Posted 12th April 2019
 
   

 

Business Development & Sales Manager

North England

Reports to: Regional Business Development Manager

Function: Sales

Sub-function: Asset Integrity

Level: P7

Purpose

The Technical Sales Representative will be responsible for driving sales leads
to the petroleum, chemicals, and non- oil & gas asset integrity services industry.
Initial focus will be the North of England, specifically Teesside, Humberside,
Lancashire and Cumbria, however area of focus will expand throughout the
UK with time.

The sales representative will support the UK Asset Integrity Management Team
and Local Branch Managers to maintain sales interfaces, develop new leads,
and efficiently support new and existing clients. The role will support delivery
of Asset Integrity Management sales targets through networking and presentation
of Company’s capabilities.

The role will interface with internal stakeholders alongside the Company’s external
clients and therefore the representative must be a proficient communicator.
The representative is expected to liaise with the broader business development
function from other regions and stay appraised of business unit Business
Development activities and guidelines.

Functions

ESSENTIAL

Serve existing and new customers by selling Asset Integrity Management services
with an emphasis on sales volume and customer growth including:

  • Leads sales activities by implementing sales and related business strategies
  • Develops and executes a plan to align the sales funnel with organizational
    goals and targets.
  • Sell, promote and communicate Oceaneering Asset Integrity Management
    services to current and potential new clients
  • Develop and deliver sales presentations to key clients and prospects
  • Enhance market position by planning delivery of solutions, answering
    technical questions and creating/adjusting content of marketing material
    based on VOC and other market factors
  • Lead responses to tenders and development of service proposals
  • Become acquainted with global subject matter experts in Advanced NDT,
    In-Service Inspection & Integrity Management
  • Track sales opportunities keeping management informed through activity
    reports and regular meetings
  • Maintain market knowledge by establishing networks, reviewing publications
    and monitoring competition.

Develop strong relationships with Key Clients and Potential Clients operating
within the Oil & Gas, renewables and other industries to promote the services
of the Company. Including but not limited to:

  • Use existing contacts to locate the decision makers at key companies
    and build relationships
  • Develop new contacts when there are none available
  • Influence key decision makers and drive tactical sales
  • Development of marketing materials in conjunction with Business
    Development and corporate marketing team
  • Represent Oceaneering Asset Integrity at trade shows, professional
    meetings, and industry forums
  • Setup and attend demonstrations to educate Potential Clients and existing
    Customers to drive new sales
  • Work to understand client requirements and feed these back for potential
    new service offerings and/or cross service offerings
  • Provide feedback on client satisfaction with our services

Safety

Ensure that the Safety policies and procedures are understood and adhered to
so far as is reasonably practicable in order to ensure a safe working environment.

Other

Carry out work in accordance with the Company Health, Safety, Environmental
and Quality Systems.

Perform the assigned tasks with due diligence regarding the Integrated
Management Systems on the Company.

Eliminate waste of whatever form, to suggest the use of more environmentally
friendly substances and practices and contribute to the continuous improvement
of the environment.

Supervisory Responsibilities

  • This position has direct supervisory responsibilities.

Qualifications

REQUIRED

  • College/University education in sales and marketing or business
    administration and an engineering technical field.

DESIRED

  • Previous experience selling engineering/inspection services
  • Proven success in winning asset integrity and inspection services in the
    Downstream, Midstream, and Upstream Energy market sectors and
    non-oil & gas sectors.
  • Demonstrated ability to generate good contracts and effectively utilize
    persuasive sales methodologies.

Knowledge, Skills, Abilities, and Other Characteristics

  • Working knowledge of the integrity management industry
  • Applying industry specific sales and technical concepts
  • High level of communication skills; verbal and written
  • Willing to work the schedules required to close business
  • Develop and implement sales and related business strategies
  • Uses intuition and experience to complement market data
  • Develop and strengthen relationships with customers and contacts
  • Minimum IT skills; Email, PowerPoint, Word and Excel

Safety and Integrity

  • Strives to create a safe workplace and to protect the environment
  • Operates in accordance with Company business conduct policies
  • Is honest, fair and trustworthy in all activities and relationships
  • Adheres to the highest standards of business ethics
  • Encourages others to raise concerns

Vision and Leadership

  • Creates clear, simple reality-based customer-focused strategy
    and goals
  • Builds trust and commitment though candid communication
  • Energizes and excites others; Is passionate about The Business
    and The Company
  • Strong focus on winning
  • Has passion to exceed customer expectations

Accountability

  • Makes and meets commitments
  • Accepts responsibility and to be held accountable
  • Has a passion for excellence and a focus on execution
  • Works within approved budget; Develops and implements cost
    saving measures

Teamwork and Respect

  • Promotes teamwork. Open to new ideas
  • Participates openly and constructively without alienating others
  • Has a global perspective and breaks through “turf” issues
  • Collaborative, works for the good of the team
  • Seeks out best practices and puts them to use
  • Treats others with respect
  • Builds positive work relationships and shares knowledge and
    encourages the development of others
  • Drives standardization and simplification

Working Conditions

  • This position is considered OFFICE WORK which is characterized as follows.
  • Almost exclusively indoors during the day and occasionally at night
  • Occasional exposure to airborne dust in the work place
  • Work surface is stable (flat)

Physical Activity/Requirements

The physical demands described here are representative of those that must be
met by an employee to successfully perform the essential functions of this job.
Reasonable accommodations may be made to enable individuals with disabilities
to perform the essential functions.

This position is considered LIGHT work.

OCCASIONAL

  • Lift up to 20 pounds
  • Climbing, stooping, kneeling, squatting, and reaching

FREQUENT

  • Lift up to 10 pounds
  • Standing

CONSTANT

  • Repetitive movements of arms and hands
  • Sit with back supported

 

To apply for this position please contact Vicky Main at:

vmain@oceaneering.com

 
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