Key Account Manager

2 weeks ago

Perth, Australia Oceaneering Full time

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
- Purpose- The Key Account Manager (KAM) position is responsible for maintaining and expanding relationships within key accounts and for farming and mining the account for more revenue at increased value. The KAM works closely with the Regional Sales Manager and Global Account Director (GAD) where applicable to identify, develop, and implement account capture plans, while also working proactively with and supporting business units in developing and implementing market share gain strategies. KAM is responsible for building stronger account relationships and will own specific capture plans for IMDS solutions and expanded scopes of work. The KAM works closely with the GAD of their account and is expected to work within the GAD’s virtual account team.- The Key Account Manager (KAM) will also work on introducing new high potential accounts, following the regional strategy developed by the relevant P&L leader and regional sales manager.- Duties & Responsibilities
- Functions- ESSENTIAL- Primary focus on account development, sales, and delivery of entire portfolio of IMDS 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 contacts on Oceaneering capabilities of all OII business units that can bring value to the account.
- Enter and manage information in the CRM system for internal visibility and opportunity management.
- Maintain up to date sales funnel.
- Act as main point of contact between key account and internal teams.
- Work closely with commercial team on win themes and voice of customer for tenders.
- Build Capture Plans for large IMDS and multi-business unit opportunities where applicable.
- Focus sales effort on high potential opportunities.
- Identify and engage decision makers and users within each account.
- Maintain and expand account contacts for key areas of products and services.
- Provide weekly/bi-weekly updates on sales activities to be used for monthly update by Regional Sales Manager.
- Compile reports on account progress, goals, and forecasts for account teams and stakeholders
- Managing, mentoring, and coaching of entry level account managers to the sales organization.

NON-ESSENTIAL
- Other duties as assigned.
- Supervisory Responsibilities- This position may have direct supervisory responsibilities. Account manager(s) may be assigned to work for the KAM and form an account team.
- Qualifications
- Qualifications- REQUIRED- Bachelor’s degree in related field or equivalent related work experience.
- 10+ years related experience in Oil & Gas industry; or equivalent combination of education and experience.
- 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.
- Working knowledge of and competent in Microsoft Office, CRM and Internet/Social Selling.
- DESIRED- MBA or Engineering Degree
- Fluent in English
- Knowledge, Skills, Abilities, and Other Characteristics- 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.
- Gives and receives constructive feedback.
- Ensures that regular consistent communication takes place within area of responsibility.
- Closing Statement
- Working ConditionsThis position is considered OFFICE WORK which is characterized as follows.
- Almost exclusively indoors during the day and occasionally at night
- Occasional exposure to airborne dust in the workplace
- Work surface is stable (flat)
- 60% work in an office environment
- 40% travel to client office
- Physical Activity/Requirements- The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essenti

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