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Commercial Sales Manager (CSM) \ Lagos

SHORTLIST NIGERIA RECRUITMENT

Job Objective
The goal of the role is to support in growing the company in creating value from opportunity identification into commercialization from the company's Products and Services and into Sales.

The purpose of the role is to pursue and support continuous quality communication with relevant enterprise stakeholders, as a prerequisite to achieve the goal and maximize the company’s commercial interests and profitability throughout the Energy Industry.

The objective of the role is to turn communication derived from external and internal stakeholders into highly professional customer proposals, pricing and winning strategies.

REPORTING RELATIONSHIPS
 Customers
 Strategic Alliance/Technical Partners
 Government and Regulatory Agencies
 Consultants
 Financiers/Bankers
 Original Equipment Manufacturers
 Business Development team
 Engineering and Operations Team
 Support Team

ROLES AND RESPONSIBILITIES
o Contribute to the development and implementation of the company’s business strategies, objectives and tactical action plans
o Work with the company's MD to Set workable growth targets and defines strategy to achieve these targets
o Proactively drives Sales opportunity identification and opportunity creation through adequate relationship management
o Supporting early customers’ engagement and collaboration including consulting customers and partners on commercial aspects, financial engineering and contractual detailing.
o Supports and engages Operations at any location as needed (frequent travelling) during project development and as a prerequisite to drive adequate commercialization process that includes operational requirements.
o Takes commercialization end responsibility and shares responsibility in sales together with MD.
o Discusses contract performance expectations with Operations and subsequently hands over orders to Operations
o Quantifies opportunities and develops and implements the commercial strategy of the organization
o Develops and implements the company’s commercial plans for commercial and business development activities
o Leads and or supports customer negotiations with a heavy focus on contract terms and conditions in order to successfully grow the business portfolio in the Energy Industry
o Coordinates the tendering and contract awards process
o Seeks alternate contract language to include minimum mandatory contract terms to minimize risk whilst balancing commercial goals and strategies of the proposed value solution
o Interpret contractual obligations & rights and evaluation of technical/ financial problems for management reporting
o Coordinate required internal resources to seek guidance and obtain internal approvals from Finance & Accounts and Legal to mitigate potential risks within a given opportunity
o Develop deal summaries and assist with pricing strategies for all major contracts for executive management review, identifying associated risks and proffering mitigation strategies
o Conduct reviews of all standard commercial proposals ensuring compliance to internal set limits of agreed pricing levels and payment terms
o Ensures commercial practices comply with industry and regulatory requirements
o Working knowledge of ISO 9001: 2008; ISO/TS 29001:2011
o Collaborates actively and progressively with Finance and Account to develop and align processes between CSM and Finance & Account
o Collaborates actively and progressively with Operations Account Officer
o Collaborates actively and progressively with Business Development

EDUCATION AND EXPERIENCE
 Minimum of first degree / HND in Finance / Accounting or Engineering. MBA is an added advantage
 Relevant professional certification e.g. Institute of Chartered Accountants of Nigeria (ICAN), Association of Certified and Chartered Accountants (ACCA) is an advantage
 Minimum of 7 years work experience in the corporate finance, project finance or sales engineering 2 years out which must be in commercial sales management in a similar organization
 Exposure into the company's EE product portfolio in the energy (Oil and gas and power generation) sector is considered as added value
 Operational exposure into / experience in, target customers’ organizations or similar business environment to the company is considered as added value
 Exposure into / experience with Nigerian Regulatory Bodies is considered as added value
 Exposure to ISO 9001:2015
 Other exposure required are: Project Management, contract management, strategy management

SKILLS AND COMPETENCE PROFILE
 Leadership Skills
o Awareness Management
o Objectivity Management
o Communication Management
o Risk Management
o Change Management
 Business Development skills
 Strategy conceptualization and implementation skills
 Marketing intelligence skills
 Project Management skills
 Commercial management skills
 Relationship management skills
 Attention to details skills
 People management skills

Competencies – Level Mastery
 Excellent verbal and written communication
 Ability to: harmonize and work within a team structure,; to integrate and collaborate with various leadership and management structures and with the objective to drive strategic required results
 Analytical ability
 Conceptual and critical thinking
 Negotiation
 Contract Management
 Excellent Numeracy competency
 Customer service orientation
 Skilled capability MS Office: Excel, Power Point, Word
 Financial management
 Understanding of the market characteristics of new equipment business environment
 Understanding of the market characteristics of aftermarket services in the energy sector



*Both Basic & SHORTLIST+ members will be considered

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