Agreeko recrute 01 Business Development Manager

Localisation Dakar / Sénégal
Expiration 18 Aout 2017
Description de l’offre
Descriptif du poste
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 (S2)

• Opportunity Size: Up to $5m- $20m

• Average Sales Cycle: 6 months to 2 years

• Complexity: High voltage, geography challenged, minimal fuel
risk

• Contract Process: Rental or KWh guaranteed agreement

• Process: Single contracting organisation, multiple contacts,
external stakeholders.

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 (S2)

• Education: Degree qualified in Engineering—Mechanical or
Electrical preferred

• Industry Focus Knowledge: 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.

• End-
Coordonnées de l’offre
Click on the link below:
http://africa.aggreko.com/careers/careers-enquiry/