The role of Head of Sales - Projects (Oil & Gas) is part of a global strategy for to develop this vertical market sector. Reporting to the General Manager UK&I responsible for the Oil & Gas sector, you will lead a dedicated team of sales professionals in securing medium and large projects with solutions including PAVA/PAGA, Production and Wellhead Control systems, Platform Interface, Fire Detection and Suppression systems, with both new and existing customers.
There is an opportunity to grow and develop the team as we find success in our target markets. Working closely with the Head of Service Sales, the role will also look to develop opportunities for achieving through-life revenues as part of the project winning strategy.
How you will do it
You will lead the execution of the Go-To-Market strategies in existing and new vertical markets (e.g. renewables) and employ enterprise tools and value selling concepts to deliver targeted growth. Ensuring strategies are achieved, you will take key learnings to continuously adapt our sales strategy to deliver success. You will also encourage use and effective adoption of Company systems, tools, pricing policies and sales processes/training
Through relentless management of performance, leveraging market and CRM data you will blend field accompaniments with formal coaching conversations to ensure our field sales teams are continuously improving. You will leverage the framework, tools and processes to ensure coaching is effectively focused on the needs of everyone in the team.
Our Oil & Gas team are located across the country and therefore the role will require appropriate travel in order to properly support our sales professionals. As our organisation matures and, depending upon the location of customers and specific opportunities in these markets, some degree of foreign travel may be required.
Salesforce.com is well established as the CRM tool within the business. Our Marketing function is also able to support with external communications and tailoring customer campaigns.
What we look for
The team will be aiming to secure new installation projects, as such the Head of Sales must have experience in developing clear Win Plans to drive increased effectiveness in execution, and then coach sales professionals to drive increased performance, including Target account acquisition, plus building, deploying and developing account and opportunity-level plans (network, relationship map, impact plan, objectives and activities).
You will have experience in field sales and have in-depth knowledge of the complexities of relationship selling as well as planning, business development, opportunity and pipeline management via informal and formal interactions to achieve channel objectives.
Ideally you will have experience of Salesforce.com CRM application and experience within a large organisation where matrix structures are common.