Job Description

From sales point of view, be accountable for the allocated zone . Develop and manage the Proposal pipeline to achieve yearly sales targets (profitability & bookings). John Cockerill HAMON is using Salesforce tool as CRM. Develop and manage on a pro-active basis client relationship , act as a single point of contact for customers , remain aware of the contract development through the Project Manager and, when required, support him during execution for additional negotiation. Develop a clear understanding of the market for the allocated zone, build up positive & strategic working relationship with clients, agents , partners, licensees as well as other Hamon subsidiaries. Maximize understanding of client s needs, communicate to the proposal Team and Project Execution Team and convert into explicit and winning Proposal. Offer preparation: For some budgetary stage offers, with the support of the whole organization, you will be trained to make your own selection of products based on thermal sizing tools. Then you will be able to prepare the costing sheet. During final development of the proposal, you will team up with a proposal manager that will lead the technical & costing part allowing you to focus more on commercial & contractual duties. Analyze contractual terms and conditions, evaluate them with the support of the Trade/ Finance and Legal departments. Negotiate within the agreed liabilities, favorable terms and conditions (payment terms, cash flow, risk analysis, etc) to ensure smooth, timely and profitable execution. Propose marketing actions on the allocated zone and execute them with the support of the Marketing Manager & the Head of Sales. Report continuously to the Head of Sales updates regarding the development on the allocated zone (projects, proposals, agents, forecast, etc.). Identify projects, fix target with Head of Sales, keep up to date the CRM and forecast them for the next xx months. Create team spirit within the Sales & Proposal team. Coordinate opportunities of the allocated area throughout Hamon subsidiaries. Take care of opportunities during the complete Lead to Order lifecycle starting from opportunity identification up to its decision. John Cockerill Hamon Lead to Order life cycle consist of several stages & Gates to ensure the proposal is properly established ensuring a smooth execution phase with limited / mitigated risk exposure. The area Sales Manager is responsible to organize this path in time to ensure compatibility between John Cockerill Hamon governance and customer expectations . The Area Sales Manager is the timekeeper of the Sales & Proposal development. Attend to technical and commercial bid clarification meeting(s) with Client / sales team until contract signature. Consolidate and Transfer Project to Operation team after award. Be accountable of Compliance checks as per John Cockerill Group Frame procedures. Education & Experience Engineer with minimum 15 years of experience in a 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, business awareness. Relationship network building competences Result & customer oriented, Integer and good team leader. Ready to travel on Monthly basis (1week per month in average)