POSITION OVERVIEW:
 
The Senior Technical Sales Specialist is responsible for driving new business growth, developing key client relationships and positioning the Client’s heavy lifting and transport solutions at the forefront of the abnormal transport and heavy lifting industry.
 
This is a hands-on sales role (not a team management role) requiring deep technical understanding of cranes, crawler cranes, rigging operations, jacking/sliding systems, and the logistics of transporting abnormal loads across Africa and surrounding islands. The successful candidate will combine strong technical expertise with proven business development skills to identify opportunities, negotiate profitable contracts, and deliver solutions in some of the most challenging environments.
 
KEY RESPONSIBILITIES:
 
Business Development and Sales Performance:

• Identify, pursue and secure new business opportunities in a highly competitive, niche market.
• Build and maintain a strong pipeline across energy, infrastructure, construction, mining and oil & gas sectors.
• Achieve sales targets, revenue goals and profitability objectives.
• Prepare and present proposals, quotations and method statements, ensuring solutions are both technically sound and commercially viable.

Client and Market Engagement:

• Build long-term relationships with decision-makers, from site staff to senior executives.
• Represent our Client at client meetings, industry events and project negotiations.
• Position the company as a trusted partner by providing expert advice and reliable solutions.

Technical expertise and Risk Management:

• Apply strong knowledge of cranes (mobile and crawler), abnormal load transport, barge and cargo weight distribution as well as site logistics.
• Advise clients on project feasibility, risks, and technical execution, including: mobilization / demobilization of cranes and movement of large components (e.g., blades, turbines, heavy modules).
• Collaborate with operations teams (riggers, drivers, mechanics, crane operators) to ensure client needs and project risks are managed effectively.
• Ensure all proposals and contracts are commercially structured to protect company margins.

Market Intelligence and Strategy:

• Monitor industry trends, competitor activities and emerging opportunities.
• Identify new markets and growth areas for the Client within Africa and on surrounding islands.
• Work closely with leadership to develop and refine sales strategies aligned to company goals.

Reporting and Administration

• Maintain accurate records of opportunities, pipeline, and client interactions using Customer Relationship Management tools.
• Prepare sales reports, forecasts, and risk assessments for Senior management on a monthly basis and report to Board of Directors Quarterly.
• Contribute to budgeting and strategic planning processes continuously.

 

• KEY SKILLS AND COMPETENCIES:
  Strong track record in technical sales within heavy lifting, abnormal transport or related industries.
• Deep technical knowledge of cranes, rigging, heavy haulage and project logistics.
• Commercial acumen with the ability to structure profitable deals under pressure.
• Excellent communication and negotiation skills, confident across all levels of client interaction.
• Resilient, self-motivated and able to thrive in challenging environments.
• Strong problem-solving and risk assessment capabilities.
• Ability to travel extensively, including to remote sites and African regions.

QUALIFICATIONS AND EXPERIENCE:

• Degree or diploma in Mechanical Engineering or related discipline preferred.
• 8–10 years’ proven experience in heavy lift/abnormal transport sales or project development.
• Demonstrated success in securing and delivering large-scale, complex projects.
• Strong understanding of African markets, remote project challenges and logistical complexities.

PERFORMANCE METRICS / SALES TARGETS:

Success in this role will be measured against the following key performance indicators (KPI’s):
 
Revenue Growth

• Achieve agreed annual sales revenue targets (to be set by Snr management).
• Contribute to profitable growth by ensuring deals meet or exceed required margin thresholds.

Pipeline Development

• Build and maintain a strong sales pipeline, with clear visibility of opportunities at various stages.
• Secure a minimum number of new qualified opportunities per quarter.
• Maintain balanced pipeline coverage (short-, medium-, and long-term opportunities).

Client Acquisition and Retention

• Acquire new clients in target industries and geographies.
• Expand business with existing clients by developing long-term partnerships.
• Achieve high levels of client satisfaction and repeat business.

Market Expansion

• Identify and pursue opportunities in new regions, sectors, or service lines.
• Contribute to raising the company’s profile in Africa and surrounding islands through client engagement and industry participation.

Operational and Risk Management Alignment

• Ensure all proposals are technically feasible, safely executable, and commercially sound.
• Support operations in successful project handover and execution to ensure client satisfaction and company profitability.

Reporting and Forecast Accuracy

• Provide accurate monthly and quarterly forecasts of revenue, pipeline, and conversion rates.
• Maintain Customer Relationship Management data with up-to-date and reliable client/project information.
• Monthly feedback sessions to Senior management team on conversation rates, actual sales and net worth of current projects.

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