About The Role (Its purpose)
The purpose of this role is to achieve revenue and profit targets through the sale of Aggreko’s power and temperature control products and services in a new business environment.
Job Description (What we want you to do)
Create a portfolio of new business customers
Develop a broad range of excellent relationships across all levels of the prospect 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
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.
Opportunity Scope (S3):
Opportunity Size: $20m+
Average Sales Cycle:2 years+
Complexity: Fuel delivery in scope, complex offtake agreement, land acquisition
Contract Process: Joint Venture and/or Special Vehicle
Process: Multi-stakeholder, regulators, fuel suppliers, land suppliers & partners
The Person (What you need to be successful in this role) Experience:
Successful experience technically complex new business acquisition
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.
Skills:
The financial and commercial acumen to construct high value complex proposals
The intellectual capability required to understand and articulate how Aggreko’s products and services match customer applications
The personal ability to collaborate, lead and influence a diverse range of people, including customers, partners and colleagues
The drive and resilience required to win in a competitive sales environment
The emotional intelligence required to be authentic, display good judgement and robust decision making
The organisational skills required to operate successfully in a dynamic, complex and high pressure business
The personal gravitas required to establish credibility at executive level
The self-awareness to identify own development needs and the desire to continually improve
The ability to communicate concisely and confidently
Qualifications (S3)
Education: MBA
Industry Focus Knowledge: Essential
Geographical area of operation experience: Preferred, but not essential
Language Proficiency: English
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.
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