HEAD, SALES & BUSINESS DEVELOPMENT

Department: Sales & Business Development
Reports To: COO & MD
Direct Reports: Key Accounts Managers, Sales & BD Executives, Bids & Tender Engineers, Technical Sales Engineers
Industry: Oil & Gas / Energy

JOB SUMMARY

PREMIUM HR SOLUTIONS LIMITED is currently recruiting for our client, for the position of Head, Sales & Business Development.

The Head, Sales & Business Development will lead the strategic and operational sales activities of the organization. The role is responsible for driving business growth, optimizing revenue, developing and sustaining long-term client relationships, and ensuring the effective execution of the company's commercial strategy.

A critical component of the role is building, leading and sustaining a high-performance sales team that consistently delivers results while aligning sales and business development strategies with overall organizational objectives.

KEY RESPONSIBILITIES

Sales & Business Development Strategy

• Develop and execute sales strategies in line with the company's business objectives.
• Drive revenue generation through innovative and effective sales initiatives.
• Identify new business opportunities and develop strategies to convert them into revenue.
• Monitor market dynamics, customer needs and industry developments to identify growth opportunities.
• Drive sustained business growth and expansion of the company's market presence.

Client & Account Management

• Build and maintain strong, trust-based relationships with new and existing clients.
• Develop and implement structured Account Management Plans for strategic, key and transactional clients.
• Ensure high levels of client satisfaction and retention.
• Identify opportunities for account growth, cross-selling and additional services.
• Maintain strong customer service standards across the sales function.

Bids & Tender Management

• Lead and oversee the commercial bids and tendering process.
• Ensure bids and proposals are accurate, compliant, competitive and submitted within required timelines.
• Coordinate with relevant technical and commercial teams during bid preparation.
• Monitor the business development pipeline and tender opportunities.
• Ensure effective execution of commercial strategies across bids and business development activities.

Contract & Commercial Management

• Lead and oversee contract negotiations.
• Secure commercially favorable terms while maintaining customer satisfaction.
• Review commercial requirements and ensure alignment with organizational objectives.
• Support revenue and profitability objectives through effective commercial management.

Sales Team Leadership

• Build, develop and manage a high-performance sales team.
• Provide coaching, mentoring and continuous professional development.
• Establish clear performance expectations and hold team members accountable for agreed targets.
• Implement effective performance management and succession planning.
• Promote a culture of accountability, collaboration, professionalism and results.
• Develop the team's knowledge of Oil & Gas sector dynamics and industry best practices.

CRM & Sales Operations

• Ensure 100% compliance with Zoho CRM usage across the sales team.
• Ensure customer, opportunity and pipeline information is accurate and consistently updated.
• Monitor sales pipelines and provide appropriate visibility on opportunities and forecasts.
• Provide oversight in the planning, preparation and execution of sales operations.
• Utilize CRM and sales analytics to support commercial decision-making.

Technical Sales & Project Support

• Drive technical sales development and opportunity generation.
• Support project scoping and ensure appropriate alignment between sales and technical requirements.
• Coordinate project handover to Operations when required.
• Collaborate with cross-functional teams to ensure sales commitments align with operational capabilities.

Regulatory & Compliance

• Ensure compliance with applicable regulatory requirements.
• Oversee required registrations, certifications and permits relevant to sales and business development activities.
• Ensure sales activities and commercial processes comply with company policies and applicable industry requirements.

Reporting & Performance Management

• Prepare and present timely sales reports and performance metrics to senior management.
• Monitor sales performance against quarterly and annual targets.
• Provide accurate revenue forecasts and pipeline reports.
• Provide management with relevant market intelligence and business insights.
• Identify performance gaps and implement appropriate corrective actions.

REQUIREMENTS

• Bachelor's degree in Business, Engineering or a related field.
• Master's degree is preferred.
• Minimum of 10 years' sales experience, with at least 5 years in a senior leadership role within the Oil & Gas or related Energy sector.
• Proven track record of consistently achieving or exceeding revenue targets.
• Strong understanding of Oil & Gas industry regulations, market dynamics and technical aspects of energy products and services.
• Demonstrated experience managing bids/tenders, sales pipelines and business development processes.
• Proven experience leading and managing high-performing sales teams.
• Strong experience in client relationship and account management.
• Proficiency in Zoho CRM and sales analytics tools.

REQUIRED COMPETENCIES & SKILLS

• Strategic thinking and commercial acumen
• In-depth knowledge of the Oil & Gas industry and related sectors
• Strong leadership and team management
• Excellent client relationship management
• Strong customer service orientation
• Superior written and verbal communication skills
• Strong analytical and problem-solving abilities
• Sound decision-making skills
• Advanced negotiation skills
• Business development and commercial strategy
• Sales pipeline and account management
• High level of integrity and professionalism
• Strong results orientation
• Strong IT literacy
• Discipline in CRM-driven sales processes

KEY PERFORMANCE INDICATORS (KPIs)

Performance will be measured against:

• Achievement of quarterly and annual sales targets.
• Effectiveness of business intelligence and market insights.
• Successful execution of commercial strategy, bids and business development pipeline.
• 100% compliance with Zoho CRM usage across the sales team.
• Development and successful implementation of Account Management Plans across all account tiers.
• Growth in Oil & Gas sector knowledge and capability within the sales team.
• Accuracy of revenue forecasts.
• Achievement of financial and revenue targets.
• Sales team performance, productivity and retention.
• Sustained business growth.
• Client satisfaction and retention.
• Expansion of market share.