About The Role (Its Purpose)The purpose of this role is to lead a team of Heads of Sales/Sales Managers and Business Development Managers to achieve revenue and profit targets through the sale of Aggreko’s power and temperature control products and services.Job Description (What We Want You To Do)
Design and implement the strategic business plan, Inc. sales and pricing strategy, P&L
Mentor and coach direct report Heads of Sales/Sales Managers
Assume active leadership of the team’s largest, complex opportunities
Successfully deliver development, succession, recruitment and new-hire inductions plans
Develop excellent relationships at senior executive/ministerial level in strategically important customer and prospect organisations
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
Lead the sales team in excellence in CRM
Lead collaboration 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
Act as an ambassador for Aggreko’s Values for all cross-functional colleagues
Be prepared to travel extensively, both domestically and internationally.
Opportunity Scope
Opportunity Size: Up to $5m to $20m+
Average Sales Cycle: 3 months to 2 years
Complexity: Ranges from low voltage, simple civils, no fuel risk to complex offtake agreements and land acquisition
Contract Process: Rental to Joint Venture and/or Special Vehicle
Process: Single contract to multi stakeholder, regulator, fuel and land partners.The Person: (What you need to be successful in this role)
Experience
A successful track record of leading geographically dispersed teams for a multi-national organisation in a similar industry and/or geography
A successful track record of design and execution of Strategic Business Plans
Expertise in delivery of development, coaching and performance management of Heads of Sales/Sales Managers
Expertise in the successful delivery of succession and recruitment initiatives
Demonstrable success in leading high value technical proposals, bids and tenders
A proven ability to successfully lead direct report and cross-functional virtual teams
Relevant experience in leading the effective utilisation of CRM systems.
Skills
The financial and commercial acumen to execute detailed Sector Business plans
The intellectual capability required to articulate the positive impact Aggreko’s product and services deliver to its customers and their communities
The personal ability to collaborate, lead and influence a diverse range of people, including direct reports, customers, partners and colleagues
The drive and resilience required to lead and win in a competitive sales environment
The emotional intelligence required to be an authentic leader, displaying good judgement and robust decision making: Acting as a role model for team members
The organisational skills required to build a successful sales team in a dynamic, complex and high pressure business
The personal gravitas required to establish credibility at executive/ministerial level
The self-awareness to identify own development needs and the desire to continually improve both self and the team
The ability to communicate concisely and confidently across all levels.
Qualifications
Education: Degree (Mechanical or Electrical Engineering, MBA preferred
Industry Focus Knowledge: Preferred, but not essential
Geographical area of operation experience: Preferred, but not essential
Language Proficiency: English + local essential
Driving Licence: Essential.
Aggreko Sales Behaviours: (How we would like you to operate in this role)Be Dynamic We drive ourselves to acquire and maintain a well-developed network, understanding our marketplace, competitors and industry trends
We create, maintain and share robust Account Plans, ensuring Aggreko is competitively positioned to take advantage of opportunities when they arise
We use our commercial acumen to qualify our opportunities robustly, identifying where we can win and where we cannot
We create, maintain and share robust Sales Opportunity plans, ensuring we know what needs to be achieved to win both new and repeat business.
Be Expert
We take personal responsibility to acquire and maintain the knowledge we need to understand how Aggreko’s resources, products and services bring value to our customers
We have a deep understanding of our processes: Knowing who and where to go to when we need help to get things done. We share this knowledge freely with our colleagues
We take the time to prepare for all our customer interactions by conducting thorough research into their organisation, their business environment and their people
We know how to deploy Aggreko’s resources (time, people, money) in an effective and efficient manner, both in the interest of the customer and our wider business.
Be Together
Our colleagues, customers and partners’ safety is our first thought at all times
We make every effort to ensure that our customers and colleagues needs and expectations are being met.We communicate clearly and honestly and we value both theirs and our time
Whenever possible we use our collective knowledge and resources, but we hold ourselves accountable for the achievement of our sales targets and objectives
We lead from the front, accept responsibility and value the opinions of others.Our ambition is to attain the status of trusted advisor, both in the eyes of our customers and our colleagues
Be Innovative
We challenge ourselves.Actively seeking feedback from our colleagues and customers to understand how and where we can improve
We aspire to best practice, leveraging our internal and external networks to inform our thoughts, decisions and actions
We take control of our future by planning and developing a sales pipeline of closable opportunities that enable us to forecast our future business accurately
We are inquisitive about our customers’ real needs enabling us to provide the best solutions for today and tomorrow, whilst negotiating win/win outcomes for them and us.
