Head of Commercial Operations

Responsible for and working with the Internal Sales teams for Isolation, Control & Choke Valves and Aftermarket for both UK and Global offices to achieve the budgeted business targets relating to order input.
Ensuring sizing and costing of valves are accurate to ensure the best position to win business. Maintain key relationships with both internal and external customers.
Key Responsibilities and Specific Accountabilities:
* Responsible for driving the achievement of order input & meeting business targets across all product ranges by the Internal Sales teams.
* Responsible for maximizing quotation potential throughout the Global Internal Sales Team (TICI) using visible resource management.
* Support and optimise the use of PowerBi/Salesforce tools
* Provide and support accurate forecasting and budgeting data (weekly/monthly/quarterly)
* Initiate and coordinate development of action plans to penetrate new markets.
* Provide timely feedback to senior management regarding performance.
* Ensuring that the Internal Sales teams meet quotation due dates
* Maintain and develop existing and new customers through appropriate propositions and ethical sales methods, and relevant internal liaison, to optimise quality of service, business growth, and customer satisfaction.
* Monitor and report on market and competitor activities and provide relevant reports and information when required
* Assist in preparation of proposals and presentations.
* Responsible for the performance and development of the Internal Sales teams, and supporting External Sales to achieve Company goals.
* Conduct one-to-one reviews with Sales team to build more effective communications, to understand training and development needs, and to provide insight for the improvement of sales and activity performance.
* Attend and present at external customer meetings and internal meetings with other company functions necessary to perform duties and aid business development.
* Adhere to all company policies, procedures and business ethics codes and ensures that they are communicated and implemented within the team.
* Delegate authority and responsibility with accountability and follow-up.
* Sets examples for Sales team in areas of personal character, commitment, organisational and selling skills, and work habits.
* Conducts regular coaching and counseling with Sales team to build motivation and selling skills.
* Provide weekly and Monthly updates to the Managing Director on the follow
Weekly & Monthly booking numbers & Details
Top 5 Monthly Bookings – OE, MRO & Spares
* Provide Mid-month Flash data on Bookings
* Ensure the KPI’s PREL/Quote turnrounds are maintained at acceptable standard
* Ensure the Internal Sales team works to the commercial manual for T&C’s
* Ensure the Internal Sales team complies with the DOA (Delegation of Authority)
Measurement:
Achieve order input targets across all product ranges
Ensure accuracy of costing and sizing valves against customer specification / requests
Achieve year on year growth targets through the budget and forecasting process
Ensures that all the sales team meets or exceeds all activity standards for prospecting calls, appointments, presentations, proposals and closes
Education and/or Experience:
HNC or Degree level preferred
Demonstrable experience in technical/engineering sales experience within a globally recognised Valve OEM, preferably with knowledge of the control/choke valve market
Knowledge of the Oil & Gas and Power & Industrial market sector with a demonstrable understanding of customer and market dynamics/requirements.
Responsible for leading and managing the Internal Sales Team
Good analytical and numerical skills in terms of forecasting and budgeting
Language Skills:
Excellent communicator with strong influencing skills, able to speak effectively before groups of customers or employees of organization, and comfortable in dealing with negotiations.
Computer Skills:
Competent user of SAP & CRM/Salesforce tools
Good working knowledge of Microsoft products