Purpose of the Job
 
To achieve monthly and annual sales revenue and profit targets for the full range of Aggreko products and services in the relevant territories.
 
Job Accountabilities/Key Responsibilities
 

• Meet monthly Power and TC rental revenue, trading profit and budget targets.
• Manage the East Africa based sales team
• Develop and update detailed Territory Sales Plan and Sales & Marketing Plan for each country.
• Develop and qualify business opportunities across industry sectors.
• Network with key players in Aggreko’s target industry sectors – utility, petrochemical, agricultural, mining and industrial manufacturing.
• Educate the industry and decision-makers regarding the benefits of ‘rental’ power for the mining sector.
• Servicing of Aggreko’s potential customer base and maintaining good working relations at all levels within the target organizations.
• Generate and receive enquiries, develop proposals, negotiate contracts and secure business.
• Ensure that the sales pipeline remains optimized for continuous business growth.
• Effective use of CRM system and sales approach using EEE and Miller Heiman
• Ensure customer satisfaction and maintain high net promoter scores (NPS).
• Ensure compliance to company procedures including EH&S Best Operating Policy & ISO9001:2000.
• Submit monthly management reports, sales forecasts and competitive market reviews to the AGM EA
• Monitor competitors’ activities and submit competitor info on a regular basis including annual competitor review submission.
• To act at all times as ethical, moral and positive agent of the company.
• Aggreko places a strong emphasis on Quality, Health, 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, procedures and local legislation, and ensure completion and validity of all minimum QHSE training and objectives required by the company.
   

Person Specification/Job Requirements
 
The successful candidate must be able to demonstrate the following:
 

• Well-developed interpersonal and communication skills
• Oral and written English correspondence skills of a high standard
• Effective planning organizational and time management skills
• Analytical thinker and numerate
• Well versed and knowledgeable of the Allocated Area's market in any or all of the following sectors: utilities, oil and gas, mining and industrial manufacturing.
• Contractual and commercial experience is required
• Business development experience is required
• High level of commitment and loyalty
• Quality oriented with attention to details and capable of working to deadlines
• Capable of working on his/her own initiative

Desired Behaviors
 

• Change orientation – describes how an individual identifies the need for improvement and change.
• Dri$ve for results – a deep-seated inner desire to compete against standards of excellence and achieve “step changes” in business results.
• Compelling Communication – recognizing that clear communication is the key to understanding.
• Leading others – the ability to create a compelling vision of the future and to provide inspiration, clarity and direction.
• Customer Insight – the ability to understand the markets that customers operate in, to use this to identify underlying needs and then to apply this in a way that gives Aggreko a competitive advantage.
   

Key Role Interactions
 
External customers and prospects, MD, South& East Africa; AGM East Africa, Head of Sales, East African Sales team, IPP team, Regional Marketing Team, Head of Mining Africa, Head of O&G – Africa.