Area Sales Manager

What we're looking for

We are seeking a highly driven and experienced Area Sales Manager to take full accountability for sales within an allocated zone. You'll be responsible for developing and managing the proposal pipeline to achieve ambitious yearly sales targets, cultivating strong client relationships, and ensuring a deep understanding of market needs. This role requires a strategic approach to sales, strong negotiation skills, and the ability to coordinate effectively with various internal and external stakeholders.

Key Responsibilities:

• Sales Accountability: Be accountable for the allocated sales zone.
• Pipeline Management: Develop and manage the Proposal pipeline to achieve yearly sales targets (profitability & bookings), utilizing Salesforce as the CRM tool.
• Client Relationship Management: Proactively develop and manage client relationships, acting as a single point of contact for customers. Remain aware of contract development through the Project Manager and support them during execution for additional negotiation when required.
• Market Understanding: Develop a clear understanding of the market for the allocated zone. Build positive & strategic working relationships with clients, agents, partners, licensees, and other Hamon subsidiaries.
• Needs Conversion: Maximize understanding of client's needs, communicate them to the Proposal Team and Project Execution Team, and convert them into explicit and winning Proposals.
• Offer Preparation: For some budgetary stage offers, you will be trained to make your own product selection based on thermal sizing tools and prepare costing sheets. For final proposal development, you will team up with a proposal manager to focus on commercial & contractual duties.
• Contractual Analysis & Negotiation: Analyze contractual terms and conditions, evaluate them with support from the Trade/Finance and Legal departments. Negotiate within agreed liabilities, favorable terms and conditions (payment terms, cash flow, risk analysis, etc.) to ensure smooth, timely, and profitable execution.
• Marketing Actions: Propose marketing actions for the allocated zone and execute them with the support of the Marketing Manager & the Head of Sales.
• Reporting & Forecasting: Report continuously to the Head of Sales updates regarding developments in the allocated zone (projects, proposals, agents, forecast, etc.). Identify projects, fix targets with the Head of Sales, keep the CRM up to date, and forecast them for the next months.
• Team Coordination: Create team spirit within the Sales & Proposal team. Coordinate opportunities for the allocated area throughout Hamon subsidiaries.
• Lead-to-Order Lifecycle Management: Take care of opportunities during the complete Lead to Order lifecycle, from identification up to decision. You are responsible for organizing this path in time to ensure compatibility between John Cockerill Hamon governance and customer expectations, acting as the timekeeper for Sales & Proposal development.
• Bid Clarification & Project Transfer: Attend technical and commercial bid clarification meeting(s) with the Client / sales team until contract signature. Consolidate and Transfer the Project to the Operation team after award.
• Compliance: Be accountable for Compliance checks as per John Cockerill Group Frame procedures.

Required Skills & Qualifications:

• Engineer with minimum 15 years of experience in local and/or international sales, business development in the oil and gas / energy environment.
• Experience and network in the Allocated area is a strong asset.
• Result and client-oriented.
• Fluent in written and spoken English language used in the allocated area. Minimum knowledge of French or Arabic could be valuable (not mandatory).
• Able to speak in public, with strong business awareness.
• Strong relationship network building competencies.
• Result & customer-oriented, integer, and a good team leader.
• Ready to travel on a monthly basis (1 week per month on average).