Sales Account Manager
1 month ago
Company Profile
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
Purpose
The Sales Account Manager is responsible for engaging with nominated accounts in the Eastern Hemisphere region, to fully understand the organization of each account, understand and get to know the key buying influences within each and work to build relationships such that coaches in the organization actively support Oceaneering products over those of the competition. These relationships and knowledge will be leveraged to bring compatible, meaningful, and profitable work to the relevant business.
Functions
ESSENTIAL
Make frequent contact with the buying influencers such that a clear understanding of the competitive landscape, tender evaluation criteria and what activities are required to reduce weaknesses and enhance strengths on every opportunity, are all fully understood and effectively communicated internally.
Maintain a high level of awareness of customer activities and be able to present to management as required, verbally and via reports and sales meetings Follow the methodologies of Miller Heiman Strategic and Conceptual selling and accurately maintain account, contact and opportunity data in CRM at all times. Broad knowledge of own professional discipline, and general knowledge of related disciplines. Builds relationships within and across teams and delivers key technical content to influence stakeholders. Achieve the above via regular communication – calls, visits, workshops, lunch and learns, meetings, trade events and appropriate informal events. Understand the Opportunity Pipeline in terms of what opportunities are in the accounts pipeline and their timings and likelihood of proceeding and ensure these are accurately reflected in CRM such that the sales Funnel accurately reflects the opportunity landscape. Prepare and present as required weekly, monthly and any other reports to direct line manager, BU GMs, VPand SVP as required Engage with the Tendering Manager and team and wider organization and prepare/develop pricing strategies in support of tenders in good time as required by the tendering team to meet bid submission dates. Such pricing strategies to be based on market pricing for products and to be independent of any consideration of margin. Achieve and maintain a sound understanding of the products and services offered for all Manufactured Products business lines and how these support existing and emerging market opportunities. Ensure an understanding of where to get technical and commercial support for all MP Business lines including Rotator and Grayloc. Demonstrate experience of managing multi-layer global accounts and be able to build account management plans Actively participate in bids & proposal teams including effective handover of relevant information at all times. This role may be based in Aberdeen or Rosyth.Frequent travel between the two locations will be required to ensure equal development of customer and business knowledge. Willing to travel extensively, globally, including overnight stays of varying length as required. Actively participate in and fully support/adhere to procedures, safety and quality initiatives. Engage effectively with all other colleagues, departments and third parties as and when required. Consistently display required levels of engagement and a positive ‘can-do’ attitude while supporting Oceaneering’s culture of Safety, Quality, Engagement, ongoing learning and continual improvement. Apply continual learning, lesson learned and knowledge to each task to achieve outcomes required. Exhibit mature and professional interpersonal behaviors at all times. Any other roles or tasks as required to support our business needs.
Qualifications
REQUIRED
§Professionally qualified/degree educated or minimum 5 years of relevant experience in similar role.
§Experience within a similar international role.
§A detailed understanding of the potential business within the marketplace gained through previous experience as a Sales Account Manager / Business Development Manager within the Offshore / Subsea Oil & Gas sector is essential.
§An extensive proven track record of Revenue / Profitability generation in Oil & Gas is essential.
§Excellent networking, negotiation and influencing skills are essential.
§Commercial and contract negotiation experience are essential.
§Fluent English speaker, both written and spoken.
DESIRED
§A technical understanding/technical background related to Subsea distribution equipment or Oil and Gas exploration.
§Multi-lingual core business languages desirable but not essential.
Closing Statement
We offer a competitive salary, a comprehensive benefits package and the opportunity to advance in an international company.
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