Head of Sales - IKM Testing UK (Aberdeen)

The Head of Sales is responsible for driving all external sales initiatives and managing BD Leads with IKM Testing UK Aberdeen branch, ensuring that KPI’s are met and BD Leads follow the IKM Sales and IKM Account Management processes, as well as deliver upon personal sales targets.

Roles and Responsibilities

  • Responsible for the management and performance of all BD/Sales Leads within IKM Aberdeen.
  • Ensure all BD/Sales Leads follow the IKM Sales and Account Management process.
  • Record and report all Activity Bonus data to BD/Commercial Manager for calculating Monthly Activity Bonus.
  • Work closely with BD/Commercial Manager to ensure all BD/Sales activity is in line with overall strategy for IKM Aberdeen.
  • Coach and mentor more junior department members to ensure their continued development.
  • Manage PDP (Personal Development Plans) for direct reports.
  • Ensure data uploaded into CRM system is relevant, accurate and uploaded in the correct format. Plan and prioritise department sales activities and customer/prospect contact towards achieving agreed business aims, including costs and sales - especially managing department time and productivity.
  • Plan and manage department business portfolio/territory/business according to an agreed strategy.
  • Maintain and develop existing and new customers through IKM Sales and IKM Account Management Processes, and relevant internal liaison, to optimise quality of service, business growth, and customer and satisfaction.
  • Respond and allocate Sales Lead where appropriate to follow up all sales enquiries using IKM Sales Process.
  • Monitor and report on market and competitor activities and provide relevant reports and information.
  • Attend and present at external client meetings and internal meetings with other company functions necessary to perform duties and aid business development.
  • Work with the BD/Commercial Manager, Operations Manager, and BD/Sales Leads to determine targeted projects and strategies to win.
  • Work with operations to allow forward planning based on the expected volume of workload to be awarded. Identify peaks and troughs within activity levels and resource team accordingly.
  • Ensure and maintain excellent communications with clients.
  • Attend bid clarification / negotiation meetings with client and ensure follow up are done in a timely manner.
  • Attend follow up meetings to ensure feedback is received and complete and distribute lessons learned reports.
  • Review any possible contract development (Up-sell) and have regular meetings with BD/Commercial Manager and operations to realise all opportunities for IKM.
  • Adhering to Company’s policies and procedures.
  • Travel to other IKM locations along with client locations.

Qualifications Required

Full UK Driver’s License


HND or higher in either engineering or business related degree

Experience Required

  • Must have sound knowledge of UKCS oil and gas industry.
  • Willingness to travel, both within the UK and internationally, when required.
  • Competent in the use of Microsoft Office applications.

Sound technical knowledge of either Pipeline & Process, Well Services and/or Valves.

Personal Skills

  • Knowledge of leadership.
  • Good listener and ability to identify client needs.
  • Driven, reliable and flexible.
  • Ethical approach and commitment.
  • Enthusiasm and determination
  • Must have excellent verbal and written communication skills, with the ability to negotiate and influence others.
  • Strong analytical skills.
  • Must be able to follow a process, whilst having the ability to identify and drive improvements.
  • Empower both themselves and others to set high expectations, targets, and achieve them.
  • Ability to work well in a team, whilst also independently using own initiative.
  • Ability to build strong relationships, both internally and externally.
  • Confident and articulate.
  • Good diplomacy skills.
  • Experience in leading and working effectively in teams.
  • Represent IKM’s best interests at all times.
  • Strong quality focus is a must and able to prioritise tasks with minimal supervision.

Suitable and interested candidates should email a copy of their CV to HR@uk.ikm.com to apply for this position, quoting the full job title in the subject heading.

IKM Testing UK
The IKM Group, Norway|Telephone: +47 51 64 90 00|
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