NOV

Business Development Manager : Eastern Hemisphere, Surface Safety Products

Recruiter
NOV
Location
Aberdeen, Scotland
Salary
Competitive
Posted
11 Feb 2019
Closes
20 Mar 2019
Ref
1810675
Sector
Oil and Gas
Contract Type
Permanent
Hours
Full Time
Reporting to the Product Line Director, the Business Development Manager will have overall responsibility for assigned sales deliverables across Eastern Hemisphere target markets - focusing on identifying new business development opportunities as well as maximising customer relationships and growing the revenue base with existing customers. As the Business Development Manager, you will develop and implement action plans for different regions (Europe, West Africa, etc), and maximise sales revenue while demonstrating a commitment to surpass internal and external customers' expectations. Your existing technical understanding of surface wellhead systems will act as a foundation to you developing critical product knowledge in line with our sales strategy. Crucial to this role will be your ability to identify customer needs and align them with product line solutions. As Business Development Manager, your success will be based upon an advocacy for the customer internally, the growth of strong regional relationships across the company, and the ability to become a stakeholder in the product line's long-term development.

DUTIES & RESPONSIBILITIES:

• Identify & develop new business opportunities, including lead generation, qualifying the needs of potential customers for the Surface Safety Products (SSP) product line
• Align NOV's regional strategy with current and future business strategies of existing and new customers
• Effectively qualify opportunities, fully understanding the sales process including conversion to order KPIs
• Build and maintain strong business relationships with customers whilst maximising and realising increase in revenue potential
• Provide sales leadership throughout the bidding phase by working in conjunction with Proposals and Applications support teams regionally along with the product team
• Create, distribute, and maintain monthly/quarterly accurate sales and activity plans to key stakeholders of the business
• Full understanding of existing competitive technology and market pressures, identifying areas for product development ensuring NOV is the technical leader for Surface Safety Valves and Engineered-to-Order Actuators
Interaction with the customer through communication methods or face to face where necessary, to provide effective customer service (e.g. but not limited to, Conference calls, CRM, Bid Clarification, Kick off meetings)
• Effective management of sales pipeline to ensure accurate revenue forecasting
Providing regular market intelligence and forecast information for customers
• Meet region sales revenue forecasts, KPIs and sales metrics
• Understand and communicate our customers buying patterns, providing reactive and proactive customer support with clear, defined and documented follow up plan
• Monitor customer issues, feedback, deadlines and deliverables and ensure customer issues are handled effectively and quickly
• Ensure proposals meet technical enquiry as per qualification; maintaining communication and follow ups relating to each proposal
• Work effectively with other NOV groups within Completions & Production Solutions
• Build customer profiles; identifying key decision-makers and buyers
• Prepare input to Annual Sales Plan (ASP)
• Oversee/manage any commercial changes to an order and communication of the same to the Customer
• The collating and issuing of status reports for both internal and external use and holding conference calls, where required
• Customer visits, client office based support, intercompany travel, and field visits throughout area as and when required
• Support other departments and carry out other duties as and when business requirements dictate as may be reasonably expected by line manager.

Qualifications:

SKILLS & EXPERIENCE REQUIRED


Strategic

• An exceptional ability to understand, evaluate and apply technical information
• Able to understand the business needs and drivers
• Delivers solutions and decisions that are effective and constructively impact both NOV and our customer's organisation
Operating
• Adept at exercising good judgement (sometimes with incomplete information) whilst being constrained by tight deadlines
• Be willing to provide colleagues with the information they need to complete their tasks and eliminate roadblocks
• Able to define, work within and improve business processes whilst exercising good judgement based on immediate and future business needs.
Confidence
• Energised by tough challenges and provides direction
• Willingness to follow the product into the field (onshore / offshore) to better determine product performance and customer feedback
Energy
• Will be energised by challenges and drawn towards opportunities
Organisational
• Confident and professional when representing the company in person and in writing
• Aspiring and keen to advance within the organisation
• Is cognizant of organizational culture and politics, and appropriately adjusts personal style to be effective
Personal and Interpersonal
• Creates a compelling and inspired vision or sense of core purpose and clearly communicates it to internal and external customers
• Is flexible and adaptable when facing tough calls
• Imbued with a strong sense of customer focus (internal/external)
• Firm and diplomatic when negotiating
• Is known to consistently adhere to ethical principles and expects others to follow suit

Quality

Essential

Desirable

Qualifications:

HND Engineering or Business related subject

Degree in Engineering or Business related subject

Experience:

Working knowledge of s urface wellhead systems

Ability to create and track individual and metrics

Working with surface wellhead operations, overseas projects, and international IOC's / NOC's

Skills, training or special knowledge

Computer literacy (including good command of Microsoft Office Excel, Word and Outlook)

Working knowledge of Customer Relationship Management (CRM) systems

API 6A and surface safety valves

Working knowledge and application of ISO, API and other applicable manufacturing standards and regulations.

Surface safety valves, Otis/Axelson/AVA style actuators and monogram able surface safety valves under API 6A.

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