HEAD OF SALES & COMMERCIAL

Location:
Chelmsford, Essex
Department:
Sales
Job Description

PURPOSE:

The role of the Head of Sales & Commercial is to identify, develop and secure sales in line with BU targets for the range of products and consultancy services provided by the Ocean IQ business unit. Key to success will be the individual’s ability to build, develop and manage an effective sales pipeline, maintained on the company’s CRM platform, thoroughly qualify opportunities and manage communication & information flows regarding sales opportunities and contract negotiations between the client and the internal team throughout the sales cycle until contract award. This role requires the individual to lead commercial negotiations for OceanIQ working with internal teams and external third parties. In addition to this, the role is responsible for the development of an annual sales plan, monthly sales pipeline and forecast reporting, alongside Group management reporting and sales team objectives.

KEY DELIVERABLES:

  • Effectively develop both new and existing customer relationships within key target sectors offshore wind (focus on Europe and US) and telecoms (globally) sectors, focused on core data products e.g. GeoCable and route engineering consultancy services.
  • Explore opportunities and develop strategies for expanding reach to additional sectors that may include: insurance, survey and other marine industries.
  • Manage all suitable sales opportunities and capture in CRM alongside overall sales objectives.
  • Manage the day-to-day activity of the sales to ensure the financial and strategic objectives of the business unit are met every year.
  • Lead commercial negotiations for all sales activities for OceanIQ working in conjunction with internal teams e.g. procurement and legal and external third parties e.g. suppliers and customers
  • Develop a sales & marketing plan in conjunction with the marketing team, which ensures both new and existing customer relationships favour the company as the preferred supplier for consultancy, route engineering and data services. Provide the necessary input into marketing campaigns, sharing customer insight and collaboratively developing value propositions.
  • Adhere fully to the Project Lifecycle to support the successful delivery of sales objectives and financial and strategic goals.
  • In conjunction with the Managing Director and Senior Team, agree margins to be applied to proposals to reflect market pricing intelligence, inherent risk levels, value propositions as well as the business plan targets for each market sector. Clearly articulate all aspects of the bid and sales documents so it is clearly understood across all internal and external stakeholders.
  • Ensure timely and comprehensive costing submissions, with agreed margins, are shared with the potential customer ahead of deadline.
  • Provide the Managing Director & Senior Team with regular reports related to all relevant sales, market and competitor activity including an accurate sales pipeline, forecast and key account plan data set.
  • Proactively engage in cross-functional sales initiatives aimed at sharing best practice and understanding Group sales goals.
  • Engage proactively with the industry and customers to assess how the business unit could evolve offering new products and services, utilising the rich wealth of data, to create solutions to existing/future customer challenges.
  • Other tasks as may be reasonably requested by line manager from time to time
Qualifications, Skills and Experience

QUALIFICATIONS/SKILLS/EXPERIENCE:


Required:

  • Minimum of 5 years sales and commercial experience in a similar role, within the offshore sector
  • Proven ability in business development and key account management.
  • Transferable knowledge of offshore services, including but not limited to route engineering, subsea data management, fibre optic and/or power cable installation.
  • A good understanding of contractual terms and conditions, risk management and RQHSE practices
  • Extensive experience in negotiating and closing major contracts
  • Educated to degree level, preferably in an engineering discipline
  • Excellent interpersonal, management and reporting skills
  • Good working knowledge of Share-point MS Office and CRM systems
  • Willingness to undertake periods of domestic and international travel

    Ideal:

  • Extensive knowledge of the renewables industry and/or the telecoms sector and a comprehensive contact network.
About The Company

OceanIQ is part of the Global Marine Group, providing industry-leading subsea cable data, survey, route engineering, permitting and consultancy services for telecom and power cable installation projects. As seabed usage across multiple industries increases, access to, and meaningful interpretation of, detailed subsea data has become essential to plan for future installations as well as protecting those in existence. 

With an unparalleled record of 97% of all fibre optic, and a substantial amount of power cables laid worldwide, coupled with decades of first-hand installation and maintenance experience, the Group’s combined knowledge offers OceanIQ a unique understanding of the ocean floor.

The team can accurately assess subsea projects and geographical locations; utilising their experience, extensive data and intrinsic understanding of the seabed to provide a complete analysis of the environment and detail the safest cable route to maximise installation efficiency and minimise risk to assets. This includes access to the world-leading GeoCable® software, cable records management, charting services, desk top studies, cable fault analysis and cable protection assessments.

OceanIQ’s combined years of expertise gives confidence from the start of a project to the moment the last cable is laid.