Responsibilities and Duties:
1. Market Research and Analysis
2. Conduct market research to identify and report industry trends, competitors, and potential growth areas.
3. Regular analysis of market data, client key buying factors, and problem areas to support decision making for our service and solution offerings, outreach channels/go-to-market and pricing strategies.
4. Develop insights into the regional business environment, including regulations, procurement processes, and economic trends in the UK and Europe.
5. Coordination
6. Work with the UK and Italy Operations Managers and MES Italy BD & Global BD Function to align marketing and sales efforts with the specific goals and objectives of each service area for the designated territory and client(s). Understanding the unique solutions and value propositions of each service line is critical to tailor marketing and sales activities.
7. Schedule regular meetings with the UK and Italy Operations Managers, MES Italy BD and Group BD Director to discuss market trends, client key buying factors, client feedback, and updates on the service and solutions offerings and sales.
8. Collaborate with the UK Operations Managers and Group BD Director to determine the allocation of sales and marketing resources, such as budget and manpower, for promoting our services and solutions.
9. Ensure that the marketing, and sales and marketing resources are distributed optimally to support overall business growth and client acquisition/retention goals with the designated territory and clients.
10. Marketing and Branding
11. Assist in the development and implementation of marketing strategy, brand plan and marketing materials (traditional and digital) for our business.
12. Assist in global and local digital marketing initiatives, including social media, email campaigns, and participation in industry events such as exhibitions and conferences.
13. Monitor the performance of marketing and sales and marketing efforts in the designated territory and make data-driven adjustments as needed.
14. Provide marketing training internally for staff to act as our brand ambassadors in their interactions with clients and local communities.
15. Business Development
16. Identify and target potential clients and business opportunities in line with the marketing strategy.
17. Build and maintain relationships with key decision-makers in client organisations.
18. Develop and execute strategies for lead generation and client acquisition.
19. Develop and execute strategies for attracting repeat business and client retention.
20. Lead negotiations, prepare proposals, and close deals to secure new contracts.
21. Develop strong expertise in solution-based sales, particularly for engineering consulting services, ensuring alignment with complex client needs.
22. Engage with clients in long sales cycles, focusing on consultative selling.
23. Demonstrate knowledge of key industries in the region, including energy, oil & gas, and engineering consultancy, ensuring a tailored sales approach.
24. Managing Annual Marketing and Sales Campaigns
25. Work with the Group BD Director and UK and Italy Operations Managers to drive local marketing and sales campaigns. The campaigns should include setting clear objectives, target audiences, key messages, and metrics for success.
26. 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.
27. Assist in the performance assessment of the campaigns to refine future campaigns and improve their effectiveness.
28. Identifying and Screening Key Clients
29. Develop an ideal client profile for the designated territory. This profile should outline the characteristics, pain points, and objectives of clients that are the best fit for our services and solutions.
30. Conduct in-depth research on key clients to understand their current challenges, past interactions with our business and their position in the designated territory. This knowledge shall inform tailored marketing and sales and marketing approaches.
31. Study competitors and their relationships with key clients to identify areas where we can provide a unique value proposition and subsequently win competition.
32. Managing Designated/Key Clients
33. Represent MES for the designated clients (who shall be considered as key clients).
34. Assist with appointing dedicated account managers or teams to handle key clients. Support these account managers in nurturing client relationships, understanding client needs, ensuring client satisfaction, and achieving a higher share of wallet and maximum repeat business.
35. Assist with designing tailored solutions for the designated clients and key clients. These solutions should directly address the specific challenges and goals of each key client.
36. 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.
37. 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.
38. Identify opportunities for upselling additional services or cross-selling complementary services to key clients.
39. Promptly address any issues or concerns that key clients may have. Provide efficient solutions and demonstrate a commitment to their success.
40. Request positive testimonials and referrals from key clients.
41. 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 clients' experience.
42. Client Relationship Management
43. Foster strong, long-term relationships with clients, ensuring their satisfaction and seeking opportunities for upselling and cross-selling services.
44. Reporting and Accountability
45. Keep Group BD Director and UK and Italy Operations Managers and other stakeholders informed through regular reports.
46. Be accountable for the success of the marketing and sales efforts 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 required from the employee. Duties, responsibilities and activities may change at any time with or without notice.
Qualifications:
* Minimum of Bachelor's degree In either a Technical or Commercial undergraduate subject
Knowledge and Experience:
* Minimum 3 years of experience in B2B Sales and Marketing of engineering or consultancy services, preferably in energy, oil and gas or the process industry.
* Strong understanding of the energy and chemicals industry, market dynamics, and client needs.
* Strong understanding of energy transition and emerging/new technologies.
* 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, prioritise and work under pressure.
* Strong ethical conduct.
* Ability to maintain strict confidentiality of business information.
Computer Skills:
* Advanced skills in Microsoft office (Excel, PowerPoint, Word)
Language:
* English