Sales development & execution (50%)
- Achieves annual Products & Services Orders & Revenues Plans by proactively identifying business opportunities, developing, negotiating and closing commercial deals with new or existing customers,
- Develops and maintains an ongoing, effective key account program (exploiting Sales & Risk Management tools) that provides business leaders with measurable goals, objectives, strategies, tactics, programs, and other pertinent information on selected key account customers,
- Maintains accountability for all commercial proposals issued in relation to the assigned territory including, but not strictly limited to: bids, proposals, tenders etc.,
- Works closely with the Product/Service-specific Sales Specialists to develop marketing programs designed to give TDW a position of leadership within the industry, and implements such programs in the territory to ensure sustainability,
- Manages handover of customer’s orders for fulfillment, then monitors the execution of customers’ orders and enforces delivery when necessary, ensures all customers’ complaints are addressed,
- Plans TDW participation in trade association meetings/fairs and represents the company to promote products and services,
- Monitors accounts receivables and follow up with customers for payment delays.
- Establishes and maintains credible knowledge and data of oil and gas pipeline market in the assigned territory and support management in market update information as required.
- Establishes and maintains credible knowledge and data of competitor product/service offerings, pricing, delivery, technology, actions and ensures that competitive information is communicated throughout the organization and recommends changes to maintain a competitive position.
- Works closely with the sales force of the designated territory to provide demonstrations, presentations and technical consultations to customers and Key Clients whenever technical expertise is needed.
- Supports customers by providing expertise of their equipment and consumables when necessary to identify potential maintenance and training needs.
- Visits clients at job sites and events to provide technical recommendations and identify potential needs for improving customer knowledge and skills
- Works closely with Operations, Engineering, Sales Operations, Services and Quality Departments to ensure customer satisfaction and contribute to performance improvement.
Business rhythm (10%)
- Provides timely forecasts that identify the opportunities & prospects within the Territory and their likelihood to reach an award (and the likelihood that this award will be made to TDW) – provide a forward look to the coming month’s revenue and likely quarterly & year-end revenue position, together with manner in which backlog will be built and depleted through the year,
- Assumes delegated responsibility, when asked to do so, as Country Manager, and ensures administrative tasks are handled to keep records of appropriate correspondence and requests and to maintain current information on sales activities,
- Develops and maintains strategic market intelligence of competition’s product/service offerings, ensures the information is shared within the organization and recommends changes to maintain a competitive position,
- Prepares all necessary reports, forecasts and other reports as requested by the management in a timely and accurate manner, with input from the sales team, representatives and distributors.
Technical Sales development (40%)
- Support Sales to grow share in the Serviceable Obtainable Market (SOM).
- Introduce new solutions to targeted clients and support sales in IMENA Territory.
- Support Direct Sales/Channel Partners to qualify opportunities including risk assessment in the designated territories.
- Support Direct Sales and Channel Partner Manager in educating on TDW Solutions (internally/externally).
- Engage and maintain relationship with technical counterpart of client.
- Build specific application solution, engage ComOps/Product Line as appropriate, package it for and support its deployment with ComOps.
- Support the direct sales to provide sales forecast as input to inventory strategy & services capacity planning.
- Early stage engagement with customers for large and “mega” scope projects and Long Term Agreements to position TDW solution and develop strategy to win.
Relationships with others
- Reports to the Regional Sales Manager.
- Works closely with the IMENA Sales Team and Commercial Operations, in preparing proposals and tenders.
- Supporting Project Risk Reviews (PRR)
- Liaises with TDW entities to keep updated on TDW pigging products & services capabilities and development and to get the support required to develop solutions to customers pipeline problems.
- Ensures an effective interface with the Sales Managers in IMENA Region.
- Liaises with different departments in France and U.S. to ensure the success in bookings and deliveries.
Customer Orientation
- Maintains regular contact with customers to ensure early identification of new opportunities and project needs.
- Apply “solution selling” principals to address customers’ problems.
- Engage and maintain relationship with technical counterpart of client.
- Build specific application solution engage ComOps/Product Line as appropriate, package it for and support its deployment with ComOps.
- Support the direct sales to provide sales forecast as input to inventory strategy & services capacity planning.
Knowledge, skills & abilities required
- Requires a bachelor’s degree in engineering, or other related discipline.
- Min. 5 years’ experience in engineering and minimum 2-3 years exposure in a Technical sales/business development role in middle East.
- Previous experience with developing pigging solutions. Field Experience/ engineering projects relating to pipeline pigging is a MUST.
- Oil and Gas Industry experience preferred
- Excellent presentation skills with the ability to communicate commercial, marketing & technical information to all levels in the customers organization
- Willing to travel as required.
- Fluent in English. Any other language is an asset.
Territory:
Territory covered: IMENA (India, North Africa and Middle East)
