Sales Director

Purpose

• As Sales Director you lead the sales team to achieve revenue targets, develop strategic sales plans and build strong client relationships to drive business growth at portfolio level.
• You are overall responsible for the technical and commercial offers to win the opportunities assigned by the Group Sales & Marketing Director to you in your area. You hold responsibility for a profitable order intakes in a 5 years time horizon.

Responsibilities

• Develop and implement a comprehensive sales strategy, aligning with the organization’s overall objectives to drive revenue growth and market expansion.
• Lead and manage the sales team, providing direction, motivation, and support to achieve sales targets and business goals.
• Collaborate with executive leadership to set sales goals and objectives, ensuring they are aligned with the company’s strategic vision and growth plans.
• Review market trends analyses, customer needs, and competitor activity, using insights to refine sales strategies and identify new opportunities for business development in new products, new areas and new models.
• Oversee the sales pipeline management, ensuring that leads are effectively nurtured, tracked, and converted into long-term customer relationships.
• Develop and maintain strong relationships with key clients and partners, ensuring high levels of customer satisfaction and loyalty.
• Lead contract negotiations with major clients, ensuring favorable terms that maximize revenue and minimize risk for the organization.
• Collaborate with marketing and product development teams, ensuring that sales efforts are supported by effective marketing campaigns and aligned with unique product offerings.
• Stay updated on industry trends and emerging markets, using this knowledge to drive innovation and keep the organization competitive. And you are a recognized and influencial professional within the industry.
• Report on sales performance to the Group Sales & Marketing Director / board of directors and senior management, providing insights, forecasts, and strategic recommendations to guide decision-making.
• Market to Clients the unique value proposition of SBM, and can fluently navigate the commercial Hybrid models, relevant to large infrastructure projects.
• In depth knowledge of the Partnering/Contracting scheme risk profile: Act as a guide/discussion partner with the client or internally to evaluate the best options of the various contracting scheme and their associated risk in terms of liability profile.
• Knowledge of asset finance facilities for lease and operate and ability to set-up new projects and manage the long term funding strategy. Ability to support tendering activities by reviewing relevant contracts and liaising with banks or equity partner to get support/feedback. Understand the mechanics of the lease model (e.g. K factor versus passthrough risk profile) to deliver the best offer in a competitive environment while adapting the project financing risk to the latest market conditions, positioning SBM uniquely.
• Ability to manage relationships with existing and prospective lending institutions as well as with external parties for example but not limited to credit agencies, lawyers and technical advisors.

Education

• Master’s degree in Engineering or Business, or a related field; MBA is preferred.

Experience

• Minimum of 15 years of experience in sales, or Project Directorate with at least 5 years in a senior leadership or director-level role managing large sales teams and driving sales strategies.
• Proven experience in developing and executing sales strategies that drive revenue growth, increase market share, and enhance customer satisfaction.
• Strong background in leading and motivating sales teams, with a track record of achieving or exceeding sales targets and fostering a high-performance sales culture.
• Demonstrated ability to work closely with cross-functional teams, including marketing, finance, and product development, to align sales strategies with overall business goals.
• Experience in managing key customer relationships, negotiating high-value contracts, and developing long-term partnerships that contribute to sustained business growth.
• Proficiency in using CRM systems, sales analytics tools, and other business software to manage the sales pipeline, track performance metrics, and make data-driven decisions.
• Strong strategic thinking and problem-solving skills, with the ability to assess market trends, identify new business opportunities, and mitigate risks.
• Excellent leadership and communication skills, with the ability to make recommendations and collaborate with stakeholders at all levels, including C-level executives and board members.
• Experience in budgeting, forecasting, and financial management, with a focus on optimizing sales performance and achieving revenue goals.
• Relevant certifications such as Certified Sales Executive (CSE), Project Management Professional (PMP), or sales leadership certifications are preferred.

Functional Competencies