Job #80141
Sales Executive, Sodexo Onshore Energy
Houston, TX
We are looking for a Sales Executive for our Onshore energy segment, based in Houston, Texas, focused on Oil & Gas, corporate offices and downstream, refineries and petrochemicals, and power generation companies.

The main duties will be to generate leads, and sell IFM, food and security solutions to the industry, by remaining in line with the global business development strategy, taking into account all global and regional strategic clients. The individual must have a solid experience in sales and be capable of (1) articulate Sodexo Value proposition, and (2) source, lead and develop complete solution for those targeted accounts. This role will be the main point of contact and business development lead for all corporate and downstream Onshore Energy opportunities in the US. The Sales Executive will lead the end-to-end process, coordinating all subject matter experts, operations support and support functions, to create each unique solution. The person will have exposure to the E&R senior management team, and will benefit from a well-established financial incentive / bonus scheme.

PROFILE:
  • Based in Houston. English fluency mandatory.
  • Established network and experience in downstream / O&G industry.
  • Bachelor's degree in engineering, business or a related field, MBA desirable.
  • Project management and bid management capability.
  • Negotiation skills.
  • Demonstrated experience in corporate and industrial building market with the skills and comfort level required to be a key player in the Onshore Energy team.
  • Understanding of FM, soft and hard services, solution development, engineering, construction management or consulting experience.
  • Ability to travel up to 20% primarily in North America.

SKILLS:
  • Excellent interpersonal skills and capacity to build long-lasting relationships.
  • Strong capabilities to generate leads.
  • Must possess a solid working knowledge of strategic selling.
  • Possesses an advanced understanding of workplace operational practices/solutions and the conceptual/strategic skills to solve important customer problems through a combination of Sodexo solutions, leading industry technologies and services.
  • The ability to establish priorities for project stakeholders and communicate effectively.
  • Capacity to deal with advancement of several projects at a time and handle detailed work.
  • Exercise accurate judgment and/or discretion in making independent decisions within the scope of this position.
  • Ability and desire to take initiative to learn with flexibility to change while demonstrating a positive attitude.
  • A strong team leader who possesses enthusiasm, creativity and project management skills for managing the development of large complex comprehensive service solution outsourcing deals with a diverse resource team for winning deals.
  • Trust, Accountability and Transparency in working relations.

Key result areas:
  • Delivers the yearly revenue and profitability objectives.
  • Lead and build IFM, Food and/or security solutions for all potential prospect and clients.
  • Leads the advancement and follow-up of all stages of assigned projects.
  • Coordinates the expectations raising process with client and ensures that Sodexo’s response is compliant and accurate.
  • Accompanies advancement of Strategic Plans for Key Accounts within defined timeframe.
  • Controls compliance with Sodexo Right Clients/Right Terms policy for actual OSE clients.

Job purpose

Takes responsibility of:
  • Building a regional BD plan for the Onshore Energy business in the US, including a solid market analysis, and alignment with the global Onshore Energy BD strategy.
  • Establishing a strong and durable network in the US O&E market with all targeted global and local stakeholders of future projects.
  • Creating partnerships with targeted clients, partners and providers.
  • Leading Business Development Projects in the US by ensuring that the opportunities pursued are winnable, that the targeted opportunities are won and that yearly sales objectives are achieved.
  • Leading the Bid process at every stage, by ensuring that US Bid teams deliver on-time, tailored proposals at best price, meeting client expectations and internal Contract Design rules.
  • Develop solutions: Along with the support of Service operations, help create optimum solution for potential clients.
  • Liaising with Marketing teams, Global development teams, and Regional development and operations teams, to ensure consistency of the OSE offer and development.
  • Supporting the VP of Business Development in building strategic plans for Key Accounts.
  • Networks with peers in other business units, i.e., Campus and HealthCare along with FM and Food Account Operations teams to leverage the best solution approaches developed within the organization to propose more innovative solutions, reduce development expense and development cycle time.

  • Investigates and analyses new and expanded business opportunities; develops and maintains positive business relationships with new and existing clients; builds both internal and external networks.
  • Examines client needs to maximize business and/or solutions for business concerns; performs cost-benefits and needs analysis.
  • Embodies Sodexo Global Sales Academy and Selling the Sodexo Way framework; Leads the process for sales presentations, proposals, and assists in the development of contractual sales documents. and leads contracting strategy and negotiations.
  • Develops and implements the business plan, budget and forecasts to achieve sales, market share, hit rates and market growth targets to attain overall financial goals, and fulfills all CRM reporting and data quality requirements.
  • Researches growth strategies and competitor practices and strategies to evaluate and implement new strategies.
  • This dual sales role is responsible for selling profitable new business and generating new revenue growth from the right clients under the right terms for Sodexo, and/or supporting retention or managing a portfolio of accounts. As a new sales developer, secures continued business development opportunities for the Company. As a retention specialist secures continued business with existing accounts. As an account management professional, maintains and maximizes client relationships. Develops business solutions to improve client operations and reduce operating costs based on knowledge of organizational strengths and weaknesses, technological advances, external trends, competitors and customer needs. Upholds Company mission and values and provides Quality of Life offers in coordination with Segment objectives.

Basic Education Requirement - Bachelor’s Degree
Basic Functional Experience - 7 years

Sodexo is an EEO/AA/Minority/Female/Disability/Veteran employer.

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