Senior Regional Account Manager

JOB DESCRIPTION

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

Responsible for sales of Subsea Robotics (SSR) and Offshore Project Group (OPG) products and services within a designated region and/or group of accounts. Ensure clients derive maximum value from our services and grow Oceaneering (OII) share of account spend. Work closely with clients to identify needs and consult on best practices for solutions and setup.

Functions (Essential)

·Acts as first point of sales contact for designated region and/or accounts.

·Builds relationships within designated region and /or accounts to further OII business and provide best in class sales service.

·Works collaboratively with Business Unit leaders, Global Account Directors and Key Account Managers, where applicable, to increase sales, region/account penetration and profitability.

·With the support of the Products & Services team, develop and implement strategies that are innovative to help achieve organization goals.

·Prepares reports that keeps management and team members informed of industry news, customer news, sales objectives, accomplishments, and competitive information.

·Identify and engage key buyers and contacts within each account, as allocated.

·Prioritize sales efforts on high potential, higher margin opportunities.

·Identify and influence accounts’ requirements for OII products, services, and solutions and ensure the solution meets the customer need.

·Use Miller Heiman Strategic and Conceptual Selling approach for all opportunities, including Funnel Scorecards and Sales Funnel Stages.

·Utilize CRM to maintain accurate and up to date records of account data, contact data, opportunity and bid data; Understand the opportunity pipeline and ensure CRM data is up to date and accurate.

·Provide forecast support to all service line managers utilizing CRM, Sales Funnel and the opportunity pipeline (monthly, annually, five-year plan)

·With Sales Management, establish performance goals aligned with account targets for year over year account growth and profitability.

·Build relationships, communicate effectively within and across OII teams to stay up to date on projects, ensure understanding of offerings, and understand potential sales opportunities.

·Ensure clients stay engaged and educated on OII products and services through workshops, lunch and learns, meetings, trade events and appropriate informal events.

·Engage with our customers and suppliers to understand competitive landscape and opportunities.

·Ensure customer feedback is communicated back into the organization and assist with Voice of Customer data gathering and collation.

·Provide weekly/bi-weekly updates on sales activities to be used for monthly update by Eastern Hemisphere Snr Sales Manager.

·Achieve and maintain a sound understanding of the products and services offered for all SSR & OPG Service Lines.

·Review market analysis and market data to ensure account strategies stays current to market conditions.

·Actively participate in bids & proposal teams, including effective handover of relevant information.

·Actively participate in and support/adhere to procedures, safety and quality initiatives.

·Travel to various customer locations. Occasional global travel may be required.

Any other roles or tasks as required to support the sales team.

Qualifications

REQUIRED

§Bachelor’s degree in related field or equivalent related work experience.

§Relevant related experience in Oil & Gas industry; or equivalent combination of education and experience.

§Demonstrated success selling various products across multiple business lines.

§Business acumen to understand risk and challenges and demonstrable track record delivering large multimillion-dollar sales results annually, including successfully winning large and strategic projects.

§Working knowledge of and competent in Microsoft Office, CRM and Internet.

DESIRED

§Measurable financial target driven to achieve above 70% success rate on annual sales targets.

Knowledge, Skills, Abilities, and Other Characteristics

• Self-starter who is comfortable in professional sales environment and able to execute Miller Heiman sales process.

• Ability to gain customers trust while executing sales strategy.

• Ability to apply common sense understanding to carry out instructions furnished in written, oral, or diagram form.

• Ensures that important information from management is shared with employees and others as appropriate.

• Gives and receives constructive feedback.

• Ensures that management and sales team are kept informed about developments and plans as appropriate.

• Ensures that regular consistent communication takes place within area of responsibility.

Closing Statement

We offer a competitive salary, a comprehensive benefits package and the opportunity to advance in an international company.