Senior Sales Manager

John Cockerill, enablers of opportunity

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

Its offerings to businesses, governments, and communities are reflected in the services and associated equipment it provides across the energy, defense, industry, environment, transportation, and infrastructure sectors. With over 6,000 employees, John Cockerill achieved a revenue of 1.209 billion euros in 2023 in 29 countries across 5 continents.

www.johncockerill.com

Context of Need 

The Business Line Solids & Waste, historically called “The Nesa Solution” (NESA) is active in the field of Environmental and Energy solutions. NESA, specialized in advanced thermal processes & technologies, deliver projects, from concept studies up to the supply and commissioning of the plant, and beyond (after sales services). It also owns pilot testing stations where the processes of customers can be developed, confirmed and refined.
NESA provides a full set of thermal solutions in the very varied fields of production and regeneration of activated carbons, the transformation of solid waste into high value products (waste-to products), the conversion of biomass into biocoal or biocarbon, the thermal processing of transition minerals and ores and the decontamination of sludges and solids.
NESA is one of the leaders in Multiple Hearth Furnaces (MHF). MHF are muti-stage furnaces that enables the time of passage, the temperature profile and the atmosphere on each hearth (or at each level) of the thermal reactor to be controlled with high precision. This is an enormous advantage of the MHF compared to other more classic oven types. 
Over the course of the past 40 years, NESA has developed numerous thermal treatment processes and delivered Multiple Hearth Furnaces (MHF) with a track record of more than 150 industrial references worldwide.

Nature and scope of the mission

Within the Energy sector, the Business Line Solid & Waste (NESA) is looking for a Senior Sales Manager in order to sustain its current growth, said growth being generated by some historical successful applications and new solutions that support the ecological & energy transition and circular economy, access to new geographies, strategic partnerships and creation of new business models.

Mission

The mission of the candidate will consist in 2 core tasks: Business Development and Sales management.
As a sales Manager, the candidate will be committed, on a yearly basis, to generate an agreed amount of Orders Entry, as per the defined strategy, following the internal rules of John Cockerill Group, and protecting the IP and know how owned by John Cockerill.
A specific attention to the following aspects will be brough:
• Regular contacts with clients, both through digital tools and visit at their premises.
• Edition of reliable, appropriate, and convincing bid documents: sizing and pricing calculations, technical and commercial offers, sourcing plan, time schedule, contractual terms and 
conditions …
• Develop sales opportunities and key accounts prior to proposal through presentations, qualification documents, pre-bid meetings and conferences with potential customers. Develop a personal network of contacts with key accounts.
• Appropriate balance of the time allocated to regular and new solutions, and between Western and Eastern projects.
• Justified selectivity of the opportunities: “go” and “no-go.”
• Build a clear and appropriate capture strategy with the support of the proposal teams, that includes risk managements matrix, organization, engineering & sourcing execution plan, engagement plan for each opportunity.
• Continuous improvement and adaptation of the offers and solutions of the entity, to boost existing market positions, and also to find new market positions.
• Identification and negotiation of partnerships aiming to strengthen the market position of the entity
• Participation to events, conferences, industrial activities, with corresponding feedback to concerned colleagues inside the organization.
• Improve visibility of the Business Line through actions of communication and external marketing: eg post on LinkedIn on case studies etc…
• Company with NESA Management System “Lead to Order”
• Extensive travel required for the job

Profile
 

• Master’s degree in business or engineering, preferably In Engineering (chemistry, industrial processes, thermodynamics or electromechanics)
• Minimum 10 years experience in turnkey projects in an industrial environment, related to environmental and energy topics and combining different technologies (thermal, electric, process…)
• Minimum 10 years experience in a techno-commercial role, with a focus on integrated engineering and projects solutions
• Excellent communication (oral and written) and networking skills, and able to adapt your style to different counterparts.
• Experience in negotiation of complex contracts
• You are client oriented and results driven and you pay a particular attention to cash flow
• You are at ease in international contacts and relations and you are available for short-term temporary assignments abroad.
• You are fluid in French and English

Offer

John Cockerill offers you career and development opportunities within its various sectors in a friendly working environment.

Do you want to grow within an innovative company that will allow you to tackle technical challenges every day?

We look forward to receiving your application and meeting you.

Discover our opportunities in detail at www.johncockerill.com