Middle East - Commercial Sales Manager - Rely Joint Venture

In May 2023 John Cockerill and Technip Energies; two industrial leaders in the hydrogen market, announced the launch of Rely, a unique provider of integrated and competitive green hydrogen solutions.

Rely will address the market for industrial and utility scale projects with the ambition to reach annual revenues of more than €1 billion by 2030. Headquartered in Brussels, Rely will be 60%-owned by Technip Energies and 40%-owned by John Cockerill. From inception, the new company will benefit from the service of more than 200 hydrogen specialists.

Innovation will be instrumental in breaking cost barriers and enabling the rapid growth of green hydrogen markets for Rely. Through a unique research and development platform, based in Liège, Belgium, which will deliver technology enhancements, new technologies and products, and improved project economics for green hydrogen and power-to-X markets.

Position Summary

The Commercial Senior Manager supports the Chief Commercial Officer in achieving the objectives, which will be focused on market penetration of Rely with innovative technology solutions and a disruptive product portfolio. 

The role is focused on implementation of business development & sales strategies, as defined by CCO, mainly through developing intimate and mutually beneficial relationships with key customers headquartered in the Middle East. This approach will be critical in Rely’s success in this nascent market. It is expected that a significant portion of Rely’s business will be generated through key accounts.

Whether an opportunistic prospect or through an assigned key account, the Sales & BD Manager leads the development of the prospect from early identification to the signature of the contract and close-out of each tender. He / she gives directions to Prequalification, Tendering and Operations teams that are supporting the prospect to ensure customer drivers are addressed.

What’s in it for you 

You will be a key contributor to the commercial success and positioning of a new company, working in a lean, innovative organization alongside inspiring people. Rely’s business activities include ambitious projects in green hydrogen power-to-X globally, leveraging on the commercial network of its two shareholders, Technip Energies and John Cockerill, and the ability to develop an entirely new business network. You will be exposed to high level relationships with key partners, as well as internal stakeholders within Rely and its parent companies. Rely presents you with a unique opportunity to develop your skills and competencies as part of a diverse, ambitious group of professionals, all of us aiming for the success of the technology and solutions that we bring to decarbonize industries globally. Growth opportunities are abundant.

Interactions

The Commercial Senior Manager will be working closely with all teams of Rely, from Commercial, Tendering and Estimation to Technology, O&M, Strategy, Marcom, Legal, Finance and Operations, to achieve success for the benefit of Rely. These teams are supported (provided) by the parent companies’ organizations and will require a strong ability to positively influence stakeholders to achieve Rely’s desired outcomes and objectives.

 Responsibilities

Management of the prospects (opportunistic or through Key Account(s)) shall include the following responsibilities:

• Promote the complete Rely portfolio of offerings, including services and products.
• Ensure proximity in collaboration with  Country Sales and Partnership & Alliance of mother companies T.EN and John Cockerill and set up a proper Account plan and zippering plan to engage with the client at all levels and create the conditions for growing the business together.
• Feed the organization (mainly Sales, Strategy, Marketing, Operation) with market intelligence and thorough understanding of client organizations and plans, providing input for internal reporting and strategy through Rely’s CRM tool and helping identify Rely’s differentiating factor
• Contribute to definition of the tender / execution strategy and act as sales lead during bids preparation and leading negotiation up to contract award
• Sales / Order intake targets will be defined jointly.
• Share awareness regarding Rely with local management team accordingly with Rely or T.EN needs. 

Role requirement

• A proactive, curious attitude
• A team player with the ability to work autonomously and effectively within a changing environment
• 5+ years of experience in Sales, Project Management, Proposals, Contracts or other related roles in an industrial / engineering environment with a focus on working in partnership or managing partnerships
• Master's degree in Engineering or Business
• Fluent in English
• Strong spirit of entrepreneurship and the ability to make very different stakeholders come together to achieve successful outcomes
  • Knowledge of core commercial and contractual concepts, including product sales and EPC project delivery 
  • Excellent management, interpersonal and communication skills in multicultural environments
  • Demonstrated ability to work simultaneously on multiple opportunities and meet deadlines, ability to balance & prioritize competing interests
  • Demonstrated negotiation skills with ability to actively listen and analyze to achieve best outcomes
  • Strategic mindset and ability to clearly communicate the company’s vision and direction
• Readiness to support ad-hoc strategic missions/tasks including to secure partnerships/MOUs
  • Understanding of Project Management techniques & standards and proprietary technologies
  • Thorough understanding of Sales cycle management, account organization and strategy
  • Knowledge of products, technology and services in our portfolio, with a level of proficiency that allows to enter into technical discussions over the proposed solutions
  • Ability to interact with key stakeholders (partners and customers) at multiple levels of their organizations 
  • Ability to travel to visit potential customers / partners or events, or other travel to support business needs. This will be for the most part within Europe, but occasionally outside it.

Inclusion Standards

In our continuous journey to developing and building culture of inclusion, we adhere to four Inclusion Gold Standards. And you?

-        We challenge our biases and embrace diversity of thought ;

-        No one has all the knowledge and solutions, collectively we do ;

-        We foster a caring environment where people are respected, comfortable to share and be heard ;

-        We promote active listening for effective decision and action.

What’s Next?

Starting Date: ASAP

Once receiving your system application, Recruiting Team will screen and match your skills, experience, and potential team fit against the role requirements.  We ask for your patience as the team completes the volume of applications with reasonable timeframe.  Check your application progress periodically via personal account from created candidate profile during your application.

We invite you to get to know more about our company by visiting www.technipenergies.com and follow us on LinkedIn, Instagram, Facebook, Twitter, Youtube for company updates.