Jobs in Lagos for an Area Sales Manager at Sterling & Wilson, September 2014

Sterling & Wilson (SW), an associate company of Shapoorji Pallonji is in the distributed power space (captive Co-generation & medium size power projects) and seeks to be the market leader in the 5 to 50 MW Gas engine/Gas Turbine / based power / Co-generation space in Middle East & Africa.


The Company's key strength is its application oriented approach and ability to provide a total solution (turnkey).

Sterling & Wilson is recruiting to fill the position:

Job Title: Area Sales Manager

Location: Lagos, Nigeria

Job Description
SW is now looking for an experienced, energetic and dynamic Nigerian candidate to handle the Sales function for The West African Market. The position is based in Lagos and reporting to GM Cogen - MEA.

• Flair for field Sales - meeting prospects, developing applications around the product platforms, organizing relevant proposals, follow up to closure of Sales.
• Meet defined objectives, mainly Sales Targets (value & volume), market penetration, price realization, market share and new applications.
• Analyze technical requirements of customer needs, dealing with sub-supplier of components at sales stage, developing techno-commercial proposals, etc.
• Lead Field Sales team in West Africa (mainly reps), effective co-ordination with Sales HO and other departments.
• Respect and observe company policies from time to time. The SW group is sensitive to an inclusive and cohesive work environment allowing free expression of views and ideas from all, Code of conduct (copy will be given on joining) and promoting sound ethical business practices.
• The company is young and growing in the target market. Future prospects exist in the capacity of full-fledged department head of Sales and marketing including Turnkey Engineering and proposals
• Lead Field Sales team in West Africa (mainly reps), effective co-ordination with Sales HO and other departments.
• Initiate and lead creation of data base of turnkey sub-systems, updating current pricing levels, layout concepts with our products, pricing formats leading to a standardized approach to turnkey proposals.
• Travel across territory, conduct meetings with prospects / influencers, preparing techno-commercial executive summary for the customer such as product features, feasibility reports, etc. Attend one on one & one on many sales discussions / presentations.
• Leading techno-commercial discussions involving bid clarifications, positioning of product features, contract / legal clauses, price negotiations and other relevant direct sales functions.
• Providing timely feedback to the management on market developments, progress of hot projects, competition analysis, Assist GM MEA in preparing monthly reports and forecasts (as per format), etc. enabling the company to gear for any upcoming market need

• Graduate in Mechanical / Electrical engineering with at least 8 to 10 years experience. (Lower experience with potential will be also considered)
• Past experience in Sales of capital equipments, turnkey systems or tailored solutions desirable.
• Good knowledge of power plants, thermal engineering applications, associated technical aspects, etc.
• Good interpersonal skills, warm and healthy interactions with colleagues, superiors and subordinates, receptive to feedback, team member, leadership qualities and performance oriented.
• Withstand deadline pressures, willing to travel and flexible working hours for meeting milestones.
• Ability to create MIS reports, foreseeing tools, excellent with computer applications mainly power point and Excel, etc.
• Implement actions, plans, new initiatives strictly in accordance with the overall company objectives and prior approval.
• Pleasant personality, communication skills (written and oral), ability to make presentations, orienting customer needs to product features, Identifying and handling hidden objections, questioning techniques, etc.
• Sharp analytical skills, ability to understand different sales situations, competitive position of our bids, build rapport with key influencers, etc.
• Commercial acumen, ability to compute payback periods, Net positive value, cash flow as a part of feasibility studies, knowledge of general commercial aspects such as applicable Taxes and Duties, domestic and imports transactions and general contract / legal terms.