Summary

Manages the sales activity for the oil and gas sector of the BU. Building relationships with new prospective customers whilst maintaining and developing existing accounts. Supports the achievement of the BU strategic objectives and budget through achievement of sales targets. Has an effective and robust way of assessing and prioritising opportunities to ensure that the organisation commits resources to opportunities efficiently

Key duties and responsibilities

  • Supports achievement of Business Unit budget
    • Specifically to drive overall order intake, sales and gross profit targets
  • Develop and implement strategic sales plans to accommodate goals of the Business Unit, and Darchem Engineering overall
    • Include specific plans to deliver growth for Key accounts, or to win Key Projects
  • Direct sales forecasting activities and set performance goals accordingly
    • Makes an effective and early assessment of how well new opportunities match with business strategy and budget and the chances of success. This will result in an effective conversion rate of business at an acceptable profit
  • Review market analysis to determine customer needs, price schedules and discount rates
  • Represent company at trade association meetings to promote product / capability
  • Deliver sales presentations to key clients in coordination with BU Design, projects and Ops team
  • Manages Key Accounts
    • Ensures that they receive the service and responses they require
    • Handles any significant issues with quality, service or responsiveness quickly and effectively
    • Negotiates and closes deals within terms defined by approved RFA
    • Monitors competitor activity in the accounts to ensure the BU defends it’s current position and capitalises on good opportunities to displace competition
    • Ensures that the account plan is followed, leading to achievement of growth and margin targets in line with budget.
  • To pro-actively follow up enquiries received, ensure quotations are generated and sales are realised – ensure that all of the sales processes run efficiently .
  • To learn and understand pricing policy to ensure necessary sales turnover, trading profit and market share are achieved
  • Prepare weekly, monthly, quarterly sales reports showing volume, potential sales, and areas of proposed client base expansion
  • Provide Market and Customer input to the Technology Road Mapping activity, working closely with Design Engineers and Business Unit Directors to ensure an effective and achievable TRM
  • Monitor and evaluate the activities and products of the competition

Experience

  • Proven sales background a
  • Track record of successful key account development
  • Previously handled multiple accounts of high value
  • Detailed understanding of sales forecasting
  • Track record of achieving challenging sales / order targets

Skills

  • Good IT literacy and familiarity Microsoft Office packages essential
  • Excellent interpersonal skills, able to develop long term relationships with customers
  • Ability to negotiate effectively, handle objections & maintain margins
  • Ability to work within a team
  • Driving licence and ability to travel
  • Good communication skills, both written and verbal

Qualifications

  • To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
  • Educated to degree level preferred, or qualified by experience