Offshore Sales Director - North America
Weatherford

Job Info

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Weatherford has an opening for a Offshore Sales Director in Houston, TX that will lead and manage a combined team of Account Managers and Technical Sales Teams to forecast and deliver the annual revenue target. They are responsible for ensuring that detailed Account Plans and strategies are created at the start of the year. They approve the Account Plans and through regular monitoring, quarterly as a minimum, ensure any revenue gaps are identified and addressed accordingly. They shall liaise with Geozone Business Managers to ensure close collaboration is achieved through the Sales process, including supporting all client engagement opportunities. The Sales team shall drive revenue and subsequently the anticipated growth in profit margins through the creation and conversion of strategic business opportunities.

OPERATIONS

• Adopts and drives consistent & effective use of the available software (SFDC, SharePoint, XAIT-Porter)
• Responsible for introducing the Weatherford portfolio of products and services across the customer matrix
• Accountable for retaining the customer base and supporting the Account Managers to identify and successfully develop relations with new customers
• Accountable for assigning the appropriate resources to identified opportunity leads, managing the lead process, ensures sales personnel understand the process & comply accordingly, tracking to closure and monitoring the necessary conversion requirements
• Responsible for driving the tender management process through the geozone commercial operations teams
• In conjunction with the Geozone VP has final approval for all submissions to clients
• Accountable for liaising with the CTM Director to ensure effective and efficient utilization of the CTM hub
• Responsible for supporting negotiation discussions liaison with legal for contract drafting & execution
• Accountable for obtaining a Go/No Go decision based on GOA approvals and advising client of decision
• Responsible for ensuring the Upsell Plan is finalized & achieved
• Responsible for ensuring a contract review is undertaken and a close out meeting is held with the client and all relevant stakeholders takes place
• Develops and executes sales campaigns and assemble and disseminates market intelligence
• Ensures all matters brought before management are appropriate & facilitates the quality of debate and decision making
• Oversees all areas of business risk and ensure strategies exist to mitigate these as much as possible

COMMUNICATION

• Accountable for ensuring there is efficient and effective communications, including executive engagements with clients at all times through the Sales process
• Understand client's needs and tailors commercial offering to meet or exceed their requirements
• Accountable for developing the Client Engagement Plan to enhance the profitability of the company through expanding Weatherford provision of products and services
• Liaises with Global Account VP's to ensure customer intimacy with key accounts
• Delivers presentations to clients & participates in relevant industry forums/marketing events
• Manage all client commercial arrangements to ensure best value and long-term viability
• Responsible for notifying internal stakeholders of bid result and potentially holding a debrief in the event of a loss
• 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

• Accountable for the generation of annual forecast and revenue targets through the account plans
• Accountable for delivering positive commercial results through strong negotiating skills which result in significant continuous improvements in margin performance
• Drives alignment by ensuring the integration of all sales activities into a single sales plan for the Geozone
• Undertakes quarterly performance reviews of Account Managers & Tech Sales personnel against their Account Plans
• Takes relevant actions to identify and address revenue 'gaps' for the year to ensure target achievement
• Ensures all Commercial processes are incorporated and include all relevant stake holders (TAX, Finance, Manufacturing, Product Line, Logistics etc) to maximize efficiency of pricing and tendering
• All employees have an accountability to the organization 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

• Develops an efficient, cohesive and high performing team across the Geozone Sales team
• 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 personal & to foster an environment that supports the attraction & retention of a high performing talented workforce

VISION & LEADERSHIP

• Demonstrates leadership, ethical behavior and adherence to Weatherford standards at all times
• Works closely with the GBM to identify commercial opportunities, develop PL promotional tactics and implements new PL educational seminars
• Develops and executes strategic plans to strengthen WFRD brand identity by understanding customer/industry key drivers and challenges and then emphasizing and aligning our Core Capabilities to these requirements
• Liaises with Geozone Management to develop and implement programs for business enhancement, client retention and client expansion

REQUIREMENTS

• Bachelor's Degree or equivalent in relevant oilfield or business discipline
• 14+ years of sales, product line, commercial operations, operational and country management experience
• 5+ years in leadership position
• Excellent leadership and interpersonal skills inc. mentoring and coaching
• Demonstrated resilience, persistence and creative passion in building trust with all stakeholders, particularly when driving change - processes and people
• Ability to relate and influence at all levels within own and client organizations
• Effective communicator (written and verbally) of commercial strategy and operation execution
• Experience in profit and loss (Financial Acumen) and management of multi-cultural areas
• Experience in creating account plans and strategies
• Experience in preparing and delivering presentations to senior management internally and externally
• Self - confident, motivated, decisive, flexible, logical, methodical, determined and results driven with a sound business judgment
• Successful track record of delivering complex business projects in challenging environments
• Strong experience of successfully leading diverse teams in different locations, remotely
• Ability to operate successfully within a matrix management environment
• Good technical knowledge of Weatherford product range and oilfield services
• Demonstrated development of contracts, negotiations and execution
• Understanding of driving change in an effective manner
• Experience in planning, reporting, quota setting and overall account management, sales program implementation, sales compensation design and administration, recruiting and selection of talent
• Experience in prioritizing investments and optimal deployment of capital

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