Business Development Manager at Aggreko Plc

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