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Regional Sales Manager

Please Note: The application deadline for this job has now passed.

Job Introduction

This role is central to our continued growth and success in the United States, and comprises 4 components:

  • Developing and implementing a comprehensive and practical sales and key account management plan for ALE USA
  • Managing sales activities across the USA to identify and win work suited to ALE both within the USA and internationally.  
  • Building USA strategic key accounts relationships.
  • Identifying global high-end opportunities and then liaising with sales teams and senior managers from other ALE Regions and Countries to ensure an effective sales approach to such opportunities.
This is a fantastic opportunity for someone with proven sales pedigree in our industry to make the next step in their career.

Role Responsibility

  • Develop a proactive sales plan focused on key targets for ALE USA focused on company sales goals, budgets and profitability targets.
  • Identify and secure business from new and existing customers, and ensure customer satisfaction
  • Manage the ALE USA sales process in a structured way
  • Manage the ALE USA sales team
  • Identify new prospects and market sector opportunities
  • Present new ALE innovations and project solutions to small and large groups
  • Be single point of contact for strategic clients and influencing parties.
  • Oversee general and job specific, face to face presentations, lunch and learn events and workshops
  • Closely monitor larger projects and take necessary sales development steps
  • Develop customer focused project solutions which differentiate ALE from its competitors
  • In close association with the US management team develop detailed, competitive proposal documents in line with ALE guidelines for sales and contract management.
  • Ensure correct interpretation and acceptability to ALE USA of contract terms and conditions.
  • Assure that all offers are sent in time and fully address the client’s commercial and technical requirements
  • Ensure follow up with clients and other involved parties on offers
  • Manage the ALE USA sales and customer database using the ALE CRM system
  • Analyze sales and customer trends and report them both within ALE USA and to the ALE Group
  • Generate an effective sales environment within the company
  • Adhere to all company policies, procedures and business ethics codes and ensure that they are communicated and implemented within the team
  • Ensure handover in a structured way pre-award information and customer expectations to Project Manager and Operations Department for job execution
  • Report on a regular basis the sales activity and forecasts to the ALE USA President highlighting successes and warning of coming challenges
  • Ensure all projects are budgeted accurately with a focus on 3rd party costs, procurement and considering business assets

 

The Ideal Candidate

QUALIFICATIONS / KNOWLEDGE - ESSENTIAL

  • Minimum required:  Bachelor’s degree
  • Good knowledge of the heavy lift, transport and engineering industry
  • Good knowledge of US Oil and Gas industries
  • Strong knowledge of US EPCs
  • Good knowledge of US major infrastructure construction industry

QUALIFICATIONS / KNOWLEDGE – DESIRABLE

  • Knowledge of Contracts management
  • Technical/Mechanical education is an asset
  • Knowledge of other US industrial sectors

EXPERIENCE - ESSENTIAL

  • Held similar position with a heavylift or construction company with an understanding of engineering and project management
  • Personal interaction with major clients at a senior executive level.
  • Proven track record of negotiating and closing deals successfully

EXPERIENCE - DESIRABLE

  • Broad industrial background
  • Managing an electronic sales & customer database, e.g. CRM system

SKILLS - ESSENTIAL

  • Goal and task driven skills
  • Excellent oral and written English
  • Capable of writing proposal documents in English to an appropriate business standard
  • Convincing presenter
  • Major contract negotiating and deal closing ability
  • Good level in Microsoft office (Excel / Word / PowerPoint / Outlook)
  • Able to understand and discuss relevant technical information
  • Good analytical ability

SKILLS - DESIRABLE

  • Innovative/ out-of-the-box thinking
  • Creative in finding new, suitable opportunities.
  • Oral and/or written Spanish

PERSONAL ATTRIBUTES – ESSENTIAL

  • High level of self-motivation and self-management
  • Good communicator – Written and verbal
  • Target driven / competitive
  • Effective strategic planner
  • Pro-active, problem solver
  • Able to analyse and select targets
  • Quality and detail focused
  • Flexible
  • Team player
  • Long term vision and mindset

PERSONAL ATTRIBUTES – DESIRABLE

  • Able to adapt communication style to suit audience
  • Independent
  • Resilient
  • Organized
  • Tactful

OTHER REQUIREMENTS - ESSENTIAL

  • Right to work in the USA
  • Current and valid driving license
  • Prepared to travel nationally and internationally

Package Description

Competitive salary and benefits package

About the Company

Formed in 1983, ALE employs 1,800 people in 38+ businesses across the world.  The company has grown tenfold in the last ten years, and is continuing to reach out to new locations and sectors.

ALE is a leading provider of heavy lifting and transportation solutions to a wide variety of industry sectors worldwide, ranging from power generation to ports, from renewables to oil and gas, and from civil engineering to mining.  We work with clients both onshore and offshore, and in many other challenging environments from high altitude, to desert and even arctic conditions. Our expertise lies in all aspects of heavy lifting and transportation, including specialised cranes, transporters, hydraulic equipment, and barges.

Our customers include the top global Engineering Procurement and Construction contractors (EPCs); oil and gas companies; major utilities; NOCs, major industrial manufacturing and infrastructure specialists; governments, ports and other contractors including specialist subcontractors such as freight forwarders.

 

The unique nature of our work means that we rely on highly skilled operators and engineers to work on our projects in a safety critical environment and we need highly professional and enthusiastic sales personnel to secure these projects and manage long term relationships with our clients.

ALE

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