Sales Account Manager West Africa
The Account Manager (AM) mission is accomplished through the development and execution of a detailed territory Booking Plan and he is responsible to maximize the year over year growth and market share in his assigned territory. The AM will have to produce enough opportunities to produce the expected result in bookings. The AM will develop a Booking Plan which will include successful opportunity management including forecasting, knowledge center resource management (SBUs), competitor awareness, local market comprehension and its profitable maximization, current and future product/service offering awareness and most importantly complete local client need understanding.
Job Description
Location: Cameroon or Ivory Coast or Nigeria
Main responsibilities
- To promote and develop the sale of Product Services (Field Service, Repairs and Parts) and other business services to all territory customers (new & existing).
- Monitor and achieve bookings targets.
- Report competitor & market activity information.
- Determine how best to deploy all resources in order to maximize bookings & profitability
- Develop customer specific strategies to maximize growth
- Professionally manage assigned territory to achieve identified, key objectives which are:
- Achieve bookings targets.
- Pro-actively promote and sell products and services by visiting customers on a regular and planned basis.
- Provide feedback and direction to any dept. on all matters of: opportunity, competition, loss, change, problem of market intelligence and strategy for territory.
- Maintain good records for territory, of its present and prospective customers. Also records relating to competition and their activities.
- Develop strong, long-term, business relationships with customers.
- Manage designated territory agents/ representatives (where applicable)
- To prepare and present professional presentations to customers relating to Product Services to customer management and staff.
- Discuss, negotiate and finalise proposals with customers.
- Act as single point of contact when required on difficult company problems with customers to co-ordinate complex customer problems internal and external.
- Promote and organize customer visits to OEM facilities.
- Provide advice/ assistance to credit and collection, marketing and completes sales.
- Develop and maintain a detailed territory plan
- Manage assigned territory market including client and competitor activities
- Manage opportunities for all products and services achieving the bookings plans for the different SBU’s.
- Maintain data base of all installed base within the assigned area
- Work with all support functions including controls, revamp, midstream, IGT, service contract PDMs
- Travel throughout the assigned territory as needed ( Approx. 50% Travel )
- Utilize key softwares including: Oracle & CIRS
Requirements
- Technical knowledge of Rotating Equipment, Reciprocating Compressors, Gas Compressor Engines & Turbines
- Sales experience in rotating equipment, Control Systems and or power generation market.
- Knowledge of the application of above products at customer’s facilities
- Direct experience with the internal processes (project specification, contract procedures, T&Cs, etc.) used by major clients in the oil and gas industry
- Market knowledge – Ivory Coast, Cameroon, Equatorial Guinea, Senegal, Ghana & other West-African Countries
- Knowledge about key OEM’s within assigned Region
- FRENCH & ENGLISH language fluency ( Spanish a plus )
- Oral, written & presentation skills
- Ability to build strong relationships
- General sales skills, including: need identification, questioning, listening, negotiation and closing.
- Strategy development skills
- Motivated, dynamic & industrious with “can-do” attitude.
- Personable & professional appearance
- Good commercial acumen.
- Experience working in a highly-matrixed organization
- Degree in Engineering or Equivalent
Type of business contacts/levels
Internal
Contacts with all D-R Management & staff for all PS business elements in spares, repairs, field service, up-grades, re-rates and training.
External
Large spectrum from, Senior Company Mangers, Maintenance, workshop, training, purchasing and Engineering Departments.