Sales Account Manager

Job description / Role

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 and responsibilities

Purpose
The Sales Account Manager (SAM) position is responsible for optimizing sales performance by managing key clients in line with the strategy. The SAM will maintain and expand relationships within key accounts and will farm/mine the accounts for revenue at increased value as well as cultivating and growing new strategic relationships in their area. The SAM will develop new opportunities and increase revenue in Subsea Distribution Systems (SDS) Eastern Hemisphere. The SAM will work closely with the Senior Sales Manager plus the local Technical Sales and Commercial teams. The SAM will identify, develop, own and implement account capture plans, whilst maintaining accurate CRM records as well as working proactively with and supporting business units in developing and implementing market share gain strategies. The SAM is responsible for building stronger account relationships and will own specific capture plans for SDS solutions and expanded scopes of work. The SAM is the focal point for building a solution for expanded workscopes involving multiple products and services.

The Sales Account Manager (SAM) will work on introducing new high potential accounts, following the regional strategy developed by the relevant P&L leader and Senior Sales Manager.

This position can be based in the Middle East.

Functions

Essential

• Primary focus on account development, sales, and delivery of portfolio of SDS solutions and/or discrete products and services.
• Provide value added selling and negotiating at all levels within account.
• Develop a thorough understanding of key account's needs and requirements and prepare customized solutions. Demonstrate in-depth knowledge of the account to allow Oceaneering (OII) to correctly position our solution/value add proposition.
• Educate contacts on Oceaneering capabilities of all OII business units that can bring value to the account.
• Enter, track, manage and report on information in the CRM system for internal visibility and opportunity management.
• Maintain up to date and accurate sales funnel.
• Act as main point of contact between key account and internal teams.
• Work closely with commercial team on win themes and voice of customer for tenders.
• Build capture plans for large SDS and multi-business unit opportunities where applicable.
• Focus sales effort on high potential opportunities.
• Identify and engage decision makers and users within each account.
• Manage time effectively and efficiently so as to maximise client facing experience.
• Maintain and expand account contacts for key areas of products and services.
• Provide weekly/bi-weekly updates on sales activities to be used for monthly update by Regional Sales Manager. Be comfortable and professional in building and making presentations.
• Compile reports on account progress, goals, and forecasts for account teams and stakeholders.
• Domestic/international travel up to 30%. Attend relevant trade shows and expos.
• Other duties as assigned.

Safety

Ensure that the safety policies and procedures are understood and observed to ensure a safe working environment.

Supervisory responsibilities

This position has no direct supervisory responsibilities.

Reporting relationship

This position reports directly to the Senior Sales Manager.

Qualifications

Required

• Bacheloru2019s degree in related field or equivalent related work experience.
• 7+ years related experience in oil and gas industry.
• Solid experience in a key/account management role.
• Demonstrated success selling various products across multiple business lines.
• Business acumen to understand risk and challenges and demonstrable track record delivering large multimillion sales results annually, including successfully winning large and strategic projects.
• Working knowledge of and competent in Microsoft Office, CRM and internet/social selling.
• Ability to travel domestically and internationally up to 30%.
• Multilingual with fluency in English (written/spoken) and minimum one other geographically relevant language (written/spoken).

Desired

• A technical understanding or technical background related to Subsea Distribution equipment or oil and gas exploration.
• MBA or Engineering Degree, or equivalent combination of education and experience.
• Proficient in all Microsoft Office applications as well as CRM and Power BI software.
• Experience in high value product/long sales cycle sales.

Knowledge, skills, abilities, competencies and other characteristics

• Ability to read, analyze, and interpret general business periodicals.
• Ability to write reports, business correspondence and business presentations.
• Ability to effectively present information and respond to questions from groups of managers, clients, and internal customers.
• Ensures that important information from accounts is shared with organization and others as appropriate.
• Gives and receives constructive feedback.
• Ensures that regular consistent communication takes place within area of responsibility.
• Effective time management skills u2013 plan time effectively both internally and externally.
• Analytical - Synthesizes complex or diverse information; collects and researches data; uses intuition and experience to complement data; designs workflows and procedures.
• Problem solving - Identifies and resolves problems in a timely manner; gathers and analyzes information skillfully; develops alternative solutions; works well in group problem solving situations; uses reason even when dealing with emotional topics.
• Customer service - Manages difficult or emotional customer situations; responds promptly to customer needs; solicits customer feedback to improve service; responds to requests for service and assistance; meets commitments.
• Interpersonal skills - Focuses on solving conflict, not blaming; maintains confidentiality; listens to others without interrupting; keeps emotions under control; remains open to others' ideas and tries new things.
• Oral communication - Speaks clearly and persuasively in positive or negative situations; listens and gets clarification; responds well to questions; demonstrates group presentation skills; participates in meetings.
• Written communication - Writes clearly and informatively; edits work for spelling and grammar; varies writing style to meet needs; presents numerical data effectively; able to read and interpret written information.
• Teamwork - Balances team and individual responsibilities; exhibits objectivity and openness to others' views; gives and welcomes feedback; contributes to building a positive team spirit; puts success of team above own interests; able to build morale and group commitments to goals and objectives; supports everyone's efforts to succeed.
• Change management - Develops workable implementation plans; communicates changes effectively; builds commitment and overcomes resistance; prepares and supports those affected by change; monitors transition and evaluates results.
• Quality management - Looks for ways to improve and promote quality; demonstrates accuracy and thoroughness.
• Business acumen - Understands business implications of decisions; displays focus on profitability; demonstrates knowledge of market and competition; aligns work with strategic goals.
• Demonstrates knowledge of equal employment opportunity policy; shows respect and sensitivity for cultural diversity; educates others on the value of inclusion; promotes a harassment-free environment; builds a diverse workforce.
• Ethics - Treats people with respect; keeps commitments; inspires the trust of others; works with integrity and ethically; upholds organizational values.
• Organizational support - Follows policies and procedures; completes administrative tasks correctly and on time; supports organization's goals and values; benefits organization through outside activities; supports affirmative action and respects diversity.
• Strategic thinking - Develops strategies to achieve organizational goals.