JOB DESCRIPTION
Basic Function:
Maintain up to date technical understanding of Weatherford DS product offering
Maintain relationships of trust internally at all levels across the country
Initiate relationships with clients and future clients
In cooperation with the Regional Sales & Marketing Director continuously maintain and update the business strategy plan for the following 4-5 years
Lead the continuous upgrade of a range of regional and in-country business development and marketing systems and processes
Maintain the plan for revenue growth and for further penetration of existing and new product lines into the country
Measure and monitor results and modify approach where necessary
Collect and collate relevant market and client information in such a way as to add maximum value to the business
Ensure that new and existing client contacts are managed in a way to maximise potential future revenues and profits
Continue to identify new potential clients and work with in-country colleagues to close deals
Identify and qualify new opportunities
Share relevant information within the Regional Weatherford organisation.
Duties, Responsibilities & Accountabilities:
Lead, develop, manage and motivate a team of direct and indirect reports
In cooperation with CM and PLM develop the commercial strategy and communicate this across the business
Maintain and enhance current client relationships through regular contact and meetings
Establish clear, achievable and challenging objectives for direct reports. Monitor performance quarterly to ensure highest chance of success
Influence internal stakeholders and play a pivotal role in the improvement of commercial capabilities across the region
Deliver outcomes by influence and personal gravitas. Ensure issues can be openly discussed, options investigated and positive conclusions reached
Instil the highest possible values and principles to direct reports
Promote the Weatherford culture at all times
Mentor and train the business development and commercial team and ensure succession planning processes are in place
By strong leadership, ensure cohesion and common purpose in a changing environment
Be seen as the leader in safety and business ethics. Drive continuous improvement across all areas
Foster an environment where innovation, entrepreneurship, and courage are valued and encouraged.
Develop own and maintain the commercial business plan and ensure this is agreed with the CM and PLM. Review this regularly to ensure all targets and objectives can be met.
Ensure pricing is positioned correctly to maximise return and targeted levels of business within the region. Develop creative pricing models to maintain Weatherford’s competitiveness in a the county
Develop a workable account management strategy for the country and roll this out across all Product Line.
Provide monthly Sales & Marketing summary reports to management and maintain excellent client, project and market related information via the company CRM system
Manage the opportunity funnel in order that the most prospective client targets receive the appropriate levels of attention
Bring rigour and process to the business development function
Learn and understand client’s needs and tailor service offering to meet or exceed their requirements
Work closely with the RPLM to identify commercial opportunities both with new and existing clients
Manage the tender development and response process. Ensure all resources are available for highest quality tender submissions
Liaise with the legal department for contract drafting and execution
Lead and manage all client commercial arrangements to ensure best value and long term viability
Foster the development of relationships with clients to enhance the profitability of the company
Evaluate sales opportunities, educate the market and generate effective proposals
Develop and execute sales campaigns. Support contract negotiations and closing deals where possible
Assemble and disseminate market intelligence
Deliver presentations to clients as needed. Participate in relevant industry forums and other marketing events
Plans, organizes, directs and coordinates the execution of tactical and strategic marketing and business development programs in support of the country objectives
Develops and implements business retention and future expansion plans for the various product lines in the Region
Develops product lines promotional tactics and lead new product educational seminars
Responsible for complete management of assigned Business Unites including forecasting, customer marketing programs, pricing, and Business Unites development plans.
Coordinates multiple projects and meet established deadlines; work independently and exercise considerable independent judgment
Gathers and analyzes a variety of data, including economic studies, financial statements, marketing studies, plans, specifications, and bid documents
May negotiate and manage contracts with potential customers
Ensure accurate reports for Rigs / Wells are finalized on monthly basis
Ensure accurate reports for E&P are finalized on monthly basis
Delivers marketing materials and programs on time and budget using diverse resources
Works on a wide range of activities and programs simultaneously
Is able to provide assistance and direct team support for the Country Leadership Team and Senior Management projects
Liaise with Regional Marketing & Communication Manager on events & exhibitions related to country / PL activities.
Is fully knowledgeable about all marketing processes and functions and is able to optimize these for efficiency and effectiveness
Develops and implements programs for business enhancement, business retention and business expansion;
Supports; Account Managers, sales managers, sales Engineer and the entire Market & Sales team to define strategic opportunities, initiatives and drive decisions
Oversees the supervision of assigned personnel, which includes work allocation, training, and problem resolution; evaluates performance and makes recommendations for personnel actions; motivates employees to achieve peak productivity and performance.
Reflects strong leadership qualities, guidance and integrity to set model and example for all colleagues and subordinates and encourages adherence to professional code of ethics and moralities.
Analyzes market requirements based on input from customers, development, sales, support and other sources and prioritizes product features accordingly
Tracks and analyzes the results of the marketing plan and takes the appropriate actions whenever areas for improvement are identified.
Manage the commercial team to create a safe, productive, cost conscious work ethic through a cooperative and mutually respectful approach to the workforce and unions
Set an example within the whole organisation in terms of behaviours and approach to HSSE
Maintain safety as a first priority when working across all areas of the business
Comply with company risk management, quality assurance, health, safety, security and environment management systems. Demonstrate an active understanding of environmental issues and willingness to participate in community and industry sustainability initiatives.
At all times have a clear focus on HSSE.
In conjunction with the HR Manager oversee the development of training and exact country programmes to ensure the company can meet its current and future needs with a special focus on local nationals
Undertake annual performance and development reviews with direct reports
Uphold exemplary business principles in accordance with the FCPA and Weatherford overseas trade compliance policies, setting standards of behaviour and performance
Ensure all matters brought before the country management are appropriate and objectively facilitate the quality of debate and decision making
Ensure the Regional / Country Management are appropriately informed as to the company’s statutory and legal responsibilities in country with respect to compliance and finance
Maintain the highest standards of corporate governance, ensuring that all commercial activity is carried out ethically and in compliance with relevant laws, regulations, standards and industry practices
Oversee all areas of business risk and ensure strategies exist to mitigate these as much as possible.
Ensure all Commercial processes are processed through TPMS to maximize efficiency of pricing and tendering
Required Education:
Essential:
Bachelor Degree or equivalent
Preferred:
MBA in Engineering or Business
Required Experience:
Broad experience within an oilfield services provider including operational and commercial roles
Commercially astute with a track record of securing new and repeat business covering both goods and services with long sales cycles
A strong understanding of oilfield services product lines
Demonstrated the ability to sell on service
International experience covering deepwater, shallow water and land operations, with demonstrable success in differing cultures. Ideally has lived in non-first world countries
Has led and managed multi-site teams
Has worked in an organisation known for its leadership in HSSE