Sales Specialist

Purpose:
Positions holders focus on SMEs and are responsible for sales activities directly to the customer. Activities include:

- Face-to-face and remote sales to new customers and cross/up/repeat sales to existing customers.
- Assessing customer needs and suggesting appropriate products, services, and/or solutions.
- Developing and delivering sales bids/proposals/presentations and conducting product demonstrations.
- Developing medium to long-term sales plans and preparing strategies to protect, grow and diversify the relationship with targeted customers.

Accountability Level:
Experienced individual contributor (specialist operational/technical role, or experienced professional). Works independently, with limited supervision. Problems faced may be difficult but can be addressed within an established framework

Key Responsibilities:

- Develop and implement annual Territory Sales Plans to achieve a sales budget via market sector and territory goals.
- Achieve / exceed monthly and yearly Territory Sales Plans;
- Servicing of existing customer base and maintaining good working relations to grow the accounts.
- To ensure that the network of current and potential customers is expanded and maintained through weekly external face to face and telephone sales calls;
- Prepare and submit proposals that include technical and commercial details of the client’s needs in accordance with Aggreko’s terms and conditions, negotiate contracts and secure orders;
- Submit market analysis reports regarding competitor activity, potential projects and market trends.
- Obtain credit information on prospective customers;
- Presentation of new products to existing and new customers
- Prepare and submit weekly territory call plans and sales forecasts;
- Submit market analysis reports regarding competitor activity, potential opportunities and market trends;
- Communicate technical expectation to the customer relating to the proposed solution, Aggreko fleet, installation, operation and maintenance of all services provide;
- Take on call responsibility as required, and promote all Aggreko products and services at all times.
- Continually update and maintain the company’s CRM system and report on call activity
- Adhere to Aggreko ISO & QHSE policy and procedures.
- Promote safe working practices at all times.
- Work with all departments to assist in keeping account balances inside trading terms.
- Liaise and deal directly with clients at all levels.
- Maintain company confidentiality with sensitive information.
- Aggreko place a strong emphasis on health, operational safety and environmental protection. It is a requirement and moral obligation of each employee to be actively committed and accountable for compliance to the Aggreko Health, Safety & Environmental policies, operating procedures and compliance to local legislation.

Reporting and Measurement:

- Territory and Sector revenue growth
- Margins on recharges (freight, fuel, rehire, services)
- Pricing (KVA / kW)
- Sales activity / Hire Enquiries / Proposals
- Satmetrix analysis for key clients / region
- Competitor analysis
- CRM management / usage
- Attend weekly sales meetings and monthly depot meetings

Typical Experience:

- Experience in selling or renting power generation equipment and or industrial HVAC equipment.
- Local market knowledge.
- Advanced diploma or equivalent in a relevant field preferably in mechanical or electrical engineering
- 3-5 years experience in a previous selling related role - preferably in the energy/ TC sector
- Ability to follow through and a fast learner

Desired Experience:

- Experience in selling into the O&G and PCR sectors
- Decision Making Skills
- Building Relationships
- Negotiations skills
- Ability to close deals & identify opportunities
- Strong Interpersonal & Communication skills

Desired Behaviors:

- Drive for results
- Tasks Completion
- Resilience
- Accountability
- Customer Focused
- Working together with others

Key Role Interactions:

- Customer, Finance, Sales Administrators, Operations, Marketing
- Tasks Completion

About Us

We are the people who use our big boxes to make a massive difference. We believe in the positive impact of power and the ability to control temperature. We believe what we do opens up opportunity and creates potential for individuals, communities, industries and societies over the world. We believe when we work together we can do anything. We believe in the power of our team. We are the people who keep the lights on. And we recruit the best talent, too.

Our four values help us get even better at what we do. It’s the Aggreko way of working - we call it Always Orange.

Always Orange means:
Being dynamic: We’re nimble and are always ready to react to an ever changing world.

Being expert: We know our stuff, we’re great under pressure and we thrive in our busy, fast-paced, deadline-driven environment. We use our experience to make a difference. We know how to challenge and we have the courage