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 in- sights 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, identify 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)