Business Development Manager at Aggreko Plc

Aggreko plc is the world's largest temporary power generation company, and a major supplier of temperature control equipment. It is headquartered in Glasgow, Scotland, United Kingdom. It is listed on the London Stock Exchange and is a constituent of the FTSE 100 Index.

Aggreko was founded in the Netherlands in 1962. It moved to Scotland in 1973 and was acquired by Christian Salvesen plc in 1984. It was demerged from Christian Salvesen and first listed on the London Stock Exchange in 1997.

BUSINESS DEVELOPMENT MANAGER

ABOUT THE ROLE (ITS PURPOSE)
The purpose of this role is to achieve revenue and profit targets through the sale of Aggreko’s power and temperature control products and services in a new business environment.

JOB DESCRIPTION (WHAT WE WANT YOU TO DO)
Create a portfolio of new business customers
Develop a broad range of excellent relationships across all levels of the prospect base
Implement a Territory Sales Plan, detailing strategy, objectives and planned activity
Execute comprehensive customer account plans and sales opportunity plans
Confidently articulate and present Aggreko’s products, services and value proposition
Develop a comprehensive understanding of Aggreko processes and systems
Build a robust sales pipeline and forecast that will yield future profitable revenue streams
Capitalise on new opportunities by creating compelling customer solutions and proposals
Work collaboratively with cross-functional colleagues from sale to implementation
Develop a detailed knowledge of competitive products and services in area of operation
Build and maintain an in-depth knowledge and a network of relevant contacts across the opportunity scope area of industry focus and the wider business community
Proactively provide industry and market intelligence to the wider Aggreko community
Act as a subject matter expert point of reference for cross-functional colleagues
Deliver all required reports, forecasts and CRM updates in a timely manner
Be prepared to travel extensively, both domestically and internationally.
Opportunity Scope (S3)
Opportunity Size: $20m+
Average Sales Cycle: 2 years+
Complexity: Fuel delivery in scope, complex offtake agreement, land acquisition
Contract Process: Joint Venture and/or Special Vehicle
Process: Multi-stakeholder, regulators, fuel suppliers, land suppliers & partners
The Person: (What you need to be successful in this role)

EXPERIENCE
Successful experience technically complex new business acquisition
A comprehensive knowledge of the role’s geography and industry
A successful track record in high value technically complex B2B sales at a level described within the opportunity scope section
Successful development and execution of Territory Sales plans
Demonstrable success in leading high value technical proposals, bids and tenders
A proven ability to successfully contribute to cross-functional virtual teams
Effective utilisation of sales pipeline management & CRM systems.

SKILLS
The financial and commercial acumen to construct high value complex proposals
The intellectual capability required to understand and articulate how Aggreko’s products and services match customer applications
The personal ability to collaborate, lead and influence a diverse range of people, including customers, partners and colleagues
The drive and resilience required to win in a competitive sales environment
The emotional intelligence required to be authentic, display good judgement and robust decision making
The organisational skills required to operate successfully in a dynamic, complex and high pressure business
The personal gravitas required to establish credibility at executive level
The self-awareness to identify own development needs and the desire to continually improve
The ability to communicate concisely and confidently

QUALIFICATIONS (S3)
Education: MBA
Industry Focus Knowledge: Essential
Geographical area of operation experience: Preferred, but not essential
Language Proficiency: English
Driving Licence: Essential

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