Company Profile
Oceaneering is a global oilfield provider of engineered services and products primarily to the offshore oil and gas industry, with a focus on deepwater applications. Through the use of its applied technology expertise, Oceaneering also serves the defense, entertainment, and aerospace industries. Oceaneering’s business offerings include remotely operated vehicles, built-to-order specialty subsea hardware, deepwater intervention and manned diving services, non-destructive testing and inspection, and engineering and project management.
Duties & Responsibilities
Purpose
The primary responsibility of this position is to manage and deliver the sales and marketing activities of the organization by performing the following duties personally and/or through establishing working relationships within company operating Business Units "BU's". Requirement to compile the final technical and commercial proposals to Client's request is also an essential responsibility.
This Aberdeen-based position will work with regional and domestic survey managers and matrixed support groups to organize effective and efficient global sales and performance excellence.
With particular focus on survey/positioning and the discipline of geosciences: develop new customers, further develop existing customers and identify new market opportunities and continued penetration of existing markets.
Such techniques include assessment of marketing opportunities and target markets, intelligence gathering on customers and competitors, conducting surveys, generating leads for possible sales, advice, market share data assessments, develop SWOT analysis, creation and enforcement of sales policies and processes, follow-up sales activity, formal proposal or presentation management and writing, pitch and presentation rehearsals, and business model design.
With the above knowledge, work with the respective business units to develops a strategy to implement a plan to that can be presented to Sr. Management & executive leadership for fiscal planning purposes, further deployment of capital, and determination of synergies with OII’s strategic vision.
Travel overseas will be required to consistently engage the BUs client group.
Functions
ESSENTIAL
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Understand the overall objectives of the company (Oceaneering International, “OII”) and foster the expansion of OII. This will require close coordination with all OII business groups in regard to adding new products, expansion possibilities, business acquisition, inside and outside business influences, sales support, and overall goals and objectives.
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Provide both strategic and tactical business and product developmental support and leadership to all OII working groups – seeking opportunity development across BUs and best use of company resourcing.
Strategic support includes:
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Supporting the service-line stakeholder’s goals and objectives, through immersive learning of products/services, influencers, markets, etc.
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Enhancement of customer experience by regularly working to provide training, information on products/services, proposal/order creation, or escalation of problems/issues to enable improved service.
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Develop and implement strategic sales plans & customer/account capture plans in collaboration with all BU’s, to accommodate corporate goals.
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Gather and report out market data on the business unit. This includes establishing total available market size and Oceaneering market share for the business unit. Develop and review market share data with BU head and develop strategic plans to increase market share.
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Prepare a detailed business plan as required for growth.
Tactical support via:
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Attend meetings in clients’ offices and give company presentations, and attend trade shows as needed.
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Consultative engagement & needs analysis with new and existing customers (including development of client-centric product or service solutions)
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Navigates and uses various databases and information sources to efficiently capture & maintain new opportunity and client records
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Monitor and evaluate the activities and products of the competition. This includes competitors market share, equipment volume and capabilities and any strategic alliances for competiton
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Participate directly to ensure the teams developmental efforts are defined, targeted & successful.
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And/Or, providing the leadership to find any resources that are necessary to accomplish the above.
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The BDTPM’s office must be integral with the global sales force in the operating BU’s, and work closely with customers either in new business development and/or with sales to identify customer needs and expose areas that OII may leverage into new business.
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Review market analyses and customer feedback with segment & BU leads, to determine customer needs, price schedules, and discount rates.
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Coordinate monthly, quarterly and annual sales forecasting activities which includes established projects as well as opportunities.
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Develop and implement strategic sales plans & customer/account capture plans in collaboration with all BU’s, to accommodate corporate goals
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Directly supervise or collaborate with centralized commercial teams in the region on bids and proposals for the business unit – at times, acting as delivery- lead in high-value proposal submittals, legal agreement negotiations and the execution of complex deals
NON-ESSENTIAL
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Spend time with the operating BU’s to learn their respective products and services and support BU’s in compiling sales and marketing literature along with support at trade shows and symposiums.
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Work closely with the various BU Sales teams and help align processes and synergy globally.
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Assist in identifying where product line weaknesses exist and especially where customers are requesting improvement.
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This role requires significant contribution in a range of subjects such as sales, marketing, legal, and operational conversations, and to be a great communicator to partners and internal teams in order to drive revenue
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The position will also work in concert with key Oceaneering operations/sales/BD teams in other US & International locations to coordinate large-scale project work or synergistic revenue, and facilitate resource sharing
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Network in Industry with clients and with other business people; establish a support group.
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Attend workshops, trade shows, and seminars to keep up-to-date on changes in the industry
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Adopt a team approach; work with others in pursuing common goal.
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Other duties as assigned.
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
Reporting Relationship
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Reports to Sr. Manager, International
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Matrix reporting to 'Director, Commercial-ROV'
Qualifications
Qualifications
REQUIRED
- University level education with a focus on survey, geosciences, engineering or marine sciences.
- Previous experience and or training.
Knowledge, Skills, Abilities, and Other Characteristics
- Safety and Security- Observes safety and security procedures; Determines appropriate action beyond guidelines; Reports potentially unsafe conditions; Uses equipment and materials properly.
- Project Management- Develops project plans; Coordinates projects; Communicates changes and progress using Management of Change; Completes projects on time and budget; Manages project team activities.
- Technical Skills- Assesses own strengths and weaknesses; Pursues training and development opportunities; Strives to continuously build knowledge and skills; Shares expertise with others.
- Oral Communication- Speaks clearly and persuasively on 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 need; Presents numerical data effectively; Able to read and interpret written information.
- Quality Management- Looks for ways to improve and promote quality; Demonstrates accuracy and thoroughness.
- Business Acumen- Understand business implications of decisions; Displays orientation to profitability; Demonstrates knowledge of market and competition; Aligns work with strategic goals.
- Cost Consciousness- Works within approved budget; Develops and implements cost saving measures; Contributes to profits and revenue; Conserves organizational resources.
- Judgment- Displays willingness to make decisions; Exhibits sound and accurate judgment; Supports and explains reasoning for decisions; Includes appropriate people in decision- making process; Makes timely decisions.
- Professionalism- Approaches others in a tactful manner; Reacts well under pressure; Treats others with respect and consideration regardless of their status or position; Accepts responsibility for own actions; Follows through on commitments.
Closing Statement
We offer a competitive salary, a comprehensive benefits package, relocation support and the opportunity to advance in an international company. To apply, click 'Apply Now'.
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