13 June, 2022

Summary

  • Develops and implements a market driven sales strategy that drives revenue and margin growth for DPD
  • Ensure objective s are fully aligned with BU”s strategic plan and business unit goals
  • Builds key customer relationships, identifies business opportunities, negotiates and closes business deals
  • Drives key BU growth opportunities increasing leads generated and bids submitted
  • Maintains an extensive knowledge of current market conditions and developing opportunities
  • Develops and enhances our existing market position across the full range of products, services and training
  • Works to defined business development objectives within tiered key accounts
  • Identifies and develops adjacencies across both markets and applications
  • Utilises and supports the development of processes and tools that drives proactive key account management activities
  • Seeks to continually raise the bar on sales performance and personal development focus areas
  • Accurately maps, documents and reports key data and activities related to business development function

Qualifications & Requirements

  • Preferably educated to degree level, or possesses relevant business and industry experience
  • Strong and thorough knowledge of the oil & gas market including key stakeholders
  • Thorough understanding of market trends, regional influences & IOC/NOC drivers
  • Associated knowledge of oil & gas facilities & assets including MRO and capital projects activities & revenue streams
  • Knowledge of industrial passive fire protection methods and applications advantageous
  • Ability and willingness to travel globally
  • Travel 50% of the time both domestically and internationally
  • Able to perform key elements of the role to a high standard continually raising the bar
  • Full Driving License

Role Responsibilities
Develops and implements a market driven sales strategy that drives revenue and margin growth for DPD

  • Accountable for results and achievements for specified industry & allocated sales region
  • Understands and drives profitable business targets, effectively managing self towards achieving set & defined objectives
  • Attends industry events and promotes Darchem, systematically expanding contact base and net-work
  • Identifies and manages strategic growth opportunities, prioritising time & resource to ensure effectiveness
  • Maintains an extensive knowledge of current market conditions and developing opportunities
  • Develops and enhances Darchem’s existing market position across the full range of products, services and training
  • Ensures objectives are fully aligned with BU’BU’’s strategic plan and business unit goals

Builds key customer relationships, identifies business opportunities, negotiates and closes business deals

  • Maintains a thorough knowledge of key accounts and develops detailed and effective plans to position company as strategic business partner
  • Builds key customer relationships within designated key account s systematically expanding network of contacts
  • Develops extensive industry experience and network in related product, service and associated disciplines
  • Effectively manages client relationships providing timely responses and exceptional levels of service
  • Applies a key account management process including key principles of customer insight, orientation & segmentation
  • Networks through industry events, visits, forums & platforms securing new business & leveraging available channels driving new strategic growth opportunities.
  • Thoroughly researches and understands key customers and their business, products, industry, goals and objectives that drive their business requirements marrying these with Darchem capabilities to offer effective & aligned solutions
  • Understands the competitive landscape & dynamic within their market and key customer accounts
  • Make presentations on solutions and services that meet or predict clients’ future needs

Internal Customer Management Service Orientation

  • Understands and collaborates with internal Darchem departments to effectively deliver to promise
  • Can navigate internal organisation effectively applying policies & tools that enable outcomes in line with procedures
  • Owns opportunities & holds others accountable for outcomes
  • Able to make things happen with a quick call or email
  • Can align & lead a tailored team to affect an outcome to relevant timelines
  • Maintains a good knowledge & understanding of activities across the business to manage approach accordingly

Drives key BU growth opportunities increasing leads generated and bids submitted

  • Focuses on delivering against target holding themselves accountable for results
  • Builds, manages and maintains a substantial opportunity pipeline
  • Increases the number of leads, enquiries & bids submitted by Darchem maintaining opportunity pipeline health
  • Effectively captures & maintains opportunity data within CRM ensuring information is accurate & current
  • Utilises & provides data & reports to enable effective decision making & adjustment in line with business needs
  • Applies appropriate time & effort as needed to ensure new business pipeline is continually maintained

Works to defined business development objectives within tiered key accounts

  • Has defined & documented BD activities for all targeted opportunities
  • Adapts, manages and prioritises effectively based upon changing opportunities for self and team
  • Monitors and research’s market and application adjacencies to qualify business opportunities including product & service portfolio options
  • Ensures that all sales opportunities are fully captured and fully explored
  • Oversees the effectiveness of key accounts by:
    Reviewing effectiveness of planning and execution
    Reviewing effectiveness of inter department communication across the business working to common goals

Utilises and supports the development of processes and tools that drives proactive opportunity development activities

  • Understands and can effectively apply strategic account management principles
  • Builds applies experience of reporting software and associated productivity tools
  • Identifies and qualifies potential new client accounts through online research & industry databases
  • Contributes to the development of new systems, procedures and initiatives that will assist the busi-ness
  • Maintains a good knowledge of IT systems including Microsoft Office & TEAMS

Seeks to continually raise the bar on sales performance and personal development focus areas

  • Self driven with thorough attention to detail
  • Looks for opportunities to lead & set high standards seeking to continually improve
  • Flexible with a determined and ambitious approach to sales
  • Able to display agility in daily work and a positive attitude to all aspects of the role
  • Self-starter and at ease in a team environment
  • Consistently demonstrates personal values that are aligned with Darchem and Transdigm values
  • Freely shares organisational knowledge, insight, best practice and ideas in support of others
  • Proactive self motivated, effective in managing self, time and associated activities