Job DescriptionPurpose The primary responsibility of the Technical Sales Representative is to develop existing customers and identify new customers and opportunities in existing and new markets for Grayloc and, where applicable, OII business as a whole. The Technical Sales Representative drives sales leads that are identified as critical for long term business development as well as identifying trends and opportunities for product development. With the above knowledge the Techncial Sales Representative will work with the Grayloc Business Development Manager and Grayloc GM to develop a strategy to increase sales within various markets.
Location- Role provides the opportunity to work in a hybrid environment, working both virtually and in office when required.
- Ability to travel domestically and internationally up to 50% of the time.
ResponsibilitiesESSENTIAL
- Serve existing and new customers within the existing and new markets for Grayloc and, where applicable, OII business as a whole:
- Implements sales and related business strategies
- Executes a plan to align the sales funnel with organizational goals and targets
- Sell, promote, and communicate to current and potential new clients
- Develop and deliver sales presentations to key clients and prospects
- Enhance market position by answering technical questions and creating/adjusting content of marketing material based on VOC and other market factors
- Contribute to responses to tenders and development of product proposals
- Liaise with internal and external stakeholders to address any queries arising
- Track sales opportunities keeping management informed through activity reports and regular meetings
- Maintain market knowledge by establishing networks, reviewing publications and monitoring competition
- Develop strong relationships with Key Clients and Potential Clients operating within the target markets (and where appropriate associated / related markets) to promote the services of the Company, including but not limited to:
- Use existing contacts to locate the decision makers at key companies and build relationships
- Develop new contacts when there are none available
- Influence key decision makers and drive tactical sales
- Development of marketing materials in conjunction with BD and corporate marketing team
- Represent Grayloc at trade shows, professional meetings, and industry forums
- Educate Potential Clients and existing Customers to drive new sales
- Work to understand client requirements and feed these back for potential new product and service offerings and/or cross service offerings
- Provide feedback on client satisfaction
- Understand the overall objectives for the growth in the existing and new market for Grayloc and, where applicable, OII business as a whole. This will require close coordination with departments within Grayloc regarding adding new products, market expansion possibilities, sales support, and overall goals and objectives.
- Identify customer needs, including market specific certification / qualifications, and expose areas that Grayloc may leverage into new business.
- Support by providing input to monthly, quarterly and annual sales forecasting activities which includes established projects as well as new opportunities.
- Monitor and evaluate the activities and products of the competition.
- Attend workshops, trade shows, and seminars to keep up-to-date on changes in the industry.
ADDITIONAL
- Spend time with the whole Grayloc team to learn their respective products and services and support BUs in compiling sales and marketing literature along with support at trade shows and symposiums.
- Work closely with the Grayloc Business Development Manager and Grayloc Sales Managers and help align processes and synergy globally.
- Assist in identifying where product line or regional weaknesses exist and especially where customers are requesting improvement.
- Adopt a team approach; work with others in pursuing common goal.
- Other duties as assigned.
Supervisory ResponsibilitiesNone.
Reporting RelationshipReports to Business Development Manager - Grayloc Products
QualificationsREQUIRED
- Bachelor's degree in Engineered based discipline or equivalent education and experience.
- Minimum three (3) years of experience in engineering or technical role.
- Knowledge of Customer Relationship Management systems, spreadsheet software, word processing software and presentation software.
- Ability to become technically savvy with the products and services Grayloc offers.
- Ability to travel domestically and internationally up to 50% of the time.
DESIRED
- Knowledge of flange/clamp connection market for oilfield and/or refinery industry
- Nuclear, Oil & Gas, Maritime and Subsea industry experience
- MBA from an accredited college or university
Knowledge, Skills, Abilities, and Other Characteristics- Ability to determine and meet customer needs.
- Notices trends and develops plans to prepare for opportunities or problems.
- Keeps current with issues, which may have a future impact on mission.
- Knowledge of department's policies, rules, regulations, business goals, vision, organizational structure, culture, philosophy, operating principles and values, etc.
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).
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 essential functions.
This position is considered LIGHTwork.
OCCASIONALFREQUENTCONSTANT- Lift up to 20 pounds
- Climbing, stooping, kneeling, squatting, and reaching
- Lift up to 10 pounds
- Standing
- Repetitive movements of arms and hands
- Sit with back supported
