Position Summary
The Key Account Manager (KAM) position is responsible for maintaining and expanding relationships within key accounts and for farming and mining the account for more revenue at increased value.
The KAM will develop opportunities and increase revenue in Integrity Management and Digital Solutions (IMDS) via engineering services, software, digital solutions and inspection.
The KAM works closely with the Regional Sales Manager and Global Account Director (GAD) where applicable to identify, develop, and implement account capture plans, while also working proactively with and supporting business units in developing and implementing market share gain strategies.
The KAM is responsible for building stronger account relationships and will own specific capture plans for IMDS solutions and expanded scopes of work.
The KAM works closely with the GAD of their account and is expected to work within the GAD’s virtual account team.
The Key Account Manager (KAM) will also work on introducing new high potential accounts, following the regional strategy developed by the relevant P&L leader and regional sales manager.
LOCATION AND TRAVEL
- Role provides the opportunity to work in hybrid environment, working both virtually and in office when required.
- Domestic and international travel up to 40%.
Duties & Responsibilities
ESSENTIAL
- Primary focus on account development, sales, and delivery of entire portfolio of IMDS solutions and / or discrete products and services.
- Provide value added selling and negotiating at all levels within account.
- Develop a thorough understanding of key account's needs and requirements and prepare customized solutions.
- Educate contacts on Oceaneering capabilities of all OII business units that can bring value to the account.
- Enter and manage information in the CRM system for internal visibility and opportunity management.
- Maintain up to date sales funnel.
- Act as main point of contact between key account and internal teams.
- Work closely with commercial team on win themes and voice of customer for tenders.
- Build Capture Plans for large IMDS and multi-business unit opportunities where applicable.
- Focus sales effort on high potential opportunities.
- Identify and engage decision makers and users within each account.
- Maintain and expand account contacts for key areas of products and services.
- Provide weekly / bi-weekly updates on sales activities to be used for monthly update by Regional Sales Manager.
- Compile reports on account progress, goals, and forecasts for account teams and stakeholders.
- Managing, mentoring, and coaching of entry level account managers to the sales organization.
- Domestic and international travel up to 40%.
- Other duties as assigned.
Qualifications
REQUIRED
- Bachelor’s degree in related field or equivalent related work experience.
- 10+ years related experience in Oil & Gas industry, or equivalent combination of education and experience.
- 3+ years related experience in integrity management, inspection, integrity engineering and software sales.
- Demonstrated success selling various products across multiple business lines.
- Business acumen to understand risk and challenges and demonstrable track record delivering large multimillion-dollar sales results annually, including successfully winning large and strategic projects.
- Working knowledge of and competent in Microsoft Office, CRM and Internet / Social Selling.
- Ability to travel domestically and internationally up to 40%.
DESIRED
- MBA or Engineering Degree.
- Proficient in all Microsoft Office applications as well as CRM and Power BI software.
- Fluent in English.
KNOWLEDGE, SKILLS, ABILITIES, AND OTHER CHARACTERISTICS
- Ability to read, analyze, and interpret general business periodicals.
- Ability to write reports, business correspondence and business presentations.
- Ability to effectively present information and respond to questions from groups of managers, clients, and internal customers.
- Ensures that important information from accounts is shared with organization and others as appropriate.
- Gives and receives constructive feedback.
- Ensures that regular consistent communication takes place within area of responsibility.
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