Head of Sales- South Aberdeen - KBM RESOURCING : Job Details

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)