About Aggreko plc: Around the world, people, businesses and countries are striving for a better future. A future that needs power and the right conditions to succeed. That’s why at Aggreko, we work ‘round the clock, making sure our customers get the electricity, heating and cooling they need, whenever they need it – all powered by our trademark passion, unrivalled international experience and local knowledge. From urban development to unique commercial projects and even humanitarian emergencies, we bring our expertise and equipment to any location, from the world’s busiest cities to some of the most remote places on earth. Every project is different, so we listen first and design a system supported by our service anywhere, to any scale. Transforming the lives and livelihoods of individuals, organisations and communities across the globe. Purpose: The Regional Sector Leader – Shipping Sector puts in place the strategy for the sector cluster in consultation with their Regional Sponsor, Global Sector Team, Head of Sales and the Areas. S/he develops and implements actions to support the overall regional sector strategy and approach across the company. S/he partners with key leaders in each Area and Global Sector Team to refine their local sector strategy and aggregates local activities for the overall achievement of the regional sector. S/he also coordinates the informal sector network of sales, marketing, technical and operational leaders working on sector goals and actions across the corporation or within a region. They also lead the collaboration between region sector teams The ability to effectively manage stakeholders and build credibility with leaders across the company is essential. About Regional Sectors: Aggreko Continental Europe generates the majority of its revenue in seven key sectors: Petrochemical & Refining, Building Services & Construction, Manufacturing, Events, Datacentre, Shipping and Utilities. In most of these sectors we are the market leader or the most capable competitor in one or two regions around the world. Both our brand and reputation are highly respected, and we have a global presence beyond that of all our competitors. We have an opportunity to grow Aggreko more quickly by focusing on these sectors, taking market share and growing in new markets around the world. This is a key part of our Energy transition strategy. A Sector approach operating in concert with our global, regional and local alignment will deliver additional value to customers and to Aggreko’s business results. A sector alignment will provide a strategic model for our go-to-market efforts, provide consistency in managing large customers, leverage our collective expertise and will allow us to replicate sector-based solutions across multiple markets. We will create a true community of experts that will enable us to: Be credible in knowing the ins and outs of the sector and how our customers operate; Create tailor-made solutions that our customers are requesting/needing, which are potentially more complex and more lucrative; Broaden the reach of our expertise by leveraging them across the sector community; Develop knowledge sharing platforms and activities to increase sales and technical support in alignment with sector-based applications of our products and services; Be more global in our approach and ability to offer differentiated and deeper expertise to our customers, ahead of the competition. We’re Dynamic & Innovative. In this role you will: Understand the Market and Competition: Refine the analysis and sizing of the sector opportunity in each market, including assessment of value propositions and competitive positioning. Work with Areas to define sector targets as part of budgeting process and manage progress against global sector targets for growth and growth potential in each Area Shape client, product, service and proposition opportunities. Develop Strategy: Partner with the country Sales Leaders to develop the regional sector strategy for the near and long term, to harmonize regional strategies and define go to market tactics; Drive actions to prioritize and plan sector efforts Support the development and management of sector applications; Define, manage and own the regional key accounts strategy within the sector. Drive for Sector Growth: Monitor, analyse and drive actions leading to revenue, order and pipeline growth in the sector; Drive a growth mindset with the Areas providing a “positive challenge” to plans and working with regions on routes to market and closing competency gaps; Support business development where necessary, providing expertise and credibility, leveraging knowledge/expertise from Aggreko’s sector network; Create, in collaboration with the Areas teams, commercially viable market sector propositions and innovation that differentiate Aggreko in the market and deliver client success; People Development Coordinate with Global Head of Sector the Talent & Learning team to develop knowledge transfer plans and learning content for key sector applications; Develop knowledge management practices and platforms for the dissemination of market sector insights; Build Strong Relationships: Collaborate with Global Sector Team to ensure proper alignment of initiatives to be rolled out to region Drive actions within the regional sector community to provide clarity and guiding prioritisation of efforts. Drive implementation of best practices within the sector, including enhancement of client experience and satisfaction. Partner with each Area to build marketing, sales and technical expertise in support of offerings and sector opportunities. Organize and lead quarterly deep dive sessions with Areas to review progress of strategic actions Selective Key Account Management: This role will have a large part to play in the direct sales development of key accounts across Europe, acting much like an individual contributor or BDM at times Must work in close relationship with Area teams to develop these targeted key accounts Build and maintain strong, long-lasting client relationships in key accounts where sensible Coordinate cross border accounts and projects with relevant stakeholders being sure to leverage key and target accounts across a wider market geography Ensure timely and successful delivery of our solutions according to customer needs and objectives We’re Experts. You will have the following experience: Education / Qualifications Extensive experience in the Contracting or Construction sectors preferred; should be recognized as in internal expert in the sector Direct experience in sales, marketing, consulting and/or business development roles where growth is the primary objective Track record of working with and influencing globally, across functions and across all levels of the company Direct experience and record of achievement within the sector key to demonstrating personal credibility Experience and comfort in leading geographically and culturally diverse teams Ability to understand and represent all elements of sector strategy – sales objectives, technical solutions, business processes English language mandatory, all other languages a plus Professional skills / Experience Has a breadth of experience in driving growth objectives in multiple markets Demonstrated capability as a change agent able to use a variety of change management plans and tools to deliver results Proven ability to translate strategy to operational objectives Proven experience in account management Has a data-driven and practical approach with strong analytical skills Exercises sound judgment – able to diagnose root cause and apply critical and systematic thinking to solve complex problems Has excellent people leadership skills; able to develop effective teams whether directly or indirectly in their management chain Personal skills / Experience Is an outstanding communicator – able to communicate complex issues with clarity and ease Is collaborative and demonstrates a strong commitment to organizational success Is expert in building and maintaining relationships Strong networking ability – able to influence at different management levels; seen as a trusted advisor to senior management Agile thinker: has a proven ability to identify opportunities from strategic and operational perspectives Has strong interpersonal skills and ability to influence at all levels Shows passion, energy, intensity and excitement Minimum of a bachelor’s degree (or equivalent) in a relevant field. We’re Together. These are the people you’ll work with: Area / Sales teams Global Sectors Teams Product Managers and Engineers Head of Sales Marketing Customers and Industry Strategy Teams Operations HR & L&D
Regional Sector Lead in Bucuresti
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