About Aggreko plc:
Around the world, people, businesses and countries are striving for a better future. A future that needs power and the right conditions to succeed. That’s why at Aggreko, we work ‘round the clock, making sure our customers get the electricity, heating and cooling they need, whenever they need it – all powered by our trademark passion, unrivalled international experience and local knowledge. From urban development to unique commercial projects and even humanitarian emergencies, we bring our expertise and equipment to any location, from the world’s busiest cities to some of the most remote places on earth. Every project is different, so we listen first and design a system supported by our service anywhere, to any scale. Transforming the lives and livelihoods of individuals, organisations and communities across the globe.
Around the world, people, businesses and countries are striving for a better future. A future that needs power and the right conditions to succeed. That’s why at Aggreko, we work ‘round the clock, making sure our customers get the electricity, heating and cooling they need, whenever they need it – all powered by our trademark passion, unrivalled international experience and local knowledge. From urban development to unique commercial projects and even humanitarian emergencies, we bring our expertise and equipment to any location, from the world’s busiest cities to some of the most remote places on earth. Every project is different, so we listen first and design a system supported by our service anywhere, to any scale. Transforming the lives and livelihoods of individuals, organisations and communities across the globe.
Purpose of the Job
To grow revenue and profits in Southern Africa (SA) at margins and returns agreed within our strategy and group procedures and policies.
Job Accountabilities/Key Responsibilities
- Formulation and Execution of business strategy in SA to deliver growth targets in key sectors.
- Deliver annual, quarterly and monthly revenue, profit and financial return targets for the area/depot and projects
- Prepare annual budgets for region, achievement of monthly revenue / profit budgets and forecasts.
- Conduct monthly business reviews with SA management team, SEA & Africa leadership teams
- Achievement of utilisation, rate per kVA and MVA on hire targets in line with budgets and Plan.
- Develop key customer relationships; grow the customer base and identify new channels to market.
- Meet and exceed customer expectations through sales, account management and service functions (as measured by Net Promoter Score).
- Develop territory, sector and product sales plans to deliver growth. This is likely to include plans for target geographic areas, the oil and gas, mining, utilities, events and selected industrial users and for power and temperature control products and solutions.
- Drive the invoicing and collection of payments from customers within debtor day targets.
- Develop the organizational structures within SA to deliver the agreed strategy. This includes the employment of functions, salespeople and site personnel to manage and run depots / premises and Projects efficiently to achieve customer satisfaction and financial results in line with the agreed targets.
- Responsible for all permanent premises and business in agreed geographic areas and adherence to all, Global Service Standards, QHSE and ISO 9001:2000 procedures at all locations.
- Fleet planning, management and maintenance; ensuring procedures are adhered to and equipment is serviced in accordance with Aggreko’s policies.
- Liaise with Aggreko support functions as required to ensure alignment with Aggreko policies and compliance with local legislation, including tax, marketing, HR, technical support, finance and legal.
- Relationships with Agents at all levels.
- Review all contracts with the Commercial department, ensure adherence to Risk Management Procedures set by plc for property, payments and people.
- Display a commitment to Always Orange Values and Behaviors.
- Talent/team building (recruitment/development/retention) – Champion the training, performance management and career development of employees and new recruits to prepare for future growth.
- Develop and protect the Aggreko brand and create and deliver effective internal and external stakeholder relations and communications.
- Deployment of working practices and tools to drive effective business execution (cost, productivity, measures/process/review points etc.)
- Rigorous adherence to Aggreko’s corporate ethics policies.
- Oversee internal audit and ensure target grades are achieved.
- Aggreko places a strong emphasis on Quality, Health, Safety and Environmental protection. It is a requirement and moral obligation of each employee to be actively committed and accountable for compliance to the Aggreko Health, Safety & Environmental policies, procedures and local legislation, and ensure completion and validity of all minimum QHSE training and objectives required by the company.
Person Specification/Job Requirements
The successful candidate must be able to demonstrate the following:
- Track record in successfully managing and growing the P&L of a service business ($15m+ annual turnover)
- Track record in delivering financial performance in a high pace transactional environment
- Experience and knowledge of conducting business across multiple geographies in the Southern Africa Area.
- Strong commercial & financial acumen and experience in negotiation of large value deals
- Experience in business turnarounds and increasing market share/revenue growth over a period of time
- Strong acumen in formulating and executing business growth strategies
- The successful candidate is likely to have knowledge of the power generation, power rental, or similar business services sector.
- Good stamina and a willingness to show total commitment to the business and to be available 24×7 when necessary.
- Ability to take decisions autonomously, to act decisively, even when faced with ambiguity.
- Degree qualified.
- Experience of managing and leading teams in an international organisation.
Desired Skills
- Excellent customer relationship management skills.
- Strong business leader and coach, team player.
- Influential and persuasive, a good presenter and communicator. Naturally empathetic and gregarious.
- Results orientated with a ‘can do’ attitude, must thrive on success.
- Intellectually sharp.
- Able to understand and appreciate the challenges of diverse geographies and cultures.
- High levels of integrity.
- Excellent written and presentational skills.
- Highly numerate with excellent analytical skills.
Desired Behaviors
- Change orientation – describes how an individual identifies the need for improvement and change.
- Drive for results – a deep seated inner desire to compete against standards of excellence and achieve “step changes” in business results.
- Holding people accountable – the ability to give clear and unambiguous direction to individuals and teams about what they need to do in order to meet the organisations objectives.
- Building capability – developing individuals and groups in order to increase the capability of the whole organisation.
- Compelling Communication – recognising that clear communication is the key to understanding.
- Leading others – the ability to create a compelling vision of the future and to provide inspiration, clarity and direction.
- Customer Insight – the ability to understand the markets that customers operate in, to use this to identify underlying needs and then to apply this in a way that gives Aggreko a competitive advantage.
- Strategic Thinking – the ability to identify patterns or connections between information and situations that are not obviously related and to identify key or underlying issues in a complex picture.
Aggreko Sales Behaviors: (How we would like you to operate in this role)
Be Dynamic
- We drive ourselves to acquire and maintain a well-developed network, understanding our marketplace, competitors and industry trends
- We create, maintain and share robust Account Plans, ensuring Aggreko is competitively positioned to take advantage of opportunities when they arise
- We use our commercial acumen to qualify our opportunities robustly, identifying where we can win and where we cannot
- We create, maintain and share robust Sales Opportunity plans, ensuring we know what needs to be achieved to win both new and repeat business.
Be Expert
- We take personal responsibility to acquire and maintain the knowledge we need to understand how Aggreko’s resources, products and services bring value to our customers
- We have a deep understanding of our processes: Knowing who and where to go to when we need help to get things done. We share this knowledge freely with our colleagues
- We take the time to prepare for all our customer interactions by conducting thorough research into their organization, their business environment and their people
- We know how to deploy Aggreko’s resources (time, people, money) in an effective and efficient manner, both in the interest of the customer and our wider business.
Be Together
- Our colleagues, customers and partners’ safety is our first thought at all times
- We make every effort to ensure that our customers and colleagues needs, and expectations are being met. We communicate clearly and honestly, and we value both theirs and our time
- Whenever possible we use our collective knowledge and resources, but we hold ourselves accountable for the achievement of our sales targets and objectives
- We lead from the front, accept responsibility and value the opinions of others. Our ambition is to attain the status of trusted advisor, both in the eyes of our customers and our colleagues
Be Innovative
- We challenge ourselves. Actively seeking feedback from our colleagues and customers to understand how and where we can improve
- We aspire to best practice, leveraging our internal and external networks to inform our thoughts, decisions and actions
- We take control of our future by planning and developing a sales pipeline of closable opportunities that enable us to forecast our future business accurately
- We are inquisitive about our customers’ real needs enabling us to provide the best solutions for today and tomorrow, whilst negotiating win/win outcomes for them and us.
Key Role Interactions
- Area General Manager, Southern & Eastern Africa
- Regional Finance Team
- Group operations.
- Customers – utility companies and industrial power users.
- Partners – e.g. fuel suppliers, pipeline operators, site owners.
- Sub-contractors – lawyers, technical consultants, security companies, premises rental companies etc.
Direct Reports
- Area Sales Manager, EA
- Area Finance Manager, EA
- Area Operations Manager, EA
About Us
We’re the people who use our big boxes to make a massive difference. We believe in the positive impact of power and the ability to control temperature. We believe what we do opens up opportunity and creates potential for individuals, communities, industries and societies over the world. We believe when we work together we can do anything. We believe in the power of our team. We’re the people who keep the lights on. And we recruit the best talent, too.
Our four values help us get even better at what we do. It’s the Aggreko way of working – we call it Always Orange.
Always Orange means:
Being dynamic: We’re nimble and are always ready to react to an ever changing world.
Being expert: We know our stuff, we’re great under pressure and we thrive in our busy, fast-paced, deadline-driven environment. We use our experience to make a difference. We know how to challenge and we have the courage of our convictions.
Being together: We play for Team Aggreko and value the expertise of everyone around us. We’re accountable and we hold others to account.
Being innovative: We never miss an opportunity to learn, to look out, or to be better.
Aggreko is an equal opportunity employer. We are committed to providing an inclusive environment that allows each employee to be their best based upon their merit, talent and aspiration. We do not discriminate, and we abide by the laws in the locations in which we operate.