- Develop and execute a three-year energy-sector growth strategy and annual operating plan, including market segmentation, value propositions, route-to-market priorities, resource requirements and measurable commercial outcomes.
- Own sector revenue, gross margin, bookings, pipeline, collections and account-growth targets; translate them into territory, account and individual objectives with clear milestones and corrective actions.
- Build a diversified portfolio across upstream, midstream, downstream, power and adjacent energy segments, balancing strategic accounts, new-logo acquisition, renewals and cross-sell opportunities.
- Establish opportunity qualification standards, stage-gate reviews, bid/no-bid criteria and pursuit governance to improve pipeline quality, conversion and use of company resources.
- Develop strategic account plans that define customer priorities, stakeholder maps, competitive position, whitespace opportunities, relationship actions and multi-year revenue potential.
- Lead executive engagement and consultative discovery, converting operational and business challenges into differentiated technology and service propositions with quantified customer value.
- Mobilise and direct cross-functional pursuit teams, clarifying roles, timelines, dependencies and decision rights across Technical, Delivery, Finance, Legal, Procurement, Marketing and partners.
- Oversee proposals, quotations, tenders, demonstrations and contract negotiations; ensure solution integrity, pricing accuracy, approved margins, risk review, compliance and timely submission.
- Maintain a robust forecasting cadence through weekly pipeline reviews, monthly business reviews, scenario analysis, win/loss assessment and documented recovery plans for performance gaps.
- Ensure CRM data is complete, current and decision-useful, with accurate opportunity stages, values, probabilities, close dates, next actions and supporting evidence.
- Lead, coach and performance-manage assigned sales personnel through clear objectives, regular one-to-ones, field coaching, deal reviews, development plans and fair accountability for results and behaviours.
- Assess team capacity and capability, recommend recruitment or deployment actions, support onboarding and succession planning, and build a culture of collaboration, learning and high performance.
- Establish senior-level customer governance, including engagement plans, service reviews and escalation paths, to improve retention, satisfaction, renewal performance and share of wallet.
- Coordinate post-award commercial handover to delivery teams, ensuring scope, assumptions, obligations, milestones, risks and customer expectations are clearly documented and understood.
- Partner with Finance and delivery teams to track invoicing, receivables, contract performance and margin leakage, and lead timely resolution of issues affecting cash flow or customer outcomes.
- Develop and manage productive relationships with OEMs, technology partners and strategic vendors; align joint account plans, opportunity support, certifications and co-selling activities.
- Provide structured market intelligence on customer investment priorities, competitor positioning, regulatory developments, emerging technologies, procurement trends and sector risks.
- Collaborate with Marketing on sector campaigns, events, thought leadership, reference stories and lead-generation programmes, and measure their contribution to qualified pipeline.
- Represent the company at customer, partner and industry engagements with strong commercial judgement, consistent messaging and professional conduct.
- Identify, document and escalate commercial, legal, credit, delivery, reputational and compliance risks; ensure required approvals are secured before commitments are made.
- Ensure all activities comply with the Code of Conduct, delegated authorities, anti-bribery requirements, confidentiality obligations, data-protection standards and applicable laws and regulations.
- Maintain current knowledge of the company’s portfolio, relevant technologies and the energy market, and perform other related duties assigned by authorised business leadership.
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