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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
The Technical Account Manager (TAM) position is responsible for maintaining and expanding relationships within key accounts and for farming and mining the account for more revenue at increased value. The TAM will develop opportunities and increase revenue in Subsea Distribution Systems (SDS) Eastern Hemisphere. The TAM will work closely with the Director of Sales & Business Development plus the local Technical Sales & Commercial teams; to identify, develop, and implement account capture plans, while also working proactively with and supporting business units in developing and implementing market share gain strategies. The TAM is responsible for building stronger account relationships and will own specific capture plans for SDS solutions and expanded scopes of work.
The Technical Account Manager (TAM) will also work on introducing new high potential accounts, following the regional strategy developed by the relevant P&L leader and regional sales manager.
This position can be based in Aberdeen or Central Belt, Scotland.
Functions
ESSENTIAL
• Primary focus on account development, sales, and delivery of entire 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.
• Educate contacts on Oceaneering capabilities of all OII business units that can bring value to the account.
• Enter and manage information in the CRM system for internal visibility and opportunity management.
• Maintain up to date 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.
• 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.
• Compile reports on account progress, goals, and forecasts for account teams and stakeholders.
• Domestic and international travel up to 25%.
• Other duties as assigned .
Qualifications
Qualifications
REQUIRED
• Bachelor's degree in related field or equivalent related work experience.
• 10+ years related experience in Oil & Gas industry, or equivalent combination of
• education and experience.
• 3+ years related experience in integrity management, inspection, integrity engineering and software sales.
• 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 25%.
• Fluent English speaker, both written and spoken.
DESIRED
• A technical understanding/technical background related to Subsea Distribution equipment or Oil and Gas exploration.
• MBA or Engineering Degree.
• Proficient in all Microsoft Office applications as well as CRM and Power BI software.
• Multi-lingual core business languages desirable but not essential
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.
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'.  |
