BD Manager, Renewables & Marine Construction

Recruiter
Acteon
Location
London
Salary
Competitive
Posted
01 Oct 2019
Closes
31 Oct 2019
Ref
571
Sector
Oil and Gas
Contract Type
Permanent
Hours
Full Time
Acteon Group is a global subsea services business which operates across the complete offshore field life cycle from exploration to abandonment as well as in the marine construction and renewables sectors. Headquartered in Norwich, Acteon has over 2000 employees based in more than 20 territories worldwide.

Acteon's growth has come both organically and through acquisition. Today, Acteon delivers its services through a diverse group of market-leading individual branded operating companies (OpCos) focused on risers, moorings, foundations, data, survey and monitoring and project services. The combined strength of the Group enables Acteon to be involved in projects in most of the world's prime exploration and production arenas.

The primary purpose of this role is to actively target and drive the sales opportunity pipeline for integrated services: leading pre win activities; and developing customer value propositions aligned to client needs/requirements that can be turned into manageable pursuit plans to convert opportunities into won work. This role will also support the Integrated Services VP for Marine Construction & Renewables in defining and articulating the overall Group ISO offering, setting the strategic direction including new business lines.

Further key accountabilities:

  • Investigate market opportunities, providing feedback on type/scale/scope of market opportunities and assess the competitor landscape
  • Prioritise efforts put into sales opportunities through qualifying leads and subsequently support the go/no-go decision-making process on whether to proceed with a bid or not
  • Identify and pass-on client opportunities for product service offerings to OpCos
  • Work with OpCo sales teams to identify possibilities to grow existing opportunities into a larger ISO
  • Support the presentation of proposals to clients including the production, and face to face delivery, of client sales pitches
  • Maintain and update the CRM system, in accordance with Group-wide frameworks
  • Develop and maintain a sales plan that provides an instant overview of market segments, customers, key relationships and the strategy to maintain and increase business. To be developed in conjunction with the Group Head of Sales
  • Produce monthly sales forecast reports for assigned market segments (current and new business) in line with Group-wide frameworks and formats, utilising the CRM system
  • Compare proposals and RFQs to ensure proposals align with client requirements and satisfy client needs
  • Support the Integrated Services VP for Marine Construction & Renewables with identifying key accounts and management of existing key client relationships
  • Promote all ISOs and PSOs and Acteon Group at industry events such as conferences and exhibitions
  • Build and maintain long term relationships within client organisations, increasing the breadth and depth of relationships of key stakeholders in these organisations
  • Develop ideas for new commercial approaches outside of traditional tenders and test these with clients, refining where necessary
Required Experience
Based in Cornwall, United Kingdom, this role requires someone with proven commercial acumen combined with a track record of successfully selling services through joining several offerings together to meet client needs. Candidates should have experience of interacting with clients at a senior level and have a good understanding of what is required to operate in that environment.

Additionally, the successful candidate should bring proven experience of:

  • Working in a multiple stakeholder environment and dealing with the apparent ambiguity that is often associated with such environments
  • Successfully operating in an organisation which is undergoing significant change and delivering through a period of transition
  • The offshore subsea market, current and emerging technologies and trends, general industry challenges and needs
  • Taking the bigger picture view of a market and then executing against it
  • Using CRM to drive sales process and client interaction
  • Developing strategic pursuit plans
  • Having a strong industry reputation and network
  • Previous experience of complex multi-dimensional propositions
  • Complex global organisation, successfully delivering in different cultural situations
  • Having a rounded business view beyond just sales in an organisation
  • Working in a "sleeves rolled up" environment with few established processes and frameworks would be advantageous
  • Miller-Heiman techniques would be desirable but is not essential


Degree qualified or equivalent industry experience. Business admin qualification useful but not essential
Job Location Acteon Group - London, United Kingdom Position Type Full-Time/Regular

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