Sales Manager – Major Projects

Industry: Energy Management Solutions for Industrial Manufacturing

Reporting to: Business Development Director

Job Grade: 1.2 ( 17)

Position Overview:

You will play a crucial role in driving the growth and expansion of EM3’s business within our strategic sectors, particularly focusing on large, global, multi-site, multi-region industrial manufacturing customers.

Reporting to the Business Development Director, you will be responsible for managing the sales and business development activities for major projects. The role requires a proactive, commercially focused, hands-on approach to leading sales efforts, managing client relationships, and co-creating tailored solutions to meet the sustainability, energy efficiency and decarbonisation needs of our clients.

As part of a collaborative team, you will be instrumental in executing business strategies, meeting or exceeding sales targets, and ensuring the long-term financial sustainability and growth of the business.

Key Responsibilities:

1. Business / Commercial / Financial Success:

- Lead and manage major sales projects within strategic sectors, ensuring EM3 meets its business milestones and financial targets.
- Deliver and execute business plans, budgets and forecasts, ensuring sales meet or exceed targets.
- Develop and maintain strong, sustainable relationships with potential and existing clients, identifying new business opportunities and managing key accounts.
- Collaborate with the business development and operations teams to deliver solutions aligned with client sustainability, energy efficiency, and decarbonisation needs.
- Accurately forecast sales, cash flows, and revenue streams, ensuring the protection and growth of both short-term and long-term revenue opportunities.
- Leverage technology and process improvements to optimise financial performance and drive profitable outcomes.

- Business Planning & Strategy:

- Develop and implement strategies to support the long-term business goals of EM3, ensuring the achievement of sales and financial objectives.
- Monitor market trends, competitor activities, and industry analysis to stay ahead of emerging opportunities and challenges.
- Collaborate with the operations team to ensure optimal resource allocation for major projects and support the scaling of operations to meet business growth needs.
- Contribute to the development of EM3’s strategic and operating plans, setting and managing budgets that exceed goals while reinforcing EM3’s market leadership.
- Support the business’s ongoing expansion, identifying opportunities to grow and innovate within the energy management sector.
- Develop and execute sales strategies, working closely with clients to understand their energy needs and sustainability goals.
- Drive solution-selling by co-creating customized energy management strategies with clients, ensuring solutions meet client-specific requirements and objectives.
- Lead negotiations, tendering, and closing of major projects, securing long-term contracts and expanding EM3’s portfolio of clients.
- Prepare and submit professional proposals, quotes, tenders, and case studies, effectively communicating EM3’s value proposition.
- Present to senior executives and decision-makers at client organisations, influencing stakeholders and building relationships at the board and C-suite levels.
- Monitor and track the progress of major projects, ensuring successful execution and client satisfaction.
- Work in close collaboration with business development and operations teams to ensure seamless project delivery and client satisfaction.
- Mentor and support junior sales and business development staff, fostering a positive, results-driven team culture.
- Contribute to the ongoing development and scaling of the business, supporting the delivery of major projects and managing the growing demands of large global clients.

- Market Insights & Continuous Improvement:

- Continuously gather insights on market trends, industry developments, and emerging technologies in the energy management sector to inform business strategies and service offerings.
- Innovate within the consultancy services market to identify new opportunities for growth, ensuring that EM3 remains at the forefront of energy efficiency and sustainability solutions.

Qualifications / Experience:

- Education: Bachelor’s Degree or equivalent in a relevant field such as Business, Engineering, or Energy Management. MBA or similar advanced qualifications are a plus.
- Professional Experience: Minimum of 5 years of proven experience in a leadership or sales role within consultancy services, focusing on large-scale projects in the Pharmaceutical, Food & Beverage, or industrial manufacturing sectors.
- Sales & Business Development: Extensive experience in business development, tendering, sales negotiations, and closing high-value projects.
- Industry Knowledge: In-depth understanding of energy management, sustainability, energy efficiency, and decarbonisation solutions in industrial sectors.
- Presentation & Proposal Writing: Experience in preparing professional proposals, tenders and case studies, with the ability to present at senior executive levels.
- Travel Requirements: Willingness to travel as required to meet with clients and support business development efforts globally.

Core Competencies & Skills:

- Commercial Acumen: Strong understanding of business development, sales and financial forecasting, with a proven ability to drive revenue growth and profitability in major projects.
- Leadership & Relationship Management: Proven leadership skills with a track record of managing and growing key client relationships. Ability to influence decision-makers and build trust at all levels of client organisations.
- Sales Expertise: Expertise in solution-selling, tendering, negotiating, and closing major projects within industrial manufacturing sectors, including the Pharmaceutical, Food & Beverage industries.
- Strategic Thinking & Execution: Ability to develop and implement strategic business plans, balancing long-term vision with short-term execution. Strong focus on delivering results and driving business success.
- Proposal & Presentation Skills: Experience in writing compelling sales proposals, tenders, and marketing materials. Skilled at presenting complex solutions to senior executives and stakeholders.
- Project Management & Coordination: Strong organisational skills with the ability to manage multiple priorities and coordinate across teams to ensure the successful delivery of major projects.
- Problem-Solving & Innovation: Proactive mindset with the ability to identify opportunities, solve challenges and deliver creative solutions that meet client needs.
- Communication & Negotiation: Outstanding written and verbal communication skills. Ability to negotiate complex contracts and resolve conflicts effectively.
- Results-Oriented & Self-Driven: Demonstrated ability to meet or exceed sales targets, with a strong focus on achieving financial and business goals.

How to Apply:

Interested candidates are invited to submit a Curriculum Vitae and cover letter.

EM3 is an equal opportunity employer, committed to fostering a diverse and inclusive workplace. We encourage applications from individuals of all backgrounds and experiences.

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