Senior Sales Representative

ZUPT seeks to add a:
Senior Sales Representative
Location:
Houston

Position Summary

Zupt develops and deploys specialized technologies and services for offshore and subsea operations, including subsea metrology, survey and positioning, inspection and measurement applications supporting offshore oil and gas and renewable energy projects. The company operates globally and works with offshore contractors, survey and ROV service providers, engineering companies and energy operators.

The Senior Sales Manager is responsible for actively developing opportunities and generating profitable revenue. The role places particular emphasis on self-initiated prospecting, lead generation and conversion of new opportunities, including new projects and service scopes with existing clients. The successful candidate will also support ongoing customer relationships and respond to incoming commercial opportunities as required, but must be comfortable initiating contact and creating business rather than relying on inbound requests.

The position requires familiarity with the offshore subsea market and an appreciation of technical sales. The employee does not need to be an engineer or have prior knowledge of Zupt's proprietary systems; structured onboarding and technical support will be provided. The expectation is to progress from guided commercial development to increasingly autonomous ownership of sales opportunities, client relationships and commercial decisions, within company approval limits.

Sales responsibilities may be divided among team members by geography, customer relationships, technology or service line based on the successful candidate's background and business needs. Such allocations are intended to create accountability and focus while preserving collaboration across a global market.

What to Expect
Key Duties and Responsibilities

Proactive Prospecting and Independent Lead Generation

• Identify, research and pursue potential projects and buying needs without waiting for client inquiries or formal tender invitations.
• Conduct regular outbound prospecting through cold calls, targeted emails, professional networking, LinkedIn-based prospect research and outreach, referrals, and direct in-person engagement.
• Develop relationships with relevant decision-makers and influencers, including survey managers, subsea project teams, asset integrity teams, procurement personnel and technical stakeholders.
• Use market intelligence, contract awards, field developments, IRM programs and customer activity to identify early-stage opportunities for Zupt offerings.
• Proactively arrange introductory discussions, discovery meetings, capability presentations, demonstrations and follow-up engagements; maintain consistent outreach over extended sales cycles.
• Take ownership of converting self-generated leads into qualified opportunities, client requests, proposals and ultimately profitable contract awards.

Customer Relationships and Account Development

• Establish and maintain productive relationships with operators, offshore installation and subsea construction contractors, survey companies, ROV service providers and other relevant organizations.
• Develop new opportunities within both prospective and established Zupt accounts, including cross-selling services or identifying applications not previously considered by a customer.
• Support reactive inquiries, repeat business and ongoing client needs while prioritizing new opportunity origination and expansion.
• Maintain purposeful customer contact through scheduled calls, project discussions, site visits, business reviews and relationship-building activities.
• Coordinate account, regional and service-line coverage with the VP Commercial and wider sales team; collaborate across assigned focus areas when commercial opportunities warrant.

Technical Sales and Opportunity Qualification

• Understand the practical application of offshore survey, positioning, metrology, subsea inspection and related ROV-supported operations sufficiently to identify customer requirements and explain the value of appropriate Zupt solutions.
• Engage customers to establish project objectives, installation or inspection constraints, scope boundaries, operating conditions, schedule, tender requirements and relevant commercial drivers.
• Translate client needs into a clear internal opportunity scope, identifying the technical specialists required to confirm feasibility, execution methodology, equipment and deliverables.
• Develop working knowledge of Zupt-specific systems, services, capabilities and technical limitations through training, demonstrations, past project reviews and ongoing collaboration with Engineering and Operations.
• Deliver credible client-facing technical-commercial presentations and recognize when engineering or specialist input is required; do not make unsupported technical performance commitments.

Sales Pipeline, CRM and Contact Reporting

• Maintain complete, timely and accurate lead, contact, company and opportunity records in Zoho CRM, including stage, estimated value, schedule, probability, expected close date and next action.
• Prepare meaningful contact reports following substantive calls, meetings, site visits and other customer interactions, recording opportunities, decisions, next steps and follow-up responsibilities.
• Proactively schedule and execute follow-ups, track outstanding customer actions and maintain momentum throughout short- and long-cycle opportunities.
• Build and regularly review an active, qualified sales pipeline; identify stalled opportunities, forecast changes and risks to anticipated awards.
• Provide concise and reliable sales updates, market observations and forecasts to the VP Commercial, and participate in regular pipeline and commercial planning meetings.

Proposal Development and Tender Management

• Lead the commercial development of requests for information, budget inquiries, RFQs, ITTs and negotiated proposals from opportunity qualification through submission and follow-up.
• Define proposed scope, assumptions, exclusions, deliverables and client requirements, using support from the Zupt Proposal Coordinator and technical and operational colleagues.
• Coordinate the preparation of technical and commercial submissions, review drafts for accuracy and completeness, and maintain overall responsibility for the client-facing offer.
• Work initially with the VP Commercial to learn Zupt's pricing structures, cost considerations, target margins, commercial terms and internal approval requirements.
• As experience and delegated authority develop, independently prepare or approve routine commercial offers, maintain appropriate margin discipline and escalate exceptions or material risks.
• Track tender deadlines, clarifications and submission requirements, and ensure follow-up takes place after quotations and proposals are issued.

Commercial Negotiation, Conversion and Award Handover

• Actively progress opportunities toward award through customer follow-up, clarification responses, solution refinement, commercial negotiation and timely resolution of client objections.
• Develop negotiation skills and authority in stages under the guidance of the VP Commercial, with increasing independence anticipated as competence is demonstrated over approximately 6-, 12- and 18-month review periods.
• Seek approval for nonstandard pricing, discounts, contractual terms, scope commitments or material commercial risks outside delegated authority.
• Coordinate contract and purchase order review with appropriate internal stakeholders and confirm alignment between the agreed scope, commercial terms and deliverables.
• Complete a clear award handover to Operations and Engineering, communicating agreed scope, customer expectations, scheduling commitments, technical requirements, exclusions and commercial conditions.

Market Development and Industry Representation

• Attend relevant domestic and international trade shows, conferences, exhibitions, customer events and networking functions to generate leads, develop relationships and represent Zupt professionally.
• Monitor offshore project developments, contractor activity, competitor offerings, customer investment plans and emerging survey/inspection applications relevant to Zupt.

What You'll Bring
Required Qualifications

• Existing working knowledge of the offshore energy sector and subsea survey activities, including the role of survey and positioning services in offshore construction, inspection or subsea operations.
• Demonstrated ability and willingness to initiate commercial conversations, pursue leads independently, develop relationships and actively drive opportunities toward award.
• Relevant business development, sales, account-facing commercial or client-facing offshore experience, with the credibility to engage survey, subsea and offshore project stakeholders.
• Understanding that the role involves consultative technical sales, with a willingness to learn Zupt's technologies and engage appropriate internal specialists when detailed technical input is needed.
• Strong interpersonal, verbal, written and presentation skills, including the ability to discuss project requirements and communicate commercial value clearly.
• Effective self-management, follow-up discipline, organization and ability to operate with limited day-to-day supervision across international customers and time zones.
• Comfortable using CRM platforms, preparing contact reports, maintaining sales records and managing multiple opportunities and proposals concurrently.
• Willingness and ability to travel domestically and internationally approximately 25-50% of the time, subject to applicable travel, visa and employment requirements.

Desirable Qualifications

• Five or more years of successful sales or business development experience within offshore energy, subsea survey, marine construction, subsea inspection, ROV services or related offshore technology sectors.
• Established relationships with offshore operators, marine or subsea contractors, survey providers and relevant technical or commercial decision-makers.
• Experience with consultative service or equipment sales, complex tenders, proposal development, contract negotiation and long-cycle opportunities.
• Commercial familiarity with subsea metrology, INS/acoustic positioning, photogrammetry, marine surveying, subsea inspection, offshore construction or offshore renewable energy applications.
• A background in offshore survey operations, project management or engineering combined with clear evidence of business development aptitude and a commitment to pursuing a sales career.
• Relevant degree or professional qualification in business, survey, engineering, marine technology or another related discipline; equivalent industry experience is equally acceptable.

Additional Job Details
Work Environment and Travel

The position may be based in any suitable geographic location, subject to lawful employment arrangements and the employee's ability to support assigned markets. Houston or another major offshore energy hub is preferred but not required. The successful candidate will be expected to work effectively with Zupt's Houston headquarters, including periodic visits and availability during Houston business hours when reasonably required.

Travel is expected to be approximately 25-50% of working time and will primarily involve customer meetings, conferences, trade shows, networking and business development trips within assigned markets or internationally. Travel schedules may fluctuate with client requirements, sales campaigns and industry events. Onshore client offices, ports, yards, workshops and operational sites may occasionally be visited; offshore travel is not generally anticipated.

The role may require collaboration across time zones and occasional communications outside local working hours to serve customers and coordinate proposals or commercial decisions. The employee is expected to work independently while remaining responsive to clients and the wider