A comprehensive knowledge of the role’s geography and industry
- A successful track record in high value technically complex B2B sales at a level described within the opportunity scope section
- Successful development and execution of Territory Sales plans
- Demonstrable success in leading high value technical proposals, bids and tenders
- A proven ability to successfully contribute to cross-functional virtual teams
- Effective utilisation of sales pipeline management & CRM systems.
- Financial and commercial acumen to construct high value complex proposals
- Intellectual capability required to understand and articulate how Aggreko’s products and services match customer applications
- Personal ability to collaborate, lead and influence a diverse range of people,
including customers, partners and colleagues - Drive and resilience required to win in a competitive sales environment