Company: Oceaneering
Skills: Commercial Management, Sales
Experience: 8 + Years
Education: Bachelors/3-5 yr Degree
Location: Aberdeen, Scotland, United Kingdom


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.

Position Summary

Purpose

The Commercial Manager position is responsible for coordinating and organizing commercial activities for assigned regional business unit. The Commercial Manager will be responsible for maintaining pre and post award commercial activities on schedule for the business and its clients. This role will own all aspects of costing, pricing, commercial terms, analysis and bid activities with a focus on driving excellence through continuous improvement. The ideal candidate will have prior commercial experience in the Oil and Gas Industry with a proven track record of delivering what is required at various levels. This role may have responsibility for multiple regions, or complex accounts, assigned.

Duties & Responsibilities

Functions

Manages and/or supervisors a team of regional commercial Leads and /or specialists.

  • Executes long-term strategic activities and innovations in coordination with IMDS Business groups.
  • Influences and implements short-term tactical decisions at higher levels in the organization.
  • Applies advanced and functional knowledge of specialized area.
  • Understand and delivers consistently the overall objectives of the company (Oceaneering International, "OII") and fosters the expansion of OII.
  • Provide day-to-day and tactical commercial support to regional IMDS Business groups including relevant internal and external stakeholders.
  • Works with the IMDS Sales Team in support of ongoing sales opportunities.
  • Analysis and review of Customer requirements and the investigation of new or alternative commercial response.
  • Collate accurate information on competitors pricing gleaned from the market and other sources.
  • Preparation and Submission of RFI's to Clients, in line with internal bid process
  • Manage the Coordination, Preparation and Submission of Bids to Clients, in line with internal bid process including management of process.
  • Ensure bids are documented within CRM
  • Define rate build up requirements and set standards for cost transparency and control, ensuring cost in Bids and projects are accurate
  • Participate in the identification and execution of OII goals and objectives and assist in updates and metrics while they are performed.
  • Manage data analytics of all commercial aspects and drive improvements through commercial models and performance metrics.
  • Consistently communicate progress and understanding of the challenges and opportunities faced by the business.
  • Ensures that all the disciplines interact and work together by meeting regularly and communicating progress often.
  • Provide leadership to the bid/no bid criteria and meetings
  • Carry out Client / Contract negotiations to secure the best possible outcome for Oceaneering
  • Assess Business Risk for new opportunities, current contracts and potential new business streams
  • Conduct lessons learnt reviews and drive implementation and tracking of improvement actions.
  • Provide commercial leadership to Key Accounts, new emerging technologies and/or multi-regional scope.
  • Manage and lead Client / Contract negotiations to secure the best possible outcome for Oceaneering
  • Assess Business Risk for new opportunities, current contracts and potential new business streams
  • Participate and where necessary lead QA/QC investigations into identified Cost of Poor-Quality issues
  • Lead post award commercial activities with Operations, Finance and Contract teams.
  • Analysis and review of Customer requirements and the investigation of new or alternative markets for Oceaneering services including alternative commercial responses including KPI formulation where appropriate.


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

The following positions (may) report to this role:

  • Commercial Lead
  • Proposals Specialist /Engineer
  • Commercial Coordinator


Reporting Relationship

  • Reports to Global Commercial Manager and dotted line to Regional Directors.


Qualifications

Qualifications

REQUIRED

  • Minimum eight (8) plus years of effective sales or commercial experience in the oilfield industry
  • Bachelor's Degree in Business or Engineering capacity, or equivalent years of experience
  • Knowledge of Customer Relationship Management systems, Spreadsheet software, Word Processing software and Presentation software.
  • Experience in commercial teams, processes and knowledge in business ERP systems
  • Technically savvy and consistently up to date on the products and services OII offers. Multiple lines of experience.
  • Must have excellent interpersonal skills and able to communicate effectively both verbal and written
  • Stimulates team spirit in the working environment
  • Ability to work unsupervised and manage own workload to deliver against challenging deadlines
  • Demonstrate initiative, drive and motivation to achieve our company's goals
  • Ability to manipulate and coordinate large volumes of data quickly and accurately


DESIRED

  • MBA from an accredited college or university or equivalent relevant experience.
  • Detailed Commercial, Contracts, Pricing experience
  • Advanced Microsoft Office experience


Closing Statement

We offer a competitive salary, a comprehensive benefits package and the opportunity to advance in an international company. To apply, click 'Apply Now'.

Oceaneering pushes the frontiers of deep water, space and motion entertainment environments to execute with new, leading-edge connections to solve tomorrow’s challenges, today.

 

As the trusted subsea connection specialist, our experience combined with the depth and breadth of our portfolio of technologies allows us to engineer solutions for the most complex subsea challenges. From routine to extreme, our integrated products, services, and innovative solutions safely de-risk operational systems, increase reliability, and enable a lower total cost of ownership.

 

We are connecting what’s needed with what’s next as the world’s largest ROV operator and the leading ROV provider to the oil and gas industry with over 300 systems operating worldwide. With our safety-focused and innovative approach, we responsively and decisively react to subsea challenges while providing solutions swiftly and efficiently.