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Director of Global Sales and Business Development, Manufactured Products
3 months ago
Oceaneering is a global provider of engineered services and products, primarily to the offshore energy industry. We develop products and services for use throughout the lifecycle of an offshore oilfield, from drilling to decommissioning. We operate the world's premier fleet of work class ROVs. Additionally, we are a leader in offshore oilfield maintenance services, umbilicals, subsea hardware, and tooling. We also use applied technology expertise to serve the defense, entertainment, material handling, aerospace, science, and renewable energy industries.
Duties & Responsibilities
• *Manages managers and/or supervisors and may lead a team of specialists.
• *Executes long-term operational activities and innovations in coordination with Manufactured Products (MP) BGs.
• *Influences and implements short-term tactical decisions at higher levels in the organization.
• *Applies advanced and functional knowledge of specialized area
• Understand and delivers consistently the overall objectives of the company (Oceaneering International, mar) and fosters the expansion of OIL This will require close coordination with all MP BG's and other business groups, regarding adding new products, expansion possibilities, business acquisition, inside and outside business influences, sales support, and overall goals and objectives.
• Provide strategic, day-to-day, and tactical business and product developmental support and leadership to all MP BGs including relevant internal and external stakeholders.
• Lead the global Sales team in setting and achieving sales order intake and growth targets.
• Works with all the MP Bids and Proposals Teams in support of ongoing sales opportunities.
• This position must be integral with the Global Account Directors (GAD's). Salesforce and Bids & Proposals force in the various MP sites.
• Participate in the identification and execution of OIl goals and objectives and assist in updates and metrics while they are performed.
• Gather and report out market data on the business unit. This includes establishing total available market size and Oceaneering market share for the business unit. Develop and review market share data with BG head and develop strategic plans to increase market share.
• Implement Strategic and Conceptual Selling plans and Large Account Management Plans in collaboration with BGs to accommodate corporate goals.
• Coordinate monthly, quarterly, and annual sales forecasting activities which includes established projects as well as opportunities.
• Review market analyses with BG head to determine customer needs and price trends.
• Monitor and evaluate the activities and products of the competition. This includes competitors market share of the region and globally, equipment volume and capabilities in the region and any strategic alliances for competition.
• Coach and instruct sales team to understand customer's organizational structure, key decision makers and reporting relationships, purchasing process, and degree of influence of individuals involved in the purchasing process.
• Support the sales team in identification of opportunities to pursue, based on their fit with Oceaneering's strengths.
• Support the sales team to develop differentiators to help Oceaneering win at a price acceptable to management.
Support the sales team to formulate a pricing strategy based on the customer's expectations, competitive situation, potential differentiators, and other factors. Communicate the pricing strategy to the proposal team and justify it to the executive management that must approve the proposal
Qualifications
REQUIRED
- Minimum of ten (10) plus years of effective sales experience on the oilfield industry.
- Knowledge of Customer Relationship Management systems, spreadsheet software, Word Processing software and Presentation software
- Technically savvy and consistently up to date on the products and services Oceaneering offers
DESIRED
- MBA from an accredited college or university or equivalent relevant experience.
We offer a competitive salary, a comprehensive benefits package and the opportunity to advance in an international company. To apply, click 'Apply Now'.
