Develop, manage, execute and grow a profitable market position for TDW Products and Services in EH, East.
Sales development (40%)
Develops and executes sales and customer engagement action plans that deliver profitable growth in the assigned territories for TDW Products & Services, according to the accepted business strategies, with emphasis on achieving the greatest possible sales volume and margins,
Develops and maintains a strong technical knowledge (following appropriate and ongoing training) about TDW products and services to a level necessary to have technical focused discussions with clients in the territory to provide solutions to their pipeline problems.
Achieves annual sales and booking targets by proactively identifying business opportunities, developing, negotiating and closing commercial opportunities with new or existing customers.
Develops and maintains an ongoing, effective key account program that provides management with measurable goals, objectives, strategies, tactics, programs, and other pertinent information on selected key account customers.
Maintains an accurate report of all sales activities and opportunities by updating CRM on a daily/weekly basis and as required and participates in weekly/bi-weekly sales meeting updates.
Prepares all necessary reports and forecasts as requested by the management in a timely and accurate manner.
Channel Partner Management (40%)
Sources, identifies and recommends potential Channel Partners under the guidelines of the Global Channel Partner Program and Policy.
Selects target Partners and negotiates Partners agreements in close collaboration with the Legal department, and according to the Channel Partner Policy.
Is accountable for the performance of Channel Partners in the assigned geographic area, in terms of sales, bookings, customer engagement activities, and achievement of the Joint Business Plan.
Organizes and coordinates onboarding program for new and existing Channel partner.
Facilitates the development of Joint Business Plan with each Channel Partner and monitor its implementation, execution and achievement,
Implements measuring and monitoring tools that track daily, weekly, monthly, and annual activities for Channel Partners, coaches them on how to effectively grow account base and recruit new Sales resources.
Upon reviewing each markets forecasts and sales activity reports, provides timely feedback to the Channel Partners, ensuring that each market’s monthly sales goals are achieved.
Works with each market’s Channel Partners to gain a thorough understanding of market trends, best practices, competitions and customers needs.
Organises training, enablement and certification programs tailored to local markets.
Defines and assists in the development of required support materials for the program.
Market knowledge development and sharing (10%)
Establishes and maintains credible knowledge and data of oil and gas pipeline market in the assigned territory.
Establishes and maintains credible knowledge and data of competitor product/service offerings, pricing, delivery, technology, and actions, ensures the competitive information is communicated throughout the organization, and recommends changes to maintain a competitive position.
Liaise with the Operations and Commercial Operations Teams for successful delivery and execution of products and services within the territory, measured by customer’s satisfaction / feedback.
Be a part of the Channel Partner Managers and Marketing Manager Community of Practice to ensure alignment of program, progress and development of Channel Partners in the Eastern Hemisphere.
Engineering degree, with min. 7 years’ experience in engineering and at least 2-3 years exposure in a sales/business development role,
Experience with solution-oriented selling.
Excellent presentation skills with the ability to communicate commercial, marketing & technical information to all levels.
Willing to travel as required.
Fluent in English. Any other language is an asset.