11 Apr 2017

Full-Time Sales Account Director – Oil and Gas

Working Smart – Posted by Working SmartUK - London, UK

NOTE: This job listing has expired and may no longer be relevant!

Job Description

Job Overview: A leading supplier of technology-enabled solutions seeks a Sales Director to develop new business opportunities within identified major oil companies focused on the UK North Sea Oil and Gas industry. Applicants are invited with a deep understanding of the upstream sector combined with proven experience in selling software or/and consulting services. In this senior level strategic position, an attractive base salary and commission plan is on offer. The role offers a great deal of autonomy and scope to build a successful business division within upstream oil and gas.

The Company has an enviable reputation in supporting world’s leaders in the financial (i.e. RBS, Lloyds Banking Group, Barclays, HSBC and Nationwide Building Society) and other industries. Focusing initially on key identified oil and gas accounts, you will establish the Company’s awareness and reputation for high level solution.

Their clients continuously challenge them with interesting projects that unlocks new insights from their data. The Company are well established across industries in the supply of Big Data Analytic Solutions. The oil and gas industry has in recent years started to embrace this concept, especially as significant cost savings have been realised in some production/drilling projects. At the recent CERAWeek conference, Daniel Yergin (Vice chairman of IHS Markit) stated “Maybe big data is the next big technological innovation after shale.”

With this mindset in the market and the continued need to find costs savings and improved optimisation as we emerge from the current downturn, the Company believe that the timing is now ideal to introduce their solutions to the oil and gas sector and they are confident and committed to the establishment of their Oil and Gas Business Division.

To realise the business value from big data analytics, it is critical to articulate how these solutions can impact business processes and can be operationalised to deliver sustainable results. Technical Experts will support you in the delivery of this value proposition. As a senior level business development strategist, your role will be to establish relationships, identify the key players, understand the need and work with the Technical Experts in the delivery of the solution. As big data analytics is a relatively new concept within Oil and Gas, managing the mindset of all the stakeholders across the sales cycle is key.

Responsibilities: Reporting to Company Sales Director this role encompasses many functions including:
• Become competent in the Company’s technology solutions, services, work flows and practices.
• Develop strategic account plans based on researching the client environment, industry trends and key trigger events to understand the issues and opportunities for the Company’s solutions.
• Build relationships with key players in the client account, understanding needs and determining sales strategy with communications tailored for the challenge that is being addressed.
• Raise awareness and reputation of the Company and their solutions within the upstream sector. Strive to become a leading provider of big data analytics within the oil and gas industry.
• Understand political relationships and their impact on buying behaviours within the client account, to determine appropriate sales approach for each level within organisation and navigate the buying cycle to accelerate commitment.
• Understand the competitive landscape (e.g. current players, their solutions, market share, achievements within O&G) and create winning strategies against this landscape.
• Manage sales activities by ensuring sales related activities gain client commitment, build momentum and sales cycles.
• Effectively advise and influence clients through consultative selling techniques and relevant marketing campaigns. Technical experts will be available to support your objectives.
• Manage, coach and motivate a virtual team of industry and technical expertise to maximise credibility within the client.
• Build credibility as the escalation point for all account issues during the sales campaign and during implementation.
• Communicate with and escalate to Company senior management on key topics concerning the opportunities and threats within the account.
• Provide regular forecasting, ensuring it is accurate with regards to the value, timeline of closure and probability of closure.

This is an exciting and challenging role for a senior level business development individual, with proven experience selling software/consulting services to the upstream oil and gas industry. The ability to drive success and revenue growth over a sustained period is paramount.

Preferences: The successful candidate will have:
• Bachelor’s degree in Engineering/Physical Science preferred
• Proven experience in selling software/consulting to upstream business and technology teams within the upstream domain. A strong network of contacts is required. North Sea experience advantageous.
• Deep industry knowledge essential – an awareness of the challenges, the constraints, and the potential for innovation/optimisation and new work practices.
• Strategic player essential – must be able to see big picture objectives and sell across multiple departments and multiple levels within a company. A proven consultative sales approach is key.
• Excellent high level client relationship skills essential – experience working with clients at Executive/Director level, on a regular basis.
• Be comfortable working across the various vertical business units such as IT, Data Management, Exploration, Development, Production etc. and be prepared to learn a complex set of technologies to an appropriate level for the purpose of articulating high level value-add to the client.
• Proven experience in leading a team of technical, business and managerial resource over the entire sales cycle from planning through to execution of the order and post-sales support essential.
• Ability to influence, coach, motivate and inform others and promote teamwork essential.
• Effective working in a virtual environment essential – must be able to demonstrate high energy, proactivity, motivation and commitment.
• Strong communication/interpersonal skills with the ability to a) engage and gain trust quickly b) influence and challenge stakeholders and c) stimulate discussions in a positive manner, highlighting the advantages and cost savings of the Company’s solutions.
• Excellent presentation skills as you will present on a regular basis to high level technical and business managers.
• Highly diplomatic as stakeholders across the Company may have varying objectives.
• Hunter-gatherer mind-set is key with the perseverance to maintaining long term commitment/investment.
• Knowledge of the Business Intelligence, Data Warehouse or Data Base Management System marketplace highly desired.
• Willingness to travel – Stakeholders of the solution may reside in different countries/locations.

Salary: This is a senior level role and as such a commensurable base salary and commission package (50/50 split) is on offer. Commission naturally based on revenue target for all products and services. The Company recognise that embracing the concept of big data analytics within oil and gas may have a long sales cycle and as such, they have adjusted the remuneration package to reflect this expectation in the early stage of the role.

Open to which nationalities: EU Nationals or UK work permit holders

Start Date: ASAP

Job Responsibilities: Reporting to Company Sales Director this role encompasses many functions including: • Become competent in the Company’s technology solutions, services, work flows and practices. • Develop strategic account plans based on researching the client environment, industry trends and key trigger events to understand the issues and opportunities for the Company’s solutions. • Build relationships with key players in the client account, understanding needs and determining sales strategy with communications tailored for the challenge that is being addressed. • Raise awareness and reputation of the Company and their solutions within the upstream sector. Strive to become a leading provider of big data analytics within the oil and gas industry. • Understand political relationships and their impact on buying behaviours within the client account, to determine appropriate sales approach for each level within organisation and navigate the buying cycle to accelerate commitment. • Understand the competitive landscape (e.g. current players, their solutions, market share, achievements within O&G) and create winning strategies against this landscape. • Manage sales activities by ensuring sales related activities gain client commitment, build momentum and sales cycles. • Effectively advise and influence clients through consultative selling techniques and relevant marketing campaigns. Technical experts will be available to support your objectives. • Manage, coach and motivate a virtual team of industry and technical expertise to maximise credibility within the client. • Build credibility as the escalation point for all account issues during the sales campaign and during implementation. • Communicate with and escalate to Company senior management on key topics concerning the opportunities and threats within the account. • Provide regular forecasting, ensuring it is accurate with regards to the value, timeline of closure and probability of closure. This is an exciting and challenging role for a senior level business development individual, with proven experience selling software/consulting services to the upstream oil and gas industry. The ability to drive success and revenue growth over a sustained period is paramount.

Required Experience & Qualifications: The successful candidate will have: • Bachelor’s degree in Engineering/Physical Science preferred • Proven experience in selling software/consulting to upstream business and technology teams within the upstream domain. A strong network of contacts is required. North Sea experience advantageous. • Deep industry knowledge essential - an awareness of the challenges, the constraints, and the potential for innovation/optimisation and new work practices. • Strategic player essential - must be able to see big picture objectives and sell across multiple departments and multiple levels within a company. A proven consultative sales approach is key. • Excellent high level client relationship skills essential - experience working with clients at Executive/Director level, on a regular basis. • Be comfortable working across the various vertical business units such as IT, Data Management, Exploration, Development, Production etc. and be prepared to learn a complex set of technologies to an appropriate level for the purpose of articulating high level value-add to the client. • Proven experience in leading a team of technical, business and managerial resource over the entire sales cycle from planning through to execution of the order and post-sales support essential. • Ability to influence, coach, motivate and inform others and promote teamwork essential. • Effective working in a virtual environment essential - must be able to demonstrate high energy, proactivity, motivation and commitment. • Strong communication/interpersonal skills with the ability to a) engage and gain trust quickly b) influence and challenge stakeholders and c) stimulate discussions in a positive manner, highlighting the advantages and cost savings of the Company’s solutions. • Excellent presentation skills as you will present on a regular basis to high level technical and business managers. • Highly diplomatic as stakeholders across the Company may have varying objectives. • Hunter-gatherer mind-set is key with the perseverance to maintaining long term commitment/investment. • Knowledge of the Business Intelligence, Data Warehouse or Data Base Management System marketplace highly desired. • Willingness to travel - Stakeholders of the solution may reside in different countries/locations.

Other Information: Package: This is a senior level role and as such a commensurable base salary and commission package (50/50 split) is on offer. Commission naturally based on revenue target for all products and services. The Company recognise that embracing the concept of big data analytics within oil and gas may have a long sales cycle and as such, they have adjusted the remuneration package to reflect this expectation in the early stage of the role.

How to Apply

To apply for this job: 1) Go to the Web Site www.working-smart.co.uk, Select ‘Oil and Renewable Energy Jobs” and “Review Job” and “Apply”. If not registered, please do so. Make sure you upload your CV and submit a Cover Letter. 2) Email info@working-smart.co.uk with the job title/reference and enclose your CV and Cover Note. Our preference is for the above process as this email may take longer for review. PS. Your Cover Letter in support of your application, should outline a) why you feel you may be particularly suited to this position (i.e. relevant skills/experience and education) b) your availability and c) your salary expectations.

Job Categories: Sales & Marketing. Job Types: Full-Time. Job Tags: Account Management, Big Data, and sales.

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