Key Account Manager
5 months ago
Company Profile
- Oceaneering is a global provider of inspection, engineered services, and products to various industries and both on and offshore. Through the use of its applied technology expertise, Oceaneering serves industries such as oil & gas, mining, infrastructure, defense, entertainment and aerospace. Oceaneering's business offerings include remotely operated vehicles, built-to-order specialty subsea hardware, deepwater intervention, non-destructive testing, inspection, integrity services, engineering, and project management.- Position Summary- The Key Account Manager is responsible for maintaining and expanding relationships within key accounts. This position is a critical role to identify, develop, and implement account capture plans, while working proactively with and supporting business units in developing and implementing market share gain strategies within the APAC region. In addition to fostering long-term partnerships whilst providing exceptional customer service, this role will be crucial in ensuring customer satisfaction, maximizing revenue, and driving business growth.- Duties & Responsibilities
- The main responsibilities of the role are:
- Primary focus on account development, sales, and delivery of entire portfolio of Oceaneering solutions and/or discrete products and services.
- Provide value added selling and negotiating at all levels within account.
- Develop a thorough understanding of key account's needs and requirements and prepare customized solutions.
- Educate clients on Oceaneering capabilities and business units that can bring value to the account.
- Enter information into CRM system for internal visibility within each business unit.
- Build Capture Plans for large multi-business unit opportunities.
- Identify and engage decision makers and users within each account.
- Maintain and expand account contacts for key areas of products and services.
- Compile reports on account progress, goals, and forecasts for account teams and stakeholders.
Use Miller Heiman Strategic and Conceptual Selling approach for all opportunities, including Funnel Scorecards and Sales Funnel Stages.
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.
With Sales Management, establish performance goals aligned with account targets for year over year account growth and profitability.
Expand the relationships with existing customers by continuously proposing solutions that meet their objectives.
Resolve any issues and problems faced by customers and deal with complaints to maintain trust.
Achieving sales targets, ensuring opportunities are turned into commercial outcomes for business lines and be involved with regularly tracking progress against sales plan and adjusting strategies as needed to achieve sales targets and strategic goals.
Establishing a sales pipeline that aligns with strategic goals, including regularly reviewing and update the pipeline to reflect changing market conditions and priorities.
Working closely with the marketing team to enhance the organizations brand presence within the Energy sector.
- Qualifications
- Qualifications- Bachelor’s degree in engineering or equivalent related work experience.
- 10+ years related experience in Oil & Gas industry.
- Demonstrated success selling various products across multiple business lines.
- Business acumen to understand risk and challenges and demonstrable track record delivering large multimillion-dollar sales results annually, including successfully winning large and strategic projects.
- Other attributes- Ability to read, analyze, and interpret general business periodicals.
- Ability to write reports, business correspondence and business presentations.
- Ability to effectively present information and respond to questions from groups of managers, clients, and internal customers.
- Ensures that important information from accounts is shared with organization and others as appropriate.
- Ensures that regular consistent communication takes place within area of responsibility.
- Deep market knowledge and extensive industry connections within the Energy sector with a strong understanding of market dynamics.
- Closing Statement
- What we offer:
- As part of a global company, you will have the ability to grow and learn in a diverse, collaborative culture. We foster relationships and learning through connected global and local teams, promote flexible and diverse career pathways and support the development of your knowledge and skills. You will be able to thrive in a safe workplace and learn from a high performing team consisting of talented and driven individuals. We offer extensive EAP offerings and flexibility to support you in your wellbeing at work.- Ignite your career at a place where your distinct potential can find its home. In addition, we also offer genuine career development opportunities,
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