Commercial Sales Manager

Job description

Tradebe is a group of industrial businesses with the commitment of creating a more sustainable planet and making significant contributions to human wellbeing. Our main business line Tradebe Environmental Services is an international leader focused on recycling, energy recovery and circular economy, managing all different environmental liabilities in a sustainable way. We provide services to the entire industrial complex with high safety and quality standards.

We are looking for a Sales Manager to be based around our site in Aberdeen, with frequent travel across the region.
 

The role

The main purpose of the role is to manage and develop Tradebe Scotoil’s commercial approach to the Oil & Gas Industry, as well as managing the sales team. 

In addition, you will ensure the sales teams work together to leverage sales leads and prospects from other Tradebe sales teams (eg industrial hazardous, healthcare, polymers or chemicals) to achieve revenue and profit targets.

To organise the team so it is a high performing, achieving team with clear KPIs. Bring a structured approach to Tradebe Scotoil penetration of the NORM and hazardous waste market in the Oil & Gas Industry.
 

The person

•    Development and growth of the teams Order Book portfolio and maximizing opportunities from each customer account.
•    Meeting the sales teams weekly revenue targets (both at the team and individual levels)
•    Ensuring all sales team members have the right level of competencies to fulfil their role
•    Working with operations, analyzing costs and sales and understanding the margin generated from each job among setting price strategies.
•    Liaising with other members of the hazardous waste sales team and other technical experts to expand our services portfolio.

Business Development
•    Leading and supporting the Sales Team in responding to RFPs and tenders 
•    Maintain up to date knowledge of industry news, trends, products, services, and competitors.

Team Working

•    Effective leadership over the Sales Team to ensure the needs of the business and financial targets are met.
•    Liaise closely with sales and operational colleagues to ensure best practise is adhered to and there is a uniformity in company approach to the customer base.
•    Influence internal stakeholders to ensure customer needs and expectations are met

•    Work with the financial analyst and sales team to respond to bid requests and tenders with fully costed proposals.
•    Produce & ensure TAD client quotations meet both customer & client needs 
•    Contribute to assessment of current market spot price by providing accurate and timely feedback on won and lost opportunities and prices.

•    Monthly consolidated performance report for each sales team.
•    Quarterly business plan for the area of responsibility incorporating priorities and actions for each sales team member.

KPIs / Objectives

•    Ensure the team are using the latest sales techniques and best practice by demonstrating that the team are being upskilled both in current skills and/or by addition of new members.
•    Achievement of monthly revenue targets.
•    Achievement of customer specific EBITDA targets.
•    Achievement of activity targets – customer engagement KPIs.
•    Reporting on sales pipeline, won and lost business, conversion rates per individual salesperson. 

Other Essential Skills:

•    Extensive experience in leading a field sales team (Account Managers / Area Sales Managers and above) in the Oil & Gas Industry. 
•    Strong leadership and talent development skills.
•    Strong ability to communicate effectively internally and mange upwards including presentations to leadership team and the Board.
•    Proven track record in mentoring and coaching sales teams.
•    Strong commercial acumen and drive to achieve organic growth.
•    Computer literate. 
•    Good interpersonal skills. 
•    Good communicator.
•    Aware for the need of discretion & confidentiality. 
•    Be able to work under specified and agreed time constraints.

We offer

•    Competitive salary
•    Car allowance 
•    Annual bonus 
•    Contributory Pension   
•    Access to our benefits platform for discounts and cash back on shopping purchases, gyms and leisure activities, cycle to work scheme and dedicated wellbeing centre