Sales Manager Oil&Gas, Power (Australia)

POSITION SUMMARY

Kelvion is seeking a highly motivated Service Sales Manager, Australia & New Zealand (ANZ) in the sector of O&G, Chemical, Power & Energy to partner with multiple departments to drive measurable results that benefit our business. This individual will drive, own and generate an effective sales services approach that expands our reach, strengthens customer relationships, and build relevant service partnership across ANZ They will actively seek out sales opportunities in the ANZ that will boost revenue and set our company apart from others. 

OVERALL OBJECTIVE OF ROLE

To manage, develop, execute, and oversee a business strategy that prioritizes customer relations and growth of sales for heat transfer products within the ANZ. 

RESPONSIBILITIES & DUTIES

• Drive, own and generate sales service pipeline for both direct and indirect channel across the ANZ.
• Develop & implement sales plans and key priorities to maximize sales services of heat transfer products across Kelvion installed base for instance spare-part, services, and repairment.
• This role is expected to also drive any replacement opportunities for non-Kelvion installed base
• Manage and develop to engage directly the targeted Key Accounts across the ANZ including developers/end-users, EPCs/operators/contractors and relevant engineering consultants for relevant upselling or cross selling opportunites.
• Identify potential new accounts within the assigned customer base and develop strategies to penetrate these accounts.
• Collaborate with relevant solutions support functions, project governance and marketing to develop a solid solution & positioning strategy on Kelvion’s capabilities as preferred Cooling Solutions provider.
• Provide actual and punctual updates in CRM engagements funnel management, and forecasting.
• Identifies competitor strengths, weaknesses, strategies, and tactics.
• Monitors and recommends pricing strategies.
• Use available cost and thermal performance data to recommend a best fit solution that best fits Kelvion’s capabilities and customer requirements.
• Directs & prepares price quotations using established guidelines.
• Negotiate T&C with accounts and mediate discussions to an equitable solution. 

RESPONSIBILITIES – Safety

• To help ensure that all our employees have a safe and healthy work environment.

RESPONSIBILITIES – Quality

• To ensure Kelvion standard of excellence, which includes quality, is incorporated into every product we produce.
• Will adhere to all quality requirements that are inside of the quality management system.

RESPONSIBILITIES – Corporate / Site

• Follow all company policies and procedures, including but not limited to global code of business principles, code of ethics and business conduct, operational framework
• To be part of & to promote Knoxville standard of excellence which incorporates high standard of ethical behavior, to promote a culture of honesty and integrity, and one team culture.
• All employees are expected to follow government and corporate laws, rules, regulations, policies, and procedures.

PRIMARY CUSTOMER FOCUS 

To establish and nurture relationships with existing and prospective clients by engaging in strategic networking, attending industry events, and leveraging connections to expand the company’s client base. 

GROWTH EXPTATIONS 

• Create and implement sales techniques to improve sales revenue.
• Monitor sales progress to ensure that corporate goals are being met.
• Conduct high-level industry research to increase effective sales solutions. 

KEY PERFORMANCE INDICATORS

• Manage team and individual performance based on:
  • Monthly/quarterly sales revenue
  • New client acquisition
  • Revenue growth rate
  • Strategic business planning
  • Average sales cycle length
  • Conversion rate (leads or prospects to customers)
  • Client retention rate
  • Upselling/cross selling opportunities
  • New market penetration 

REQUIREMENTS (KNOWLEDGE, SKILLS & ABILITIES)

• Positive attitude and a strong “can do” attitude to business
• Strong sense of self-discipline and urgency
• Excellent organizational skills
• Strong team player, ability to work in matrix organization
• Excellent verbal and written communication skills
• Mimimum 50% travel required
• Able to develop and manage goals and objectives
• Proficient in Microsoft Office Suite (Word, Excel, PowerPoint, and Outlook)
• CRM proficiency  

 EDUCATION AND EXPERIENCE (required levels)

• Minimum five years’ heat transfer sales services experience in the industry
• Established track record of successful dealings with customers
• Strong mechanical aptitude and knowledge of heat transfer products
• BSME or equivalent technical sales experience
• Minimum of ten years outside sales experience.

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.

Normal physical requirements associated with travel, customer visits and attending trade exhibitions.  While performing the duties of this Job, the employee is regularly required to stand; walk; sit; use hands to finger, handle, or feel and talk or hear. The employee is frequently required to reach with hands and arms and climb or balance. The employee is occasionally required to stoop, kneel, crouch, or crawl. The employee must occasionally lift and/or move up to 25 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception and ability to adjust focus. 

WORK ENVIRONMENT 

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

At Kelvion we thrive on collaboration, embracing diversity of thought, and valuing every voice. Within Kelvion creativity shines because people are listened to, their contributions recognised, and their ideas welcomed. Our flexible approach to the way we work places people’s health and satisfaction as a priority, enhancing engagement and fostering career opportunities. We empower engaged individuals to grow, progress and carve their own paths within the company. 

Together, We Shape the Future