Job Description
About Us
Proserv is a global controls technology company with a heritage stretching back more than 60 years. We provide industry-leading solutions to improve the reliability, optimise the performance and extend the life of critical infrastructure across the energy sector.
Our team not only has the talent and technological expertise to deliver these transformative goals, but day-to-day, we hold to a clear set of FRESH Proserv values that underpins everything we do around the world.
So, if you believe you not only have the skills and know-how needed for this role, and you are a team player; keen to do things the right way; possess an inquisitive and creative mind; prioritise giving top-quality service and you enjoy helping and collaborating with colleagues or clients – then we really want to hear from you.
What You Need to Know
The Senior Sales and Business Development Manager is responsible for leading the identification, prioritization and development of targeted market segments and accounts from a sales and business development perspective for the Latin and South America region and interfacing with Proserv global partners.
What We Are Looking For
- Develop and execute business acquisition strategies and sales activities to gain market share with Majors and Independents for all Proserv product lines and services including Subsea Controls, Topsides, IWOCS, Sampling & Measurement.
- Work to create strategic relationships within each customer account, articulating and leveraging Proserv’s value proposition, continuously engaging the customer to uncover opportunities, positioning, negotiating, and closing profitable and repeat orders across all 5 BUs.
- Engage and collaborate with Proserv SMEs to support and leverage sales activities across each business unit.
- Organize marketing plans and methodology to differentiate and enhance Company opportunities.
- Lead, negotiate and execute necessary compliance reviews (KYC/NDAs/MOUs) and contractual agreements that allow the Company to do business in–country or with regional target account.
- Develop new business relations and capture market share securing commercial contracts with Major and Independent Operators.
- Work with one or more US Gulf of America Major Operators to have Proserv controls system fully qualified to meet Operator design and qualification specifications.
- Willingness to travel to Golden Triangle (Beaumont, Port Arthur, Orange TX), Corpus Christi and West Texas to support onshore sales and marketing activities for topsides, measurement and sampling.
- Communicate market intelligence to appropriate stakeholders. Assume a proactive approach in addressing performance issues by working jointly with stakeholders and targeted account representatives.
- Support Americas market forecast with up-to-date CRM intel while maintaining CRM accuracy
- Coordinate the involvement of Proserv personnel and management resources (Project Management, Quality, Engineering, Services) in order to meet client expectations and account performance objectives.
- Lead development and execution of best practice promotions by continuously scanning and being 'in the know' of emerging customer, industry, and competitive trends.
- Identify and pursue potential partnerships or acquisitions.
- Assist in the development of strategic plans for each assigned target market:
- Business history
- Current and future opportunities - both capital and operational
- Portfolio gaps identification
- Client organizational charts and list of key influencers/decision makers within key or target customers
- Perform other duties and responsibilities as assigned.
Qualifications / Skills & Experience
Education
- Bachelor’s Degree in Engineering, Business Management or similar from an accredited college/university.
- Master’s degree in Engineering, Business Management or similar from an accredited college/university preferred.
- Spanish speaking skills desired.
Essential
- Minimum (15) years topsides, subsea production controls, IWOCS, Measurement and/or sampling experience with progression to manager level. A combination of software, electric and hydraulic distribution equipment experience preferred.
- Minimum (10) years working in a business-to-business sales environment within the Oil and Gas industry. Oil Field Service Company and/or Operator experience preferred.
- Proven leadership experience in Operations, Sales, Engineering or Services management teams.
- Proven ability to generate orders. Specific examples required.
- Has extensive and current contacts in the O&G industry.
- Possesses a fearless approach to cold calling, opening doors and developing new accounts.
- Demonstrated ability to write and implement a customer or country specific strategic plan and articulate that plan through the Company, with a keen understanding how to differentiate and position sales.
- Proven ability to execute strategy to strengthen capability and capacity within the operations.
- Working knowledge of brownfield development and system improvement requirements.
- Demonstrated ability to write and implement a customer or country/regional specific strategic plan and articulate that plan through a Company, with a keen understanding how to differentiate and position sales.
- Proven ability to provide technical guidance and direction for his/her area of specialization, identify and express economic alternatives and advantages and communicate
- Excellent communication skills, both oral and written.
- Ability to work in a team collaborating with other co-workers to bring in orders for Proserv.
- Proven ability to negotiate by coordinating all key stakeholders (Company & Client) and achieve win-win results.
- Proven record of accomplishment in an automation design/build related environment.
- Working knowledge of hazardous area equipment selection/installation/maintenance.
Why Choose Us
We offer a competitive starting salary with an opportunity to advance, which will be dependent on competency starting level.
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