Purpose

The position exists to develop and maintain positive customer relationships in the power generation sector, identify sales opportunities for Shanahan Engineering. Develop proposals to meet and exceed customer Critical to Quality (CTQ) requirements and negotiate and close contracts consistent with the customer’s value proposition and our internal share holder’s expectations.

Key Responsibilities/Accountabilities

• Develop and maintain strong relationships with existing customers through regular phone contact and face to face meetings.
• Regular visits and presentations to current and potential customers and the ongoing maintenance and development of key customer relationships. Frequent business related travel is expected in the role.
• Develop new sales to help achieve the company’s Sales Strategy, Plans and Targets across the company’s main service areas of Technical Field Service (TFS), Construction Management Commissioning Services, EPCM and Consultancy Services.
• Grow the Key Accounts under the direction of the Sales Director for all other opportunities and clients.
• Ensure existing sales targets are achieved and provide support to ongoing operations within the business. This will be driven through both sales growth with existing clients and also through the growth of sales with specific new target customers.
• Establish and Develop relationships with potential new customers to create new sales opportunities.
• Develop and implement strategic business development plans in line with defined company commercial direction. Formulate and tailor a business plan for the region that you will oversee.
• Production of commercial and technical bid documents as necessitated by customer demands. Liaise with other Shanahan Head Office Departments, including Projects, Operations and Finance, in order to conclude new Customer agreements.
• Advocate for customer’s Critical to Quality (CTQ) requirements
• Comply with the EthosEnergy Commercial Contracting Procedures and Delegation of Authority (DOA).
• Prepare project handovers to OTR for execution with high rates of first pass acceptance.
• Assist in the development of strategies for increasing sales in the
• Full interaction with the Company’s CRM tool Salesforce to track all contacts, account, leads, opportunities and other sales activities.

Key Attributes

• Customer focused
• Strong facilitation, negotiating and conflict management skills
• Strong written, verbal communication and interpersonal skills at all levels
• Strong analytical skills and attention to detail.
• Strong time management skills and ability to prioritize.
• Comfortable presenting to management, customers, partners and other external stakeholders
• Capable of delivering results in a diverse, ever changing environment
• Abilty to operate successfully in a matrix organization
• Highly motivated to construct creative solutions and drive them to successful deal closure.

Requirements

• Work closely with multiple departments within the Company
• Assist with the development, implementation and management of marketing material, experience lists and lead development.
• Ensure that senior management and all departments are informed of opportunities status through Salesforce.
• Familiarize yourself with all policies and procedures of the company and ensure that they are adhered to.
• Prepare and present client facing presentations and meetings.

Principal Working Relationships

• Reports on a daily basis directly to the Sales Director to deliver the functional requirements
• Direct working relationship with Proposal Development, Commercial, Finance, Quality, Service Excellence, HSE, Legal, Resourcing, OTR process owners and Senior Leadership teams as well Sales and Commercial groups within EthosEnergy.
• External customers within the power market segments aligned with our services

Responsibilities under the Quality Management System (QMS)

• As a Manager within the Sales Process you are responsible for promoting and ensuring compliance with the process to achieve effectiveness and efficiency of the process and ensuring that the process is achieving the intended results in accordance with the QMS.
• As a Manager working within this process, you are responsible for reporting any deviations between the procedures and the processes to the Process Owner or the Quality Manager.