The Weir Group PLC

  • 2018-19528

    Posted Date 3 days ago(10/19/2018 8:34 PM)
    Title
    Technical Sales Account Manager
    Job Location
    US-OK-El Reno
    Shift Schedule
    NS / Exempt
    Manages Others
    Yes
  • Business Need / Purpose of Role

    The Technical Sales Account Manager leads the Company's efforts to maintain and expand relationships with key customer accounts as they relate to a digital product and solution implementation across Pressure Control markets.  The manager will have a broad range of accounts as they relate across the oil and gas drilling and completion markets. The incumbent will coordinate regional strategies to deliver value for our customers and be a key stakeholder in our product management strategy.

    Objectives & Measurement - Key Responsibilities

    Including but not limited to:

    • Accountability
      • Build customer relations with new and existing customers.
      • Grow Intelligent Systems and Pressure Control Business Units monthly revenue by obtaining new customers and enhancing current relationships.
      • Prepare and present commercial proposals to customers.
      • Maintain strong customer relationship with different layers of their organization.
    • As the champion for the customer experience and the voice of the customer, responsible for understanding customer requirements, specifications and goals, and documenting and communicating those clearly to Engineering and/or Operations Support.
    • Originates new product introduction opportunties with customers and facilitates technical collaboration between customers and Weir Oil & Gas engineers.
    • Determines tier 1 clients and associated personnel that will deliver the best opportunity for sales or rental of equipment.
    • Achieves the company’s budgeted targets (revenues, margins & working capital)
    • Builds, develops and manages accounts to exceed sales targets and achieve assigned account objectives.
    • Determines & monitors key performance indicators such as revenue vs. plan, gross margin vs. plan and achievement of objectives score for each account.
    • Establishes and maintains productive relationships with Key Accounts.
    • Develops and implements a strategic account planning process and then overseas the implementation of a supporting account management system.
    • Coordinates the involvement of company personnel in order to meet performance objectives and customer expectations.
    • Clarifies and validates customer needs on an ongoing basis.
    • Accurately relays the Voice of the Customer into the organization.
    • Formulates sales and proposal strategies.
    • Manages complex customer negotiations.
    • Ensure the inter-organizational relationships and related transactions are consistent with Weir Oil & Gas values and corporate guidelines.
    • Performs all duties in a safe manner and in compliance with all Weir Oil & Gas policies.
    • Upholds the core values of the Weir Group and Weir Pressure Control.

    Job Knowledge / Education and Qualifications

    Education & Work Experience:
    Bachelor’s degree from 4-year college or university with a preference for a technical or engineering related degree. An MBA is preferred, or at least five years in a sales or business leadership role.  High level of knowledge of oilfield operations, drilling rig equipment applications and a high level of knowledge of product technical specifications.

    Language:
    Ability to read, analyze, and interpret the most complex documents. Ability to respond effectively to the most sensitive inquiries or complaints. Ability to write speeches and articles using original or innovative techniques or style. Ability to make effective and persuasive speeches and presentations on controversial or complex topics to top management, public groups, and/or boards of directors.

    Mathematical Skills:
    Ability to work with mathematical concepts such as probability and statistical infererence. Ability to apply concepts such as fractions, percentages, ratios, and proportions to practical situations.

    Reasoning Ability:
    Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.

    Computer and Technology Skills:
    The incumbent should have knowledge of the following software: MS Office Suite, BlackBook or other internal software.Should have a knowledge of digital applications and solutions in the oil and gas market as it relates to drilling, workover and compeltions.

    Physical Requirements:
    The employee must occasionally lift and/or move up to 15 pounds.

    Work Environment:
    The noise level in the work environment is usually quiet. In certain areas, personal protective equipment (PPE) may be required including FR clothing, safety glasses, steel-toed shoes, ear plugs and/or specific hazard training and certifications applicable at the time.

    Travel: Extensive travel and time away from home will be required. Up to 50% travel time or more may be expected. Ability to respect the local culture in a foreign country as well as be aware of any travel warnings and/or local regulations pertaining to the job scope we perform. Must possess a current Passport with more than 6 months remaining and be cognizant of and able to acquire the required business visa per the country of destination when required.

    Core Competencies

    Drive for Results - The incumbent should have a proven track record of exceeding business goals. They should steadfastly push themselves, their team and their peers for results.

    Customer Focus - The incumbent will demonstrate the ability to develop effective customer relationships at multiple levels and with multiple functions within accounts. Further, the incumbent will maintain a detailed understanding of the accounts’ working practices, business activity and strategies. The candidate will be the voice of the customers within Weir Oil & Ga, and will be committed to meeting the expectations of those customers.

    Business Acumen - The incumbent will demonstrate a strong understanding of how our business and the business of our accounts work. They will have an understanding of the business practices and trends within both Weir Oil & Gas and that of the accounts. Further, they will understand how strategies and tactics work within the surface pressure control market place.

    Functional & Technical Skills - The incumbent should possess strong technical and application skills for oil field drilling, workover & completions operations. They should demonstrate proven account management and sales skills within the oil & gas industry.

    Strategic Agility - The incumbent should demonstrate the ability to formulate breakthrough strategies and action plans that result in greater share of wallet from key accounts.

    Continuous Improvement - The incumbent will demonstrate the ability to continually improve the effectiveness of the Account Management organization and enhance productivity, efficiency and customer satisfaction.

     

    Ethics & Values - The incumbent will demonstrate, adhere to and reward Weir Group core values. They will operate with integrity in all that they do.

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