Group Sales and Marketing Manager

Scope:

The Group Sales and Marketing Manager plays a pivotal role in driving revenue growth and establishing a strong brand and market presence for our consultancy services. This multifaceted role combines strategic planning, client relationship management, and creative Sales and Marketing campaigns to achieve our business objectives. Effective coordination and collaboration with our service line directors and operations managers is an essential component for success for this role.

Market Research and Analysis

• Conduct market research to identify and report industry trends, competitors, and potential growth areas.
• Regular analysis of market data, client key buying factors or problem areas to support decision making for our service and solution offerings, outreach channels/go-to-market and pricing strategies.

Coordination with Service Line Directors and Business Unit Operations Managers

• Work closely with service line directors to align Sales and Marketing efforts with the specific goals and objectives of each service area. Understanding the unique solutions and value propositions of each service is critical to tailor marketing strategies effectively.
• Schedule regular meetings with service line directors and operations managers to discuss market trends, client key buying factors, client feedback, and updates on the service and solutions offerings and sales. These interactions help in keeping the Sales and Marketing strategies aligned with the evolving needs of clients and the industry at each specific business unit location.
• Establish a strong feedback loop between service line directors, operations managers and the Sales and Marketing team. Ensure that their input on market conditions, competition, and client preferences informs marketing strategies, content creation, and client targeting.
• Collaborate with service line directors and operations managers to determine the allocation of Sales and Marketing resources, such as budget and manpower, for promoting their respective services and solutions. Ensure that the Sales and Marketing resources are distributed optimally to support overall business growth and client acquisition/retention goals.

Marketing and Branding

• Develop and implement a comprehensive marketing strategy and brand plan to advance our market position and enhance brand awareness in line with our vision. The marketing strategy and brand plan should be driven by client needs and market trends and focus on our service and solution offerings.
• Create compelling marketing materials, including brochures, presentations, stationary and website content.
• Coordinate the development of marketing materials specific to service lines. These materials should highlight the unique strengths and benefits of each service, which is valuable for both online and offline promotion.
• Oversee digital marketing initiatives, including social media, email campaigns, and participation in industry events such as exhibitions and conferences.
• Monitor the performance of Sales and Marketing efforts and make data-driven adjustments as needed.
• Provide marketing material and training internally for all company staff to act as our brand ambassadors in their interactions with clients and local communities.

Business Development

• Identify and target potential clients and business opportunities in line with the marketing strategy.
• Build and maintain relationships with key decision-makers in client organisations.
• Develop and execute strategies for lead generation and client acquisition.
• Develop and execute strategies for attracting repeat business and client retention.
• Lead negotiations, prepare proposals, and close deals to secure new contracts.

Managing Annual Marketing and Sales Campaigns

• Work with the Sales and Marketing team, service line directors and operations managers to devise annual marketing and sales campaigns. The campaigns should include setting clear objectives, target audiences, key messages, and metrics for success.
• Oversee the implementation of the marketing and sales campaigns, ensuring that they are executed on time and in accordance with the established strategy. Monitor the performance of different marketing channels and adjust the strategy as needed.
• After each campaign, conduct a thorough analysis of its performance. Evaluate the ROI, assess the impact on client acquisition/retention, and gather feedback from the business development, service line and operations teams. Use this data to refine future campaigns and improve their effectiveness.

Identifying and Screening Key Clients

• Implement a market segmentation in line with the marketing strategy to categorise potential clients into distinct groups. This segmentation should be based on factors like industry, size, revenue, and specific needs relevant to our service and solution offerings.
• Develop an ideal client profile in collaboration with service line directors and operations managers. This profile should outline the characteristics, pain points, and objectives of clients that are the best fit for our services and solutions.
• Create a systematic lead qualification process to filter potential clients. Determine criteria for lead quality and set up a lead scoring system to prioritise high-potential leads and existing key clients.
• Invest time in in-depth research on key clients. Understand their current challenges, past interactions with our business and their position in the market. This knowledge informs tailored Sales and Marketing approaches.
• Study competitors and their relationships with key clients. Identify areas where we can provide a unique value proposition and subsequently win competition.

Managing Key Clients

• Appoint dedicated account managers or teams to handle key clients. These individuals should be responsible for nurturing relationships, understanding client needs, ensuring client satisfaction, and achieving a higher share of wallet and maximum repeat business.
• Collaborate closely with service line directors, operations managers and account managers to design tailored solutions for key clients. These solutions should directly address the specific challenges and goals of each client.
• Establish frequent communication channels with key clients and maintain a strong, ongoing relationship. This includes regular meetings, check-ins, events, newsletters and feedback sessions to address any client concerns.
• Continuously track the performance and outcomes of our services and solutions uptake by key clients. Use key performance indicators (KPIs) to assess the value we are delivering and make adjustments as needed.
• Identify opportunities for upselling additional services or cross-selling complementary services to key clients.
• Promptly address any issues or concerns that key clients may have. Provide efficient solutions and demonstrate a commitment to their success.
• Request positive testimonials and referrals from key clients.
• Actively seek feedback from key clients about their experience with our services and solutions. Use this feedback to refine our service and solutions offerings and improve the client experience.

Client Relationship Management

• Foster strong, long-term relationships with clients, ensuring their satisfaction and seeking opportunities for upselling and cross selling services.

Management of the Sales and Marketing Team

• Organisation and team building
• Lead and motivate a team of Sales and Marketing professionals including account managers. Provide guidance, address challenges, and ensure that team members are aligned with the Sales and Marketing objectives and deadlines.
• Set clear goals and objectives, provide guidance, and assess performance regularly.

Budget Management

• Create a detailed annual budget for Sales and Marketing factoring in various expenses like payroll, advertising, events, content creation, and promotional materials.
• Ensure that the budget allocation to marketing and sales campaigns and other Sales and Marketing activities aligns with the strategic priorities of the business.
• Ensure cost-effective allocation of resources and measure ROI on Sales and Marketing investments.

Reporting and Accountability

• Keep senior management and stakeholders informed through regular reports. Be accountable for the success of the Sales and Marketing and transparent about the results, lessons learned, and recommendations for future improvements.

Other Duties: Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties responsibilities and activities may change at any time with or without notice.

Qualifications:

• Minimum of Bachelor’s degree in chemical, process safety, loss prevention, mechanical or electrical engineering.
• Postgraduate business-related degree is preferred.

Knowledge and Experience:

• Minimum 12 years of experience in B2B sales and marketing of engineering or consultancy services in energy, oil and gas or process industry.
• Strong understanding of the energy and chemicals industry, market dynamics, and client needs.
• Strong understanding of energy transition and the emerging/new technologies.
• The applicant must have a revenue responsibility of USD 50 – 100 million with their current employer.
• Results driven.
• Strategic thinker.
• Exceptional communication (verbal and written) and negotiation skills.
• Proficiency in marketing tools and strategies, including digital marketing and analytics.
• Analytical mindset with the ability to make data-driven decisions.
• Excellent leadership, team management and organisational skills.
• Experience in sales planning and budgeting.
• Strong interpersonal and time management skills.
• Ability to multitask and prioritise and work under pressure.
• Strong ethical conduct.
• Ability to maintain strict confidentiality of business information.