Business Development Manager

Weatherford International   •  

Midland, TX

Industry: Professional, Scientific & Technical Services

  •  

5 - 7 years

Posted 79 days ago

This job is no longer available.

JOB DESCRIPTION

The Business Development Executive is responsible for generating leads in and creating opportunities to serve new accounts that Weatherford has not served in the previous two years. They will develop a target, revenue and EBITDA forecast, and pool of potential customers in collaboration with their Sales Leader and will be responsible for driving the entire sales cycle from initial customer contacts to close of sales. They will provide an initial plan for new customer research, contact, and retention within the first sixty days in the role and subsequently will develop a min 5-10 detailed Account Plans with client expenditures and revenue/margin projections within 60 days after approval of the initial plan. Progress against both plans and their targets will be reviewed quarterly.

The role is supported by Technical Sales resources within the Sales function to ensure the effective & efficient delivery of all sales processes including; support for client engagement opportunities, opportunity management, contract handover and management of contract review processes. Through liaison with their respective GBM’s they shall identify strategic business opportunities for introducing new technologies, products and services and bundling models to their customers. They are accountable for being familiar with the full range of Weatherford products and services and identifying client needs that Weatherford can fill. Since their focus will solely be on new accounts, they will have wide latitude to pursue new and creative strategies to win customers.

DUTIES & RESPONSIBILITIES:

Maintain safety as a first priority when working across all areas of the business

Uphold exemplary business principles in accordance with the FCPA and Weatherford overseas trade compliance policies, setting standards of behavior and performance

Maintain the highest standards of corporate governance, ensuring that all commercial activity is carried out ethically and in compliance with Co policies, relevant laws, regulations, standards and industry practices

Use market research and relationships within industry to select key new customer targets & maintain list of potential clients, contact status, and target revenue/margin in SFDC. Identify key decision makers and set up meetings through cold calls, networking and conferences. Assess Revenue & Margin prospects against C criteria

Provide Account Plan in SFDC, communicating the plan to all stakeholders, planning resources & activities to achieve the Plan’s annual performance

Adopt and drive consistent & effective use of Technology (SFDC, XAIT-Porter)

Oversee the tender development and response process, ensure all resources are available for highest quality tender submissions via the tender management process

Take leadership role in developing proposals for prospective customers

Address budget considerations for proposals as well as addressing technical specifications with the client in conjunction with technical sales

Lead negotiations in conjunction with Sales VP/Director and Technical Sales, inc; contract extensions ensuring SFDC is kept up to date as well as liaise with legal as necessary for drafting

Assemble and disseminate market intelligence including gathering client feedback

Once notified by client of results of the tender process the role is accountable for arranging a debrief in the event of a loss or advising key stakeholders in the event of a win including updating SFDC

Arrange and facilitate a contract handover meeting with key stakeholders and generate a contract summary sheet

Reviews contract performance and brings all relevant matters before management

Provide suggestions to management on process for maintaining account revenue and margin in subsequent years/contracts either through continued engagement or through leading transition to regular account manager

Reach out to and follow up consistently with 5-10 prospective clients within 6-month time frame

Understand potential customer needs and areas where Weatherford products and services can fit, subsequently tailors service offering to meet or exceed their requirements

Persistent and positive in communicating Company’s unique ability to deliver value proposition for clients

Demonstrate comfort with flexibility and experimenting with new approaches to engage clients

Deliver presentations to clients and participates in relevant industry forums/ marketing events

Hold pre-sales meetings and demonstrations and pull in relevant members of the Weatherford organization (leadership, operations leads, technical sales, etc.)

Lead and manage client commercial arrangements to ensure best value and long-term viability

Manage client’s expectations as well as problem job communication and agreement

Accountable for communicating with the client whether the Company intends to participate in tender process

Facilitate close of contract with key stakeholders and client

Generate revenue, gross margin & EBITDA targets through the account plans & have quarterly reviews with Sales VP/Dir

Accountable for finalizing the Upsell Plan as per the bid strategy

Participate in final pricing and term negotiations to close sales

Accountable for action to identify and address revenue and margin gaps for the year to ensure target achievement

Evaluate sales opportunities via the Technical Sales personnel

Ensure all Commercial processes are applied through TPMS to maximize efficiency of pricing & tendering

Maintain awareness of Company’s policies on performance management

Undertake necessary Sales and PL training to enhance their process excellence and ability to improve sales growth via x-PL opportunities

Share best practices with other Sales Hunters and Account Managers within organization

QUALIFICATIONS

Entry level should have a minimum of 5 years industry experience in a combination of field and shore-based sales / technical support roles

If not degree educated then candidates should have at least 7 years industry experience.

If the candidate is new to the industry then they must be able to demonstrate at least 7 years successful sales background

All candidates should be able to demonstrate that they are commercially astute and have a good understanding of tenders, contracts, negotiations, high margin / profitability achievement as well as the requirements for high quality customer service

Candidates should be prepared to provide concrete examples of their approaches and results for winning new business and new customers within previous sales roles