About the job
A leading specialist engineering services company delivering integrated solutions for complex energy and infrastructure projects and operating assets. Our business is built on the belief that our people are what make EnerMech excellent. When we are thriving globally its not just about investing in our infrastructure, service offering and technology, but by also investing in our people.
The position holder reports directly to the Head of Sales and Business Development, Qatar with a strong relationship and key interface for delivery to the General Manager Qatar.
The role has a number of direct reports all of whom are customer facing sales personnel
Delivery of bookings and revenue in line with agreed budgets for period and geographical location
Identify, pursue and secure profitable commercial opportunities for EnerMech Qatar LLC
Strategically position EnerMech as the trusted partner for leading customers in the industry
Play a key role in shaping EnerMechs business planning and bidding priorities
Develop, maintain and extend profitable commercial relationships
Proactively seeking to become more cost efficient.
Main Responsibilities & Key Result Areas
Responsible in meeting the annual targets for profit and revenue;
Responsible in moving a potential deal further down the sales process or close a contract.
Provide inputs and guidance on budgets and forecasts using industry and market knowledge
Accountable for managing sales knowledge and information by keeping record of sales tasks completed, sales tasks planned, new sales task assignments, Customer Visit Reports, key customer contacts, projects awarded, commercial proposals submitted, commercial proposal lost, pricing strategies (both internal & competitor based)
Participate in sales efforts by reporting the most up to date information regarding sales tasks completed, sales tasks assigned, outstanding sales tasks, new sales tasks assignment, and relevant CRM customer visit reports as reported on EnerMech SharePoint
Develop and maintain key customer relationships;
Lead customer identification and engagement to win new business opportunities aligned with the corporate strategy, agreed business plan(s) and the Business Forecasting Tools (BFTs)
Establish, build, maintain and extend relationships with leading customer organizations and industry partners (alliances) to achieve the agreed commercial targets
Develop a reliable and visible pipeline of project opportunities (sales funnel) across the full BD lifecycle (customer mapping, lead generation, opportunity qualification, opportunity pursuit and capture as well as on-going account management and forecasting)
Ensure that the appropriate Company tools are fully utilized to manage and track customer accounts
Provide input into opportunity qualification, win strategies, commercial discussions with direct input into and business development leadership of bids
Position EnerMech as an industry leader in the service line / region to become the trusted partner of choice for EnerMech customers most important projects
Shape the strategy and business plan(s) for the region / business line / sector
Develop and maintain an understanding of pricing in relevant local markets for appropriate business line activities
Represent EnerMech to customers, partners and to the wider market at industry events, through thought leadership and via external strategic marketing campaigns
Harness and champion multiple areas of EnerMechs capability (technical or geographic) to achieve better outcomes (cross selling)
Be actively involved in work winning throughout the entire bid process (identification to award and including post award) and in particular be involved in the win strategy for any bid as required through the provision of critical input
Collaborate closely with EnerMechs delivery capability to ensure this is consistently delivering best practice and continuously being improved (more integrated, right first time, more efficient, less risk to the firm and more profitable).
Initiate and provide input to specific marketing collateral and thought leadership material, including acting as a subject matter expert wherever possible
Share knowledge on lessons learnt (on bids and projects and through direct customer feedback) as well as key market trends with the wider organization.
Identify opportunities for innovation and business performance improvement.
Deliver a positive, consistent corporate message Business Development Managers represent the brand internally to colleagues and externally to the market.
Maintain up-to-date, accurate and succinct business development records and tools
Lead by example; acting as an exemplar for EnerMechs core values demonstrate a personal commitment to QHSE best practice and ownership of the companys policies and procedures
Recognized Qualifications and Experience
Business related / Bachelor’s Degree holder
Demonstrate sales and business development experience in energy and infrastructure sectors, particular in training service offerings.
Client relationship management
Understands the oil & gas industry and current market conditions in Qatar.
Has an in-depth knowledge of EnerMech training services or similar training services company.
Experienced in setting and achieving sales objectives through existing client relationships.
Behaviors And Personal Qualities
Proactive and demonstrate initiative in identifying new opportunities, reaching out to potential clients and staying updated on the industry trends.
Client oriented and demonstrate experience in relationship building (internal and external client).
Results-oriented, highly result-driven and thrive in a competitive environment.
Adaptability; training services and the Qatar market is dynamic and ever-evolving. Its critical to have ability to adapt quickly to changes and maintain client relationship.
Understanding the importance of collaboration and team work in achieving organizational goals.
Understands financial implications of decisions.
Understands EnerMechs structure and corporate / business line strategy.
Presents with confidence and conviction to all audiences.