Senior Sales Representative

3 weeks ago

Swindon, United Kingdom T.D. Williamson, Inc. Full time

At TDW we put people first - that means working everyday to ensure the pipelines that run through our communities are operating safely and reliably. What sets us apart is our expertise, experience and commitment.
- Each day we dedicate ourselves to treating each other, our customers and our community with care and respect._

Overview

Develop, manage, execute and grow a profitable market position for TDW Products and Services in EH, East.

**Responsibilities**:
Sales development (60%)
- Develops and executes sales and customer engagement action plans that deliver profitable growth in the assigned territories for TDW Products & Services, according to the accepted business strategies, with emphasis on achieving the greatest possible sales volume and margins,
- Develops and maintains a strong technical knowledge (following appropriate and ongoing training) about TDW products and services to a level necessary to have technical focused discussions with clients in the territory to provide solutions to their pipeline problems.
- Achieves annual sales and booking targets by proactively identifying business opportunities, developing, negotiating and closing commercial opportunities with new or existing customers.
- Develops and maintains an ongoing, effective key account program that provides management with measurable goals, objectives, strategies, tactics, programs, and other pertinent information on selected key account customers.
- Maintains an accurate report of all sales activities and opportunities by updating CRM on a daily/weekly basis and as required and participates in weekly/bi-weekly sales meeting updates.
- Prepares all necessary reports and forecasts as requested by the management in a timely and accurate manner.

Channel Partner Management (20%)
- Sources, identifies and recommends potential Channel Partners under the guidelines of the Global Channel Partner Program and Policy.
- Selects target Partners and negotiates Partners agreements in close collaboration with the Legal department, and according to the Channel Partner Policy
- Is accountable for the performance of Channel Partners in the assigned geographic area, in terms of sales, bookings, customer engagement activities, and achievement of the Joint Business Plan.
- Organizes and coordinates onboarding program for new and existing Channel partner
- Facilitates the development of Joint Business Plan with each Channel Partner and monitor its implementation, execution and achievement,
- Implements measuring and monitoring tools that track daily, weekly, monthly, and annual activities for Channel Partners, coaches them on how to effectively grow account base and recruit new Sales resources,
- Upon reviewing each markets forecasts and sales activity reports, provides timely feedback to the Channel Partners, ensuring that each market's monthly sales goals are achieved,
- Works with each market's Channel Partners to gain a thorough understanding of market trends, best practices, competitions and customers needs,
- Organises training, enablement and certification programs tailored to local markets,
- Defines and assists in the development of required support materials for the program,

Market knowledge development and sharing (10%)
- Establishes and maintains credible knowledge and data of oil and gas pipeline market in the assigned territory
- Establishes and maintains credible knowledge and data of competitor product/service offerings, pricing, delivery, technology, and actions, ensures the competitive information is communicated throughout the organization, and recommends changes to maintain a competitive position.

Operations/Execution (10%)
- Liaise with the Operations and Commercial Operations Teams for successful delivery and execution of products and services within the territory, measured by customer's satisfaction / feedback.
- Be a part of the Channel Partner Managers and Marketing Manager Community of Practice to ensure alignment of program, progress and development of Channel Partners in the Eastern Hemisphere.

Experience
- Engineering degree, with min. 7 years' experience in engineering and at least 7 years exposure in a sales/business development role,
- Experience with solution-oriented selling.
- Excellent presentation skills with the ability to communicate commercial, marketing & technical information to all levels.
- Willing to travel as required.
- Fluent in English. Any other language is an asset.

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