Sales and Business Development Director (HR21007)

Job description

Due to increasing business requirements and continuation of the company’s expansion in operational footprint, Stork is seeking to appoint a new Sales & Business Development Director.  The role will lead the Sales, Proposals and Marketing functions in the UK regional business.

This role requires an ambitious, focused and dynamic Sales & BD Director (aspirational Sales & BD Manager) with a proven track record in delivering strategic growth within a regional business unit, which includes a diverse portfolio of long-term contracts. 

The successful candidate will define and implement a creative regional sales and business development strategy.  While also identifying and securing new opportunities for growth in new sectors such as onshore oil and gas, nuclear, renewables and other infrastructure industries.  The individual should exhibit a proven experience in driving business growth, opening new markets, enhancing the company’s profile, improving margins, while maximising revenues. 

Key Result Areas and Key Performance Indicators

Area Business Unit Leadership / Management

• Develop, communicate and promote a clear internal and external vision and business plans. These plans include a Sales & BD strategy in alignment with Stork Corporate as well as regional strategy and objectives approved by Group Management and Regional Management.
• Drive the implementation of Regional Sales & BD business plans by providing motivation, guidance, resources as well as clear, achievable and challenging objectives for direct reports.
• Monitor and report on Sales & BD performance against Regional business plans. Identify areas for business performance improvement, make changes/corrective actions as required, and evaluate results against the plan regularly to ensure the greatest chance for success.
• Ensure excellence in Sales, BD & Customer relationship management by taking the lead with opportunity pipeline sessions, strategy to wins, CRM management and risk reviews. Serving as executive sponsor on selected key projects, prospects, and strategic accounts
• Display leadership to ensure cohesion between the organisation and all staff.  Exhibit a willingness to confront and resolve issues.

Commercial / Strategic Management

• Manage regional P&L, operating cash flow and drive forward margin optimisation strategies.
• Position the business to increase revenue through business development activities and diversification into other industries.
• Provide proactive relationship management for the existing business and for future projects, consistent with the overarching BD strategy.
• Together with the support of other Regional Leadership team members, drive the development and execution of business development plans that fit within the agreed parameters.
• Identify and build strategic partnerships in order to assist with development activities.
• Conduct appropriate risk and opportunity assessments in relation to the division.

Job requirements

Key Result Areas and Key Performance Indicators (Continued)

Business Development & Sakes/Cross Selling

• Identify and commercialise new business opportunities.
• Develop a strategic plan that meets corporate objectives in growing both revenue and profitability, as well as increasing market share in the offshore oil and gas sector and gaining market share onshore.
• Ensure all objectives, strategies and actions of the plan are implemented, reported upon and adhered to.
• Provide and facilitate cross fertilisation and alignment throughout the Sales, Proposals and Marketing & Communications teams. Ensure all objectives, strategies and actions of the plan are met.
• Develop and nurture long-term client relationships and maximise sales volume into new or existing markets through promotion of the full Stork portfolio.
• Together with the UK other Regional Leadership team members, set growth strategies in alignment with the Stork Group growth vision.

Business Planning & Reporting

• Develop consolidated annual budgets in alignment with Stork Group and Regional strategic plans.
• Monitor and own operational and business development budgets,   clearly communicating budget performance to stakeholders.
• Align with the UK Finance Director to manage the UK’s financial position and take action to ensure strong business performance.
• Ensure regular reviews and reporting of progress to realise strategic plans, business plans and financial results.
• Oversee the development and implementation of the required business development CRM tools and operational systems, in line with Company requirements.

Operations & Performance Management

• Lead continuous improvement initiatives to improve efficiency, maintain achievement of plan and ensure business growth and profitability improvement.
• Ensure the appropriate and mandatory use of Stork’s internal Sales and CRM systems and reporting.
• Drive excellence in execution across all Stork’s operations, ensuring that priorities are set and resources appropriately allocated to achieve strategic objectives.

HSEQ & Risk Management

• Visibly promote and develop a continuously improving HSEQ culture in line with Stork’s Safer Together Behaviours and Company core values.
• Ensure that all personnel, contractors and suppliers under direction, comply with Stork’s Health, Safety and Environment management systems, manuals and processes.
• Take appropriate steps to foreshadow potential risks and set up contingency plans.
• Contribute to Stork’s HSEQ policies and ensure all policies and regulations within the UK are adhered to and are aligned with legal requirements, recommendations of Stork and on customers' request.

Stakeholder Management & Talent Development

• Maintain an extensive network of internal and external stakeholders, including clients, potential clients, regulatory bodies and the business community to raise the profile of Stork.
• Actively take part in the enhancement of customer relations activities.
• Develop a culture of proactive and open communication covering operational and strategic issues both internally and externally.
• Articulate and promote Stork’s future position in a clear and confident manner to industry stakeholders and employees.
• Enhance skills, performance and development of all Stork employees by driving, sponsoring and promoting diversity, effective talent development and training programs.

Working conditions

The preferred candidate requires a broad knowledge of the company’s capabilities and solutions, to support Stork’s product and service offerings, while driving innovation and expansion.  This must be managed in alignment with Stork’s existing contracts and relationships; maintaining a strong focus on the growth of company’s core and current expertise in the offshore oil and gas market.

In addition to new market entry, the ideal candidate will drive operational efficiencies and the concept of ‘lean working’ across the business to ensure the best possible return, whilst maintaining outstanding performance in HSEQ, in line with Stork core values.

As a member of the UK Leadership Team, this role requires a strong and confident leader, with excellent interpersonal skills and the ability to quickly build trusting long-standing relationships. These attributes should be displayed to all internal and external stakeholders (UKLT, colleagues, Sales and BD team, customers and relevant Industry representatives the UK). 

The successful promotion and marketing of Stork is key and the ideal candidate will have a strong concept of Marketing and Communication plans and strategies, in alignment with a corporate function.

Building on this, the role requires leadership in the management of a productive and fast-paced Proposals team; ensuring accuracy, creative strategy to win plans, clear value creation for our clients as well as commercial preparedness.

He/she must also display a long-term focus on talent development and succession planning.  This is to ensure a positive team dynamic and promote strong relationships; ensuring Stork is well positioned in the UK for the future.

Qualifications

• Degree qualified in a relevant discipline or equivalent career development and experience
• Master’s degree or MBA preferred, but not essential

Experience

• Previous P&L management experience acquired in a general management role of a comparable size business unit.
• Experience in an operations and maintenance energy (or related) services business (both onshore and offshore).
• Exposure to other relevant sectors such as power, chemicals, petrochemicals, and renewables would be advantageous.
• A proven leader; has successfully led and managed multi-functional teams of direct reports and wider sizeable workforce with varying levels of experience and diverse backgrounds.
• Prominent figure in the industry, with a wide network of contacts.
• Commercially and strategically astute, with a proven track record of securing new and repeat business; delivering significant business growth within a business unit, which has a diverse portfolio of long-term contracts.
• Experience in successfully achieving annual sales targets within assigned region and contracts.
• Proven ability to connect with customers, providing a compelling value proposition.
• Creative and forward looking, able to think “outside the box”.

Location: Various UK Locations will be considered
Hours: 40 hours
Contract: Permanent

Company Information

Stork is a global provider of integrated operations, maintenance, modifications and asset integrity solutions.  We serve the Energy, Industrial and Infrastructure sectors, both onshore and offshore. The organisation was founded in 1827 and became a member of the Fluor Group in 2016. Stork is headquartered in Utrecht, Netherlands and currently employs around 18,000 people in over 100 countries.

The Group continues to progress its strategy to diversify its product and service portfolio, market focus and geographical footprint, while providing delivery excellence and innovative solutions for its clients. In addition to its historical service offering, Stork is focused on becoming an industry leader in asset integrity, assisting its clients through innovative, digital and data-informed life-cycle asset solutions, to create sustainable growth. Stork’s services are tailored to optimise asset performance, thereby minimising downtime, enhancing cost-effective production and maximising return on investment, while working to the highest HSEQ standards.

This is an exciting career opportunity for the right individual to support ongoing growth, establish key industry relationships, drive innovative thinking throughout every level of Stork’s organisation and deliver effective results.

For more information regarding Stork, please visit:  www.stork.com/UK.