The Geozone Technical Sales Manager for Wireline Products is responsible for the delivery of the annual revenue target agreed jointly by their Geozone Sales & Director and the Geozone Business Manager (GBM/PLM) for their particular Product Line(s). 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. This role is predominantly a leadership role related to a team of Technical Sales Representatives and the TSM is tasked with ensuring the success of their direct reports through coaching, mentoring and clear goal identification.
SAFETY, SECURITY & COMPLIANCE
+ Fully versed in our GEMS (Get everyone managing safety) and able to explain our commitment to operating safely and delivering quality products and services.
+ Maintains the highest standards of corporate governance, ensuring that all activities are carried out ethically and in compliance with Company’s Security, Compliance & HSE policies, Management System, relevant laws, regulations, standards and industry practices and complies with the Company’s Rules to Live By
+ Places Quality, Health & Safety, Security and protection of the Environment as core values while never intentionally placing employees, our processes, customers or the communities in which we live and work at risk
+ Seeks continual improvement in Health, Safety, Security & protection of the Environment, taking into account responsible care, process vulnerabilities, public, customer and employee inputs, knowledge and technology and best business practices to exceed customer expectations
+ Supervisors & Managers should demonstrate effective safety leadership for the health and safety arrangements of all subordinates and for any persons visiting them while on the Company premises
QUALITY
+ Responsible for being familar with the Company's Quality policies and takes an active role in the compliance and improvement of Weatherfords Management System
+ Maintains service quality as immediate priorities when working across all areas of the business and continually seeks areas for improvement.
+ Informed of all customer service quality incidents and able to communicate these with our client base.
OPERATIONS
+ They will offer support to and be supported by the Technical Sales Representatives & Account Managers to ensure effective and efficient delivery of all sales processes
+ Responsible for adopting consistent & effective use of the available Software (SFDC.com, XAIT-Porter)
+ Ensures Tech Sales Reps follow up on leads & opportunities assigned to them & complies with SFDC procedures
+ They shall, through liaison with PLM, Tech Sales Reps & Account Managers qualify strategic business opportunities for introducing new technologies, products & services to both new and existing customers
+ Accountable for the technical review & commercial proposal using Xait-Porter, inc; initial pricing
+ Liaise with the Commercial & Tenders team to monitor the tender development and response process, ensuring all resources are available for highest quality submissions
+ Liaise with Commercial Operations to ensure efficient and effective tender management inc negotiations
+ Liaise with the legal department for contract drafting and execution
+ They will liase closely and review with Global WL Products Sales to align on strategy, putsuit and delivery of set budgets and commitments.
+ Responsible for contract review with the Tech Sales Rep & Account Manager to agree overall performance, metrics are clear and aligned with Weatherford’s planned deliverables.
+ Develop strategic plans to strengthen WFT Identity by understanding customer/industry key objectives & aligning our Core Capabilities, assembling and disseminating market intelligence
+ Oversees all areas of business risk and ensure strategies exist to mitigate these as much as possible
+ Supports all customer engagement opportunities, opportunity management, contract handover and management of the contract review process.
+ The role will include additional tasks that will or can be set according to business needs by the GZ PLM/Sales Director or Global WL Products Sales Manager.
COMMUNICATION
+ Ensures Tech Sales Reps understand customer’s needs and ensures products and services are marketed, positioned and understood by key decision makers in customer organizations.
+ 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.
+ Proposes solutions to customers formally (through pitches, presentations & tender submissions) and informally through networks, relationships, discussions.
+ Responsible for relaying competitive information back to the appropriate PL stakeholders, inc: pricing, product performance, marketing material, activities, new products/technology etc.
+ Responsible for developing specific client application value propositions.
+ Submit technical abstracts or articles to industry publications and/or WFT intercompany magazine.
+ Maintains understanding of WFT tech. capabilities and service & effectively communicates PL to customers.
+ Participates in PL demonstrations and training to customers & internal stakeholders where appropriate.
+ Responsible for undertaking where appropriate contract closure meetings with the client in conjunction with the Account Managr & Tech Sales Rep.
+ Maintains effective communications with all key stakeholders both internal and where appropriate external.
+ Supervisors & Managers should clearly communicate expectations, roles and responsibilities to their reports.
FINANCIAL
+ All employees have an accountability to the organisation to be financially responsible whether they are in charge of a function budget or simply their own expenses.
+ Costs incurred should be within approved budget, processed within agreed time frames & following the relevant financial policy and procedure.
PEOPLE & DEVELOPMENT
+ Employees have a responsibility for developing their own careers within the Company including completing all necessary function, compliance & business standards training to enhance their knowledge, skills and experience.
+ Employees should engage on a regular basis with their line manager to discuss their personal performance, objectives and opportunities to enhance their skills and experience to support their career potential.
+ Supervisors are expected to actively engage their employees to support talent management through Weatherford’s performance management process, including but not limited to talent assessments, succession planning & regular coaching opportunities.
+ Supervisors should collaborate with Human Resources & Training Development to drive strategies for the recruitment & retention of key personnel & to foster an environment that supports the attraction & retention of a high performing talented workforce.
+ Responsible for monitoring team headcount and aligning HC with business objectives.
+ Responsible for providing consistent feedback to direct reports in support of business objectives.
VISION & LEADERSHIP
+ Demonstrates leadership, ethical behaviour and adherence to Weatherford standards at all times.
Experience & Education
REQUIRED
+ University Degree in Business or Engineering discipline or equivalent experience.
+ 10+ years of experience in the oil and gas industry, preferably upstream, with at least 2+ years of international (multi-continent) business experience ( may replace the University degree).
+ 5+ years of experience in Sales, Marketing and account management.
+ Strong understanding and promotion of CRM, sales skills, business development and marketing tools.
PREFERRED
+ Higher Degree educated in relevant technical oilfield or technical discipline, or min industry experience of 10 years plus.
Knowledge, Skills & Abilities
REQUIRED
+ Ability to relate and influence at all levels within own and client organizations.
+ Excellent leadership and interpersonal skills.
+ Demonstrated understanding of the Oil & Gas Industry business environment, its market dynamics and its impact on commercial business practices, oil and gas industry products and services applications.
+ Demonstrated resilience, persistence and creative passion in building trust with all stakeholders, particularly when driving change – processes & people.
+ Very strong and effective communicator in English (both written & verbal).
+ Capability to write good proposals (strong use of grammar, and language) for internal/external distribution.
+ Market-focused analytical decision maker balancing strategic and operational requirements with process rigor to support decision-making and periodic auditing business needs.
+ Good technical knowledge of Weatherford’s product range or oilfield services portfolio
+ Effective business meeting acumen for efficient and effective time management.
Travel Requirement:
+ This role may require domestic and potentially international travel of up to: 25-50%
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