Country Strategic Sales & Commercial Manager

Job Description

Who we are
Do you want to join our Geo-data revolution? Fugro’s global reach and unique know-how will put the world at your fingertips. Our love of exploration and technical expertise help us to provide our clients with invaluable insights. We source and make sense of the most relevant Geo-data for their needs, so they can design, build and operate their assets more safely, sustainably and efficiently. But we’re always looking for new talent to take the next step with us. For bright minds who enjoy meaningful work and want to push our pioneering spirit further. For individuals who can take the initiative, but work well within a team.

Job Description:-

Initiates and executes Fugro’s country commercial development plan in line with the regional commercial development strategy. Leads the client-facing team in the country, developing a deep commercial culture. Identifies and leads strategic or large cross-business lines opportunities. Improves the commercial critical success factors across the entire Fugro organization in the country; L2C sales funnel and CRM processes & systems, sales forecasting tools, key account management, market & competitor intelligence, price & margin optimization, customer satisfaction whilst developing commercial skills and culture of the country Business and Service Line teams.

Regularly interacts with the Country Director India and the Country Business Line Managers on market trends and strategic opportunities. Leads, develops and coaches team of client-facing or commercial staff. Connects to the Regional Director Strategic Sales and Marketing to regionally align on processes, systems, trainings, key account information and overall commercial strategy.

L2C sales process and forecasting:-
Maintains the L2C sales funnel and CRM management processes and systems (Avalon). Controls the country sales forecasting process. Ensures all opportunities and client data are registered and maintained in the sales funnel and CRM system (Avalon) to improve the effectiveness of the regional business and service line commercial teams. Reviews or is consulted for proposals and global framework agreements in line with the Authorization Matrix requirements.

Key Account Management:-
Initiates and maintains a country key account management strategy, resulting in a clear country KAM structure and plans.

Market and Competitor Intelligence:-
Initiates and maintains country market and competitor intelligence and analyses. Generates relevant leads from central market intelligence databases to support country commercial teams.

Price & margin optimization:-
Initiates and maintains a standardized country pricing, margin and terms & conditions structure in line with the regional pricing strategy to optimize the commercial effectiveness of the regional business and service lines.

Marketing & communication:-
Initiates and executes a country marketing communication plan and activities in line with the regional communication strategy to support the country Business and Service Lines commercial objectives.

Customer satisfaction:-
Implements and maintains regular customer surveys to ensure customer satisfaction is reviewed and improved.

Commercial skills:-
Implements commercial skills improvement programs for the country business line commercial teams and client facing staff.

People development:-
Drives development, performance appraisals and succession planning of staff from diverse backgrounds to enhance our leadership capacity and achieve excellence. Ensures retention and advancement of high potentials and key contributors across the organization.

HSSE:-
Shows and applies true management commitment and exemplary leadership to deepen and strengthen our safety culture throughout the company and drives adherence of Business / Service Lines and all legal entities to Fugro HSSE Management Systems, policies and standards.

Education:- Bachelor (Business or Technical )

Working experience:- 8-15 years (Sales and Marketing )

Management experience:- 3-8 years (Commercial or Marketing Manager)

What we offer

Fugro provides a positive work environment as well as projects that will satisfy the most curious minds. We also offer great opportunities to stretch and develop yourself. By giving you the freedom to grow faster, we think you’ll be able to do what you do best, better. Which should help us to find fresh ways to get to know the earth better. We encourage you to be yourself at Fugro. So bring your energy and enthusiasm, your keen eye and can-do attitude. But bring your questions and opinions too. Because to be the world’s leading Geo-data specialist, we need the strength in depth that comes from a diverse, driven team.

Our view on diversity, equity and inclusion

At Fugro, our people are our superpower. Their variety of viewpoints, experiences, knowledge and talents give us collective strength. Distinctive beliefs and diverse backgrounds are therefore welcome, but discrimination, harassment, inappropriate behaviour and unfair treatment are not. Everybody is to be well-supported and treated fairly. And everyone must be valued and have their voice heard. Crucially, we believe that getting this right brings a sense of belonging, of safety and acceptance, that makes us feel more connected to Fugro’s purpose ‘together create a safe and liveable world’ – and to each other.

HSE Responsibilities:

Responsible for ensuring safety of self and others at site. Prevent damage of equipment and assets Responsible for following all safety signs/procedures/ safe working practices Responsible for using appropriate PPE’s Responsible for participating in mock drills. Entitled to refuse any to undertake any activity considered unsafe. Responsible for filling up of hazard observation card, wherever hazard has been noticed at site. Responsible for safe housekeeping of his work place. To stop any operation that is deemed unsafe To be able to operate fire extinguisher in case of fire To report an incident as soon as possible to immediate supervisor and HSE manager To complete HSE trainings as instructed to do so

Disclaimer for recruitment agencies:

Fugro does not accept any unsolicited applications from recruitment agencies. Acquisition to Fugro Recruitment or any Fugro employee is not appreciated**.**