Technical Sales Representative - Managed Pressure Drilling

The Technical Sales Representative is responsible for the delivery of the annual revenue target agreed jointly by their Area Sales Manager & the Geozone Business Manager (GBM) for their particular Product Line(s). They will work in conjunction with the GBM who is accountable for the operational execution that delivers the identified revenue. The role will be accountable for delivering an accurate revenue and margin forecast based on operational activity and expenditure plans by their customers. This is to be incorporated into the local Account Plan. They are responsible for providing a detailed product line strategy document (their input into the Account Plan) which is to be reviewed on a regular basis, quarterly as a minimum. This review will monitor performance and offer early indication of potential revenue gaps that the role will be responsible for addressing accordingly. They will offer support to and be supported by the Account Managers to ensure effective and efficient delivery of all sales processes; support for all customer engagement opportunities, opportunity management, contract handover and management of the contract review process. Quotation generation and tender response is a key job function. They shall, through liaison with GBM and Account Managers qualify strategic business opportunities for introducing new technologies, products & services to both new and existing customers.

The role proactively and strategically sells Weatherford tools, technologies and services within the defined Product Line segment but proactively seeks opportunities for cross product line selling and bundling.

OPERATIONAL CAPABILTY

• Responsible for contract review in conjunction with the Account Manager to agree overall performance
• Liaise with the legal department for contract drafting and execution
• Oversees the tender development and response process, ensures all resources are available for highest quality submissions
• Oversees all areas of business risk and ensure strategies exist to mitigate these as much as possible
• Core Capabilities, assembling and disseminating market intelligence
• Responsible for adopting consistent & effective use of the available Technology (SFDC.com, XAIT-Porter)
• Liaise with Commercial Operations to ensure efficient and effective tender management inc negotiations
• Responsible for advising client whether or not the Company wishes to participate in the opportunity
• Accountable for the technical review & commercial proposal using Xait-Porter, inc; initial pricing
• Develop strategic plans to strengthen WFT Identity by understanding customer/industry key objectives & aligning our
• Responsible for discussing the technical specifications with the client & gaining client feedback
• Follows up on leads & opportunities assigned to them – creates, updates & closes leads in SFDC

CLIENT COMMUNICATION

• Maintains understanding of WFT tech. capabilities and service & effectively communicates PL to customers
• Understands customer’s needs and ensures products and services are marketed, positioned and understood by key decision makers in customer organizations.
• Submit technical abstracts or articles to industry publications and/or WFT intercompany magazine.
• Participates in PL demonstrations and training to customers & internal stakeholders where appropriate
• Responsible for responding to the Client Engagement Plan to enhance the profitability of the company through Weatherford provision of products and services to new & existing customers
• Responsible for relaying competitive information back to the appropriate PL stakeholders, inc: pricing, product performance, marketing material, activities, new products/technology etc.
• Responsible for undertaking where appropriate contract closure meetings with the client in conjunction with the Account Manager
• Responsible for developing specific client application value propositions
• Proposes solutions to customers formally (through pitches, presentations & tender submissions) and informally through networks, relationships, discussions

FINANCIAL PERFORMANCE

• Responsible for finalizing the upsell plan as per the BSA in conjunction with the Account Manager
• As a minimum undertakes quarterly reviews of their account plans with the Geozone Sales leader and Account Managers
• Drives Co alignment by ensuring the integration of all sales activities into a single client account plan
• Take relevant actions to identify and address revenue ‘gaps’ for the year to ensure target achievement
• Accountable for delivering positive commercial results through strong negotiating skills which result in significant continuous improvements in margin performance
• Evaluates sales opportunities via the Account Managers and GBMs
• Responsible for the generation of annual revenue targets through the creation and conversion of account plans

Qualifications

• Advanced computer and presentation skills with experience of delivering to internal and external clients
• Ability to understand and evaluate
• Strong technical knowledge of O&G Drilling productline.
• 7 years of Oil & Gas/ Industry technical / operational experience including 5 years sales experience.
• Collaborative team player
• Management skills with ability to exercise initiative to resolve potential & actual problems
• Excellent communication skills
• Degree in related field