Account Manager

Company Profile

Oceaneering is a global provider of engineered services and products, primarily to the offshore energy industry. We develop products and services for use throughout the lifecycle of an offshore oilfield, from drilling to decommissioning. We operate the world's premier fleet of work class ROVs. Additionally, we are a leader in offshore oilfield maintenance services, umbilicals, subsea hardware, and tooling. We also use applied technology expertise to serve the defense, entertainment, material handling, aerospace, science, and renewable energy industries.

Position Summary

This position serves as the subject matter expert for Subsea Manufactured Products sales and is responsible for leading the strategy for that area. Primary responsibilities will be to work directly with operators and/or EPIC contractors based in North America to identify subsea field development develop opportunities, develop, and execute sales plans and activities to win projects which optimizes Oceaneering's opportunities for umbilicals and distribution hardware while being cognizant of potential opportunities to expand scope for other Oceaneering provided products or services regardless of where a given project may be located globally.

LOCATION

• Role provides the opportunity to work in hybrid environment, working both virtually and in office when required.

Duties & Responsibilities

FUNCTIONS (ESSENTIAL)

• Achieve and maintain a sound understanding of the products and services offered for the Umbilicals and associated ancillaries product line.

• Act as first point of contact for designated accounts; Build and maintain relationships within designated accounts to further OII business and provide best in class sales service.

• Identify and engage key buyers and contacts within each account.

• Prioritize sales efforts on high potential, higher margin opportunities.

• Support client project development by providing budgetary and/or AFE pricing and design request utilizing Technical Solution assets.

• Utilize CRM to maintain accurate and up to date records of account data, contact data, opportunity and bid data; Understand the opportunity pipeline and ensure CRM data is up to date and accurate.

• Provide forecast support utilizing CRM, Sales Funnel, and the opportunity pipeline (monthly, annually, five-year plan)

• Use Miller Heiman Strategic and Conceptual Selling approach for all opportunities, including Funnel Scorecards and Sales Funnel Stages.

• Engage with our customers and suppliers to understand competitive landscape and opportunities to determine pricing strategies that leverage strengths and defend against weaknesses and threats on tenders.

• Review market analyses and data with department heads to determine customer needs and pricing strategies.

• With Direct and Indirect Management, establish performance goals aligned with account targets for year over year account growth and profitability.

• Build relationships and communicate effectively within and across OII teams to stay up to date on projects, ensure understanding of offerings, and understand potential sales opportunities.

• Ensure clients stay engaged and educated on OII products and services through workshops, lunch and learns, meetings, trade events and appropriate informal events.

• Represent Energy Products at industry trade shows, professional meetings and industry forums as deemed appropriate by regional management.

• Ensure customer feedback is communicated back into the organization and assist with Voice of Customer data gathering and collation.

• Provide regular updates on sales activities to be used for monthly update to senior management.

• Actively participate in bids & proposal teams, including effective handover of relevant information.

• Actively participate in and support/adhere to procedures, safety, and quality initiatives.

• Travel to various Oceaneering facilities and customer locations within Gulf Coast area. Occasional global travel may be required.

• Any other roles or tasks as required to support the sales team.

Qualifications

REQUIRED

• Bachelor's degree in related field or equivalent education and experience.

• Minimum 10 years of related experience in Oil & Gas industry.

• Minimum 7 years of experience selling various products across multiple business lines.

• Minimum 7 years of experience delivering large multimillion-dollar sales results annually, including successfully winning large and strategic projects.

• Business acumen to understand risk and challenges.

• Working knowledge of and competent in Microsoft Office, CRM, and Internet.

• Ability to travel domestically and internationally up to 25%.

DESIRED

• MBA or Engineering Degree.

• Measurable financial target driven to achieve above 70% success rate on annual sales targets.

• Fluent in Spanish and English.

KNOWLEDGE, SKILLS, ABILITIES, AND OTHER CHARACTERISTICS

• Self-starter who is comfortable in professional sales environment and able to execute Miller Heiman sales process.

• Ability to gain customers trust while executing sales strategy.

• Ability to apply common sense understanding to carry out instructions furnished in written, oral, or diagram form.

• Ensures that important information from management is shared with employees and others as appropriate.

• Gives and receives constructive feedback.

• Ensures that management and sales team are kept informed about developments and plans as appropriate.

• Ensures that regular consistent communication takes place within area of responsibility.

Additional Information

This position is Hybrid - Remote and will require commuting to a designated office. Hybrid work schedules are determined by the hiring manager based on business need.

Equal Opportunity Employer

All qualified candidates will receive consideration for all positions without regard to race, color, age, religion, sex (including pregnancy), sexual orientation, gender identity, national origin, veteran status, disability, genetic information, or other non-merit factors