Head of Sales - Energy Solution

Contenuto del lavoro

John Cockerill, catalysts of opportunity

Driven since 1817 by its founder’s entrepreneurial spirit and thirst for innovation, the John Cockerill Group develops large-scale technological solutions to meet the needs of our time: preserving natural resources, contributing to greener mobility, producing sustainably, fighting insecurity and facilitating access to renewable energy. Its offer to companies, governments and communities takes the form of services and associated equipment for the energy, defence, industry, environment, transport and infrastructure sectors.

Nature and scope

This position is responsible for the overall Sales of the Energy Solution’s Sector, with the purpose to quickly expand our business, worldwide, but with well-oriented targets. Manage products and services using technical, organizational and customer knowledge with the support of a sales team for an ultimate result of signed contracts for revenue and gross margin generation.

Sales Strategy

Essential Duties and Responsibilities

• Visit of the prospects and customers, understanding their messages and needs. On that base, build up our offer accordingly, considering at the same time our products port-folio, our development capabilities, innovation.
• Develop required partnership with others (suppliers, customers, consortium members, manufacturers and builders, etc…) to address the market needs in the most efficient way.
• Animate, fix targets and objectives, and rely on our network of local agents to approach and influence the customers and the market in the best direction.
• When available, optimize our actions and approaches with the support of the John Cockerill local entity.
• Prepare and update the business plan, sales strategy, budgets (orders intake for the BU) and forecasts, planning and defining market share information based on sales initiatives.
• Develop, maintain and, eventually, implement, the procedures and the processes within the BU that will lead to positive and effective interaction with all departments, such as, but not limited to ISO, Go/NoGo, Post-mortem, CRM, KPI, competitors assessment and follow-up, market trends, new products and innovation, etc ...
  

Sales Contacts

• Manage key accounts. Develop and cultivate contacts at high levels within the industry.
• Assist in developing sales opportunities and key accounts through presentations, qualification documents, trade fairs and conferences with potential customers.
• Keep up to date with market research to identify potential and current customer needs and develop an effective application of products and services. If appropriate suggest product improvements, directly to customers.
• Evaluate product and service marketability in terms of customers’ technical and manufacturing needs.
  

Sales Process

• As a global objective, generate proposals as necessary to meet or exceed the objectives of the sales strategies and minimize company risk.
• Coordinate and manage, with the assistance of appropriate departments all bid preparation and bid strategy activities to satisfy technical optimization, performances, scope of supply, estimating, scheduling and risk management requirements.
• Preparation and wording of bank guarantees and letter of credit.
• Preparation and presentation of supportive documents for the Commitment Committee.
• Preparation of supportive documents for All-risk insurance, Export Credit Insurance, forward contracts, etc… coverage.
• Participate in the review and resolution of commercial terms and conditions of a contract as well as contract closing with clients, in support of the sales team as needed.
• First in line to handle both technically and commercially key Customers.
• Manage and archive all communication with customers and appropriate departments to ensure strong proposal preparation and resolve any problems or issues.
• Provide general assistance for development and maintenance of processes and standards and procedures that will assure consistent proposal execution.
  

Sales Force Management

• Manage the team of sales managers
• Give the guidance to the Sales team about Sales strategy and methodology
  

Profile

• Bachelor’s degree in Mechanical/Electrical Engineering or a master’s in business administration.
• Beneficially, ten years of experience in the energy field, ideally in HRS or Boiler’s.
• Beneficially, five years of experience as a sales manager with strong management experience.
  

Job Knowledge, Skills And Abilities

• Extensive sales skills, ability to expand company’s turnover and to make the products known in the market to key’s accounts in the energy industry.
• Proactive and resilient mindset, ability to get result in a competitive market.
• Technical orientation with knowledge of boilers and HRS
• Ability to personally handle international contracts, both for writing/amending and negotiating.
• Enthusiastic with excellent presentation, written skills, ability to work well under pressure.
• Detail oriented with excellent organizational and time management skills.
• Ability to travel regularly both nationally and internationally and on short notice.
• Other foreign language skills are a plus.
• Proficiency with the Microsoft office.
  

Will be required to perform other duties as requested, directed or assigned

Offer

John Cockerill offers you career and development opportunities within its various sectors in a friendly working environment.

Do you want to work for an innovative company where you can meet technical challenges on a daily basis?

We look forward to receiving your application and to meeting you.

Find out more about our opportunities at