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 To lead the Sales & Proposals teams in pursuit of opportunities which feed the Rosyth Umbilical Manufacturing business. Primarily responsible for coordinating the sales professionals and managing the pipeline of sales opportunities from prospect identification through to award of contract. Responsible for ensuring that prospects and subsequent bids are aligned with the desired business risk profile and strategy and are commercially beneficial for the Rosyth business. In addition to departmental responsibilities the Sales & Commercial Manager will be an integral member of the site Senior Management Team (SMT) and will be expected to work collaboratively with colleagues in order to deliver success for our business.
ESSENTIAL FUNCTIONS
Sales &Commercial - Lead the Sales & Commercial team compromising of Account Managers and Tendering Manager and coordinate with matrix functions (such as legal, contracts and tax)
- Engage Account Managers on target Clients & opportunities to assess/plan future manpower requirements for team to achieve Client deadlines.
- Strategise team activities to have SDS-R as Supplier of Choice with identified target Customer Accounts.
- Co-ordinate bid expectations through the Account Manager, including communications with the Client to seek information/specific commercial or technical clarifications to complete comprehensive proposal
- Engage with local & Corporate management on credible opportunities, gain credibility for pricing strategies, take part in pre-screening exercises and ensure focus on higher probability or strategic Client opportunities.
- Manage interface between Account Managers and Tendering Manager to ensure priorities are aligned.
- Engage and work with other departments/internal business areas to deliver the outcomes required
- Assist team to develop individually and ensure strong cohesive team culture.
- Lead, create, develop and implement strategic sales plans to meet or exceed Corporate goals for sales and profitability either on specific opportunities or target Clients.
- Coordinate and ensure that awarded contracts, 'bid versus sold' and 'bid versus executed' reviews are completed and any issues/inconsistencies identified are effectively and swiftly corrected,
- Ensure review of WBS/Estimating standards are executed to ensure bid costing accuracy is maintained.
- Work closely with other Oceaneering entities to optimize umbilical and hardware packaged solution offerings
- Engage with regional Oceaneering personnel (e.g. Australia, Malaysia) to ensure understanding of opportunities & needs to win local to them
- Represent the Company at meetings with clients and lead the commercial negotiation and closing of contracts and support of Account Managers and Contracts Specialist
- Assist Account Managers in maintaining customer relationships
- Internal clarification meetings and reviews
- Arrange/attend internal clarification meetings and reviews
- Preparation of 'heads up' emails and preparation and presenting of PPTs to executives
- Support the Tendering Manager with the hand-over of awarded projects to the Project Management with particular emphasis on risk
- Utilise CRM for opportunity development strategies/statuses for Account/forecast projects to land
- Provide and maintain for Divisional and Executive review, monthly Sales forecasts, annual Sales and Departmental cost Plans.
- Attend Monthly Business Review (MBR) to present, summarise & inform re status of opportunities.
- Arrange and host suitable and regular Client entertainment in support of Client relationship development
- Keep Rosyth umbilical plant General Manager and Energy Products Sales Director informed of all market intelligence relating to competitors, products, client staff changes, opportunities etc. this is to be provided through scheduled reviews as well as through the sue of Oceaneering Umbilical Solutions/SSP and Oceaneering's overall Strategic level objectives
- Undertake domestic and international travel as required
- Follow all internal controls and relevant procedures/polices to protect the integrity of data and all associated company property.
- Participate as an active member of the Senior Management Team (SMT), ensuring that fellow SMT members are informed and understand the context of the bids and proposals function (scope, ongoing activities, strategy, impact to other functions). Conversely, understand context of other functions and impact on the bids and proposals function
Quality - Ensure internal processes yield high quality work product. Implement and action quality metrics that support expected quality standards and highlight opportunities for improvement. Where process improvements are warranted, verify that improvements are both implemented and fully address identified deficiency.
- Ensure that all team members are fully trained and capable of performing their roles to the standard required. This includes documenting a detailed proposal development process, and ensuring that team members are fully trained on that process and have a required understanding of basic contracting principles.
- Ensure that the estimating process is reliable, and repeatable. Ensure internal processes for development of pricing documents are accurate and have necessary checks and balances to insure errors are identified and corrected prior to proposal submission to customers.
- Update and maintain reports and schedules as necessary to the operation including administration, CRM systems, proposal logs, monthly sales updates, and customer lists, as required.
- Perform the assigned tasks with due diligence regarding the Integrated Management Systems on the Company.
NON-ESSENTIAL
HSE - 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.
- Carry out work in accordance with the Company Health, Safety, Environmental and Quality Systems.
- 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.
- Carry out supervisory responsibilities in accordance with the organization's policies - directing work, appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.
Reporting Relationship - Directly reports to Rosyth General Manager
- Peers include other members of the SMT and counterparts in other Oceaneering locations
Qualifications Qualifications REQUIRED
- Bachelor's Degree in Engineering or Business required or equivalent experience. Masters degree or equivalent experience is preferred.
- Minimum 10 years business related experience and 3 years supervisory experience
DESIRED
- PMI Certification highly desirable.
Knowledge, Skills, Abilities, and Other Characteristics - Significant related experience sales and commercial proposal development withing a manufacturing business. Preferable in the subsea oil field equipment or renewables industries
- Multilingual in core business languages would be highly desirable / not essential
- Worked internationally /accustomed to business internationally
- Adobe Acrobat
- CRM Database
- MS Office Suite
- MS Project or Primavera
- Customer Relationship Management (CRM) software
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.
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'.
