Job description

·        Initiates and executes Fugro s country commercial development plan in line with the regional commercial development strategy

·        Leads the client-facing team in the country, developing a deep commercial culture

·        Identifies and leads strategic or large cross-business lines opportunities

·        Improves the commercial critical success factors across the entire Fugro organization in the country; L2C sales funnel and CRM processes & systems, sales forecasting tools, key account management, market & competitor intelligence, price & margin optimization, customer satisfaction whilst developing commercial skills and culture of the country Business and Service Line teams

·        Regularly interacts with the Country Director India and the Country Business Line Managers on market trends and strategic opportunities

·        Leads, develops and coaches team of client-facing or commercial staff

·        Connects to the Regional Director Strategic Sales and Marketing to regionally align on processes, systems, trainings, key account information and overall commercial strategy

L2C sales process and forecasting: -

Maintains the L2C sales funnel and CRM management processes and systems (Avalon). Controls the country sales forecasting process. Ensures all opportunities and client data are registered and maintained in the sales funnel and CRM system (Avalon) to improve the effectiveness of the regional business and service line commercial teams. Reviews or is consulted for proposals and global framework agreements in line with the Authorization Matrix requirements.

Key Account Management: -

Initiates and maintains a country key account management strategy, resulting in a clear country KAM structure and plans.

Market and Competitor Intelligence: -

Initiates and maintains country market and competitor intelligence and analyses. Generates relevant leads from central market intelligence databases to support country commercial teams.

Price & margin optimization: -

Initiates and maintains a standardized country pricing, margin and terms & conditions structure in line with the regional pricing strategy to optimize the commercial effectiveness of the regional business and service lines.

Marketing & communication: -

Initiates and executes a country marketing communication plan and activities in line with the regional communication strategy to support the country Business and Service Lines commercial objectives.

Customer satisfaction: -

Implements and maintains regular customer surveys to ensure customer satisfaction is reviewed and improved.

Commercial skills: -

Implements commercial skills improvement programs for the country business line commercial teams and client facing staff.

People development: -

Drives development, performance appraisals and succession planning of staff from diverse backgrounds to enhance our leadership capacity and achieve excellence. Ensures retention and advancement of high potentials and key contributors across the organization.

HSSE: -

Shows and applies true management commitment and exemplary leadership to deepen and strengthen our safety culture throughout the company and drives adherence of Business / Service Lines and all legal entities to Fugro HSSE Management Systems, policies and standards.

Education: -PG: Any Postgraduate MBA

Working experience: - 8-15 years (Sales and Marketing)

Management experience: - 3-8 years (Commercial or Marketing Manager)

Role: Country Sales Manager (B2C, B2B)

Industry Type: Engineering & Construction

Department: Sales & Business Development

Employment Type: Full Time, Permanent

Role Category: Retail & B2C and B2B Sales

Education

PG: Any Postgraduate

MBA