Greenfield Sales Leader Asia Pacific

  • Company:
    Compressor Controls Corporation
  • Location:
  • Salary:
    negotiable / month
  • Job type:
    Full-Time
  • Posted:
    6 hours ago
  • Category:
    General

* Sales

* GREEN08225

Full-Time

CCC – Australia

Perth, NSW, AUS

### Description

The Greenfield Sales leader – Asia Pacific will be responsible for selling CCC different industrial products and services by developing and implementing company sales strategy to increase CCC market share within different industries in the region. The Green field Sales Leader shall be responsible for assessing customer needs and influencing the sale decision.

The Greenfield Sales leader shall work to Influence and support strategic FEED’s, EPC’s, MAC’s, OEM’s, and Licensors in all phases of a new project sale in different oil & gas industries.

Starting from influencing Functional Design Specification trough pre-FEED all the way to product installation and commissioning. Also Identify unmet segment needs in the form of products and services and steering the CCC group to develop tailored and pre-packaged products and solutions to match customer needs in different industries (i.e. Industrial Internet of Things).

The specific mission of the Greenfield Account Sales leader – Asia Pacific is to win orders and increase CCC business volume in the region while setting the strategy for positioning the CCC group as follows:

FEED’s: Engage early on by influencing the specifications with our technology and know-how.

EPC’s and MAC’s: Provider of modular solutions that fit in GF business model which would increase CCC products sale. Provider of fast and reliable project execution that fits their business process and project schedules. Strategic support function of their operations that provides talent and expertise to better execute project work in all phases. Creating a business environment where EPC’s and MAC’s wanting to transact directly with CCC group rather than through middlemen

Licensors: Provider of technology and know-how that helps them position their design for increased efficiency in a standardized, reliable, and globally executable way.

OEM’s: Provider of controls and monitoring system solutions that are compatible with their business process and project execution models. Set the pricing strategy and negotiate contract terms

**This will be a full time position.**

**This position will be located at Level 11, 125 St George’s Terrace, WA 6000**

**DUTIES & RESPONSIBILITIES**

*Listed in order of relevance:*

* Coordinates the involvement of company personnel including but not limited to, Region General Manager, Leadership Team, support, and Service and management resources to meet account performance objectives and customers’ expectations, and unmet needs in the form of products, services, and CCC total train solutions.
* Meets assigned targets for profitable sales volume, and strategic objectives in assigned accounts. Understands the business processes of EPC, Process Licensor and OEM accounts.
* Ensures that CCC delivers value directly to the EPCs and MACs by acting as a strategic partner. Including but not limited to, writing/driving the functional design specification (FDS), defining and documenting CCC’s technical solution, revising CCC project execution deliverables to better fit into their business processes to lower their resistance and/or gain their support throughout the value chain.
* Set and deploy the strategy for effectively managing CCC channel partners in the region. Ensure adequate delivery of CCC products and services that meets customer requirements
* Develop and manage Account Management staff and representative network. Ensure that Account Managers are trained on the methodology of Strategic Account Management. Directs sales activities (face to face meetings, phone calls, presence in trade shows) in accordance with a pre-established Individual Business Plan. Strengthen relationships with existing accounts and develop new accounts to grow target market in different industry segments.
* Lead the Greenfield account managers in Asia Pacific region to build a strong pipeline of opportunities by identifying new construction and large retrofit projects (if applicable) at an early stage.
* Proactively execute a strategic account planning process that outlines performance objectives, financial targets, and critical milestones for a one and three-year period.
* Proactively assesses, clarifies, and validates customer’s needs on an ongoing basis.
* Enlists the support of the regional Account Managers, Customer Support Managers, Commercial Application Engineering, Project Execution resources, and other sales and management resources as needed to ensure customer satisfaction and timely problem resolution as well as coordinate company executive involvement with customer management.
* Prepare Sales forecast reports for the region
* Respond to change productively and handle other duties as required.
* Follow all company safety policies and procedures.

**EDUCATION & EXPERIENCE**

* University degree in Engineering required.
* 5++ years of strategic sales experience in a business to business sales environment in a technical environment
* 5+ years of experience in Account Management of EPC required.
* 5+ years of experience in related project management required.
* 5 + years of experience in Turbomachinery engineering process environment required.

**KNOWLEDGE & SKILLS**

* Proven business acumen, understands customer needs, how customers make money, and how to link that to the needs we are capable of fulfilling.
* Strong commercial acumen, knows how we need to position vs competition, how do we price to win, how we structure a deal to win, and how we reduce risk while winning.
* Technical expertise, understands processes and associated challenges faced in the O&G industry including refining, petrochemical, etc.
* Working knowledge of turbomachinery and associated industrial products and solutions which may include centrifugal and axial compressors, steam turbines, gas turbines, etc.
* Demonstrated credibility with customers, through customer insight, knows how what is critical to their success, how to communicate the value of our solution, which delivers lowest risk and maximum value through:
* Ability to mobilize internal and external resources to win or position to win and improve CCC’s status in the overall buy-sell hierarchy, Relationship development in high value accounts, Demonstrated contract negotiation skills, Exceptional presentation & communication skills, Ability to collaborate and mobilize internal and external resources, Sensitivity to regional business culture, High dollar, solution value sales process knowledge, Experience with planning, budgeting, forecasting and other management tools to analyze, plan and direct business programs.
* Proven record of success in sales and maintaining strong relationships with customers.
* Respond to change productively and handle other duties as required.
* Follow all company safety policies and procedures.
* Ability to read, speak, and write in English required.

**WORKING CONDITIONS**

The noise level in the work environment is usually moderate. Up to 30% International travel required.

**PHYSICAL REQUIREMENTS**

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is frequently required to sit; use hands to manipulate computer input devices, finger, handle, or feel objects, tools, or controls; reach with hands and arms; and talk or hear. The employee is occasionally required to stand and walk. The employee must have sufficient mobility to enable travel to industrial sites, offices, and facilities. The employee must occasionally lift and/or move up to 25 pounds. Specific vision abilities required by this job include close vision, depth perception, and the ability to adjust focus.

Disclaimer The above information on this description has been designed to indicate the general nature and level of work performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of employees assigned to this job.

*Posted:* May 20, 2020