Senior Consultant

Job Purposes :

Planning Implementing business strategy, aligning with holistic high-level plan, Working directly with working-level clients, analyzing and identifying opportunities. Requires full knowledge of product line and its applications, advising clients on specific technology and solutions, along with a strong understanding of the clients objectives, challenges and value proposition. Responsible for leading the team during client projects and overseeing its daily operations.

• Responsibilities : Key Account Management -  Manage and develop important customer relationships with guidance from senior colleagues, and / or manage an account team delivering day-to-day support. Customers are likely to include mid-tier companies, multinational corporations, and the like.
• Customer Relationship Management / Account Management -  Develop and implement relationship management plans for complex existing customer accounts to identify and build relationships with relevant decision-makers and influencers within the customer organization and to enable effective two-way flow of information and resolution of issues. Manage ongoing relationships with identified customer segments to ensure their needs are met, providing themes, summary analyses, and recommendations for changes based on customer input.
• Customer Needs Clarification -  Set clear objectives for each sales call or meeting; tailor standard materials to make presentations to decision-makers and influencers within the customer organization; and ask relevant questions to gather information, to evaluate the customers level of interest, and to identify and respond to areas requiring further information or explanation.
• Sell Customer Propositions -  Use personal expertise to identify the complex standard products and / or services offered by the organization that meet the customers needs, together with quantities and product configurations. Present these to the customer with a clear rationale and at standard commercial terms, referring to senior colleagues where necessary to ask for concessions (e.g., price reduction) that gain the customers agreement.
• Promoting Customer Focus -  Collaborate internally and work as the customer champion in cross-functional teams to build strong external customer relationships.
• Customer Relationship Development / Prospecting -  Develop and implement a relationship management plan for potential customer accounts to identify and build relationships with relevant decision-makers and influencers within the customer organization and to enable effective two-way flow of information and resolution of issues.
• Operational Compliance -  Maintain and renew a deep knowledge and understanding of the organizations policies and procedures and of relevant regulatory codes and codes of conduct, and ensure own work adheres to required standards. Or identify, within the team, patterns of noncompliance with the organizations policies and procedures and with relevant regulatory codes and codes of conduct, taking appropriate action to report and resolve these and escalating issues as appropriate.
• Personal Capability Building -  Develop own capabilities by participating in assessment and development planning activities as well as formal and informal training and coaching; gain or maintain external professional accreditation, where relevant, to improve performance and fulfill personal potential. Maintain an in-depth understanding of technology, external regulation, and industry best practices through ongoing education, attending conferences, and reading specialist media.
• Position Requirements : Achieved Chartered Engineer status
• Experience of base level refinery operations and refinery economics is essential
• Agile Project methodology experience would be advantageous.
• An area of particular expertise such as Primary Fractionation, Hydroprocessing, Fluidised Catalytic Cracking, Naphtha Processing or Residue Processing would be advantageous.
• Knowledge of simulation tools such as Petro-SIM (HYSYS) would be advantageous.
• Demonstration of high quality of technical ability
• Good organisational skills and ability to meet deadlines within budget and achievement of planned margins
• Proven ability in managing a team with strong evidence of leadership and mentoring skills.
• Behavioral Competencies : Customer Focus  Builds strong customer relationships and delivers customer-centric solutions. E.g. digs deeply into customer feedback and drives the innovations that can enable the organization to better meet customers future needs. Frequently adjusts approach to ensure customer needs are met and to improve service.
• Business Insight -  Applies knowledge of business and the marketplace to advance the organizations goals. For example, clearly understands how own activities relate to critical business drivers. Monitors business news and market changes for impact on the business or on own expertise area; uses this to shape decisions.
• Manages Complexity -  Makes sense of complex, high quantity, and sometimes contradictory information to effectively solve problems. For example, looks at complex issues from multiple angles; explores issues to uncover underlying issues and root causes; sees the main consequences and implications of different options.
• Collaborates  - Builds partnerships and works collaboratively with others to meet shared objectives. For example, readily involves others to accomplish goals; stays in touch and shares information; discourages 'us versus them' thinking; shows appreciation for others ideas and input.

Skills :

General Experience :

Skills Required

Relationship Management, Strategic Planning, Account Management, Customer Relationship, Business Strategy, Sales Process, Client Management