Summary:As a Strategic Account Manager for Drilling, you will be responsible for developing and maintaining strategic relationships within assigned customer organizations, including major onshore and offshore drilling contractors, well construction service companies, including tubular running services providers, and other key customers operating within the drilling and well construction market. You will be responsible for driving growth across the full FET Drilling portfolio through strategic account planning, executive relationship development, and cross-portfolio opportunity development.
Job Duties/Responsibilities- Responsible for achieving annual bookings, revenue growth, and strategic account objectives within assigned accounts.
- Develop and execute strategic account plans focused on increasing customer penetration, share of wallet, and utilization of FET products and services.
- Build and maintain relationships with customer management, procurement, operations, engineering, and field personnel.
- Identify opportunities across the FET Drilling portfolio, including tubular handling and fluid handling solutions, associated equipment, spare parts, and aftermarket services.
- Coordinate strategic initiatives and customer growth programs at the headquarters level while working closely with District Sales and Sales Managers to ensure alignment and effective customer execution.
- Support major quotations, bids, pricing discussions, contract opportunities, account reviews, and commercial negotiations.
- Maintain and manage a pipeline of opportunities within assigned accounts while providing accurate forecasting and opportunity updates.
- Develop customer organizational maps and identify key decision makers, influencers, and growth opportunities within assigned accounts.
- Coordinate internal resources across Product Line Management, Operations, Customer Service, Engineering, Supply Chain, and Commercial teams to support customer requirements and opportunity development.
- Provide tactical and strategic leadership in opportunity identification, account development, and issue resolution within assigned accounts.
- Communicate customer activity, market intelligence, competitive activity, forecasts, and account developments to commercial leadership.
- Maintain awareness of market conditions, customer requirements, rig activity, industry trends, and competitive developments impacting assigned accounts.
Skills/Knowledge- Proven history of developing and maintaining strategic customer relationships at major onshore and offshore drilling contractors, tubular running services providers and well construction companies.
- Strong understanding of the drilling and well construction market, including key customer stakeholders, procurement processes, and operational drivers.
- Ability to develop and execute strategic account plans and long-term customer growth strategies.
- Proven ability to identify opportunities, develop pursuit plans, coordinate resources, and drive opportunities through successful closure.
- Strong understanding of the FET Drilling portfolio, including tubular handling and fluid handling solutions, associated equipment, spare parts, and aftermarket services, with the ability to identify customer needs and commercial opportunities across multiple product lines.
- Effective communication, presentation, negotiation, and relationship-building skills.
- Ability to navigate complex customer organizations and build relationships at multiple levels.
- Ability to coordinate cross-functional teams in support of customer requirements and business growth initiatives.
- Working knowledge of commercial contracting, pricing strategies, forecasting, and opportunity management.
- Proficiency with CRM software and Microsoft Office applications.
- Strong organizational and follow-up skills with the ability to manage multiple opportunities simultaneously.
- Ability to gather and communicate market intelligence, competitive information, and customer requirements.
Education- High School Degree or Equivalent required (with extensive experience).
- Bachelor's Degree in Business, Sales, Engineering, Marketing, or related field preferred.
Experience- 10+ years of outside sales, business development, or account management experience, including a minimum of 8 years selling at the executive level and managing strategic accounts.
- Demonstrated success developing customer relationships and opportunities across multiple product lines preferred.
- Experience with manufacturers, OEMs, distributors, or suppliers serving the drilling, well construction, or broader oilfield equipment markets preferred.
Travel Requirements- Ability to travel approximately 25-30% to maintain customer relationships, support strategic account initiatives, conduct account reviews, visit customer operational locations, and routinely visit internal manufacturing/R&D centers and Forum Regional offices as needed.
