Area Sales Manager - Energy

John Cockerill, enablers of opportunities

Driven since 1817 by the entrepreneurial spirit and thirst for innovation of its founder, the John Cockerill Group develops large-scale technological solutions to meet the needs of its time: facilitating access to low carbon energies, enabling sustainable industrial production, preserving natural resources, contributing to greener mobility, enhancing security and installing essential infrastructures. 

Its offer to businesses, governments and communities consists of services and associated equipment for the sectors of energy, defence, industry, the environment, transports, and infrastructures. With over 6,000 employees, John Cockerill achieved a turnover of € 1,209  billion in 2023 in 29 countries, on 5 continents.

www.johncockerill.com 

Location - Mumbai, India

Job Purpose

Your responsibility is to develop and manage sustainable and profitable sales activities throughout a global network of customers/partners (end-users, EPC contractors, main contractors, engineering, etc.) acting in the field of industrial projects in the Energy, Oil & Gas Petrochemical, etc.  sectors. Your commercial area will be India, Nepal & Bangladesh. Your customers might be focusing on Indian projects but also for export projects. Therefore, having an international experience or background is also a strong asset. You will be able to leverage experience of strong team of John Cockerill Hamon established in India & France. Your portfolio is Field Erected Cooling Towers. You will also promote Field Erected Air Cool Condensers and handover business opportunities to John Cockerill HAMON dedicated subsidiaries.

Technical skills are key competences for John Cockerill HAMON to sell our type of product, you will be trained to size and quote our equipment with our internal tools software and supporting back-office teams. Once an opportunity is detected and requires much proposal work you may benefit from the support of the proposal team located in India & France.

This job position is mixing commercial and technical skills. On top of a minimum business English level, any other language will be considered as an extra asset (French or Arabic mainly). Office is located in Mumbai. It is to be expected 1 week per month of business trip to keep closed contact with our key account customers.

Key Responsibilities

As John-Cockerill Energy Solutions is starting its activities in Mumbai (new execution center), the Area Sales Manager will integrate a new entity where he/she will be responsible for starting/developing the purchasing activities. Today, there is no Purchasing department, it means the Senior Buyer will have to develop the purchasing activities with the support and guidelines from HQ.

• From sales point of view, be accountable for the allocated zone. Develop and manage the Proposal pipeline to achieve yearly sales targets (profitability & bookings). John Cockerill HAMON is using Salesforce tool as CRM.
• Develop and manage on a pro-active basis client relationship, act as a single point of contact for customers, remain aware of the contract development through the Project Manager and, when required, support him during execution for additional negotiation.
• Develop a clear understanding of the market for the allocated zone, build up positive & strategic working relationship with clients, agents, partners, licensees as well as other Hamon subsidiaries.
• Maximize understanding of client’s needs, communicate to the proposal Team and Project Execution Team and convert into explicit and winning Proposal.

• Offer preparation: For some budgetary stage offers, with the support of the whole organization, you will be trained to make your own selection of products based on thermal sizing tools. Then you will be able to prepare the costing sheet. During final development of the proposal, you will team up with a proposal manager that will lead the technical & costing part allowing you to focus more on commercial & contractual duties.
• Analyze contractual terms and conditions, evaluate them with the support of the Trade/ Finance and Legal departments. Negotiate within the agreed liabilities, favorable terms and conditions (payment terms, cash flow, risk analysis, etc) to ensure smooth, timely and profitable execution.
• Propose marketing actions on the allocated zone and execute them with the support of the Marketing Manager & the Head of Sales.
• Report continuously to the Head of Sales updates regarding the development on the allocated zone (projects, proposals, agents, forecast, etc.). Identify projects, fix target with Head of Sales, keep up to date the CRM and forecast them for the next xx months.
• Create team spirit within the Sales & Proposal team. Coordinate opportunities of the allocated area throughout Hamon subsidiaries.
• Take care of opportunities during the complete “Lead to Order” lifecycle starting from opportunity identification up to its decision. John Cockerill Hamon “Lead to Order” life cycle consist of several stages & Gates to ensure the proposal is properly established ensuring a smooth execution phase with limited / mitigated risk exposure. The area Sales Manager is responsible to organize this path in time to ensure compatibility between John Cockerill Hamon governance and customer expectations. The Area Sales Manager is the timekeeper of the Sales & Proposal development.
• Attend to technical and commercial bid clarification meeting(s) with Client / sales team until contract signature. Consolidate and Transfer Project to Operation team after award.
• Be accountable of Compliance checks as per John Cockerill Group Frame procedures.

Education & Experience

• Engineer with minimum 15 years of experience in a local and or international sales, business development in the oil and gas / energy environment,

• Experience and network in the Allocated area is a strong asset.
• Result and client oriented,
• Fluent in written and spoken English language used in the allocated area. Minimum knowledge of French or Arabic could be valuable (not mandatory).
• Able to speak in public, business awareness.
• Relationship network building competences
• Result & customer oriented, Integer and good team leader.
• Ready to travel on Monthly basis (1week per month in average)

Who We Are

John Cockerill Energy, a player in the energy transition: the strength of a diversified and combinable range of solutions

It is from the heart of its history stretching back more than 200 years that John Cockerill Energy draws its expertise in the production of steam, which has led to it being recognized worldwide on the market for the conception and supply of heat recuperation boilers. Resolutely turned towards the future. We proudly incarnate the bold spirit of an entrepreneur and we have extended our know-how to respond to the needs of our times, by developing innovative solutions to encourage access to energy, just like our founder in his own times:

• Heat Recovery steam generators, particularly suited to operate in cycles with frequent start-ups and shutdowns. They can be installed behind gas turbines of all power ratings, brands and burning all types of fuel.
• The manufacture and maintenance of boiler parts, in particular pressure parts in its specialized workshop based in Mexico.
• Aftersales services, technical assistance, inspections from the rehabilitation to the modernization of all types and brands of boilers.
• Wet & dry cooling with cooling towers and air-cooled condensers for power plants.
• Thermal solar receivers (Concentrated Solar Power), that capture the sun’s rays, reflected by mirrors on the ground, and enable to produce energy 24/7 thanks to molten salts.
• Industrial boilers destined for sectors such as chemicals, petrochemicals, biomass, incineration, …

It is from this knowledgeable mix of tradition and innovation that we draw our own energy. And it is across the whole world that John Cockerill Energy makes its mark through its technological know-how and its mastery of project management thanks to our Belgian, American and Mexican teams and our recuperation boiler licensees, Wuxi, S&T and Larsen & Toubro which respectively cover China, South Korea and India. Together, we all work to facilitate access to green energy.

              Visit us at Energy - John Cockerill to know more.

Equal Opportunity Employer                  

John Cockerill and all John Cockerill Companies are equal opportunity employers that evaluate qualified applicants without regard to race, color, national origin, religion, ancestry, sex (including pregnancy, childbirth and related medical conditions), age, marital status, disability, veteran status, citizenship status, sexual orientation, gender identity or expression, and other characteristics protected by law.

John Cockerill offers you career and development opportunities within its various sectors in a friendly working environment. 
Do you want to work for an innovative company that will allow you to take up technical challenges on a daily basis?
We look forward to receiving your application and to meeting you!

Discover our job opportunities in details on www.johncockerill.com