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2 months ago
CNIM
Salary band: £70k - £80k
Location: France
Job type: Permanent
Sector: Engineering, Environmental
Category: Combined Heat and Power (CHP) Jobs, Waste to Energy Jobs
About CNIM

CNIM designs, builds and operates facilities and provides maintenance, refurbishment and other services. CNIM designs, builds, commissions and operates waste-to-energy and biomass-to-energy plants. CNIM transforms waste and biomass into electricity, district heating, process steam and air conditioning. CNIM can also treat hospital waste, water treatment plant sludge or green algae.Its facilities combine energy generation, waste sorting, recycling, composting and the treatment of waste incineration residues in a single turnkey offering.
Mission:
To be responsible for implementing the sales plan to meet the sales objectives.

Main responsibilities:
• Managing the existing customer portfolio in the UK
• Extending the customer portfolio in the UK and Ireland
• Developing the UK & Ireland sales strategy together with the Head of Sales
• Sourcing and tender watch (pull) and prospecting (push) in line with the sales strategy
• Managing the sales opportunities
• Being the point of contact for the clients in the bidding process, developing bids and being responsible for presenting and supporting the business proposal in front of the clients
• Leading the commercial negotiations with the clients and supporting the writing up of the contracts
• Managing the client relationship post contract agreement

Detailed missions:
a) Marketing and sales support
The UK Sales Manager will be especially responsible for:
- Developing the sales strategy for the BU and managing the client portfolio with the senior management team :
Being involved in the Strategy development for the UK & Ireland markets
• Being involved in building up the marketing strategy working closely with the marketing department
• Turning the strategy into a sales action plan
• Planning the activity and sales forecasts, establishing the business plan and the risk analysis
• Managing the portfolio of existing clients
• Being involved in creating and developing the relevant networks (trades/ clients/ sponsors and other actors)
• Gathering information from the market, the client & competitors (strategy feedback)
• Regular report to Head of Sales on all relevant developments
- Sourcing and tender watch (pull) and prospecting (push) in line with the sales strategy:
• Defining the sourcing methods for new sales opportunities and tendering (commercial presence, data base, sales agents…)
• Defining and executing the prospection plan (sales data base)
b) Project Monitoring

The UK Sales Manager is also responsible for the supervision and monitoring of commercial offers made on its territory.

The Sales Manager is responsible for the overall coordination of the proposal, ensures the commercial interface with the client directly and follows all contractual aspects.
In this context, the Sales Manager is responsible for:
- Managing the sales opportunities (contributing to the decision as to whether or not to pursue opportunities)
• Building and validating the sales criterion
• Performing the project screening process
• Managing the relationship ahead of the tender in order to be in a good position for negotiating or on option agreement contract
• Defining the decision making process and the mapping of the key players in this process
• Understanding and interpreting the clients’ needs
- Being the point of contact for the clients in the bidding process, developing bids and being responsible for presenting and supporting the business proposal in front of the clients:
• Analyzing the commercial and contractual risks
• Being the point of contact / influencing at bid development stage (internally but with the sales agents and partners)
• Knowledge of the client environment, the decision-making process and criteria
• Establishing the best commercial offer
• Managing the proposal team in order to best outcome on all aspects of the offer and during presentations
- Leading the negotiations with the clients and supporting the writing up of the contracts:
• Following up on the client’s feedback during the negotiation phase
• Identifying potential partners, in consultation with the services offer and Sourcing BU
• Validating the contract with the client
• Being the point of contact and coordinating the technical elements of the contract
- Managing the client relationship post contract agreement:
• Being the point of contact for the client during the transfer from contract to realization
• Establishing a client follow-up in relation with the operations teams

Requirements:
- Proven track record and experience in leading sales processes for major accounts and/ or local communities in generally and preferably in the UK in selling systems and technologically complex products (EPC)
- Sales capabilities and relationship skills in order to build and/ or develop long term client networks in these markets enduring and resilient in an evolving market with long sales process cycles
- Ability to promote and lead high-level contacts; knows how to persuade and create interest by aligning the sales speech with the expectations of the prospects
- Intuition, responsiveness and being a good listener in order to get a good understanding of the client expectations and offer the right answer to address the client’s needs & concerns
- Ability to identify decision making processes, understand the political game, where each player stands and their involvement in the process
- Team player both internally and externally, working closely with the parties involved (agents, partners) in order to mobilise all of them toward the success of the sales process
- Ability to produce synthetic reports and managing priorities in order to be proactive and answer the clients and prospects needs
- Experience in negotiating major international and complex contracts
- Being highly self-managed
- Flexibility and willingness to travel 50-70% (France and UK/Ireland)


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