About this role
Strategic Commercial Leadership
• Own territory growth strategy and revenue objectives. • Develop executive and operational level relationships with operators, drilling contractors, OCTG suppliers, and stakeholders. • Lead market expansion initiatives and identify new business opportunities. • Provide market intelligence, forecasting, and competitive analysis. • Drive profitability, customer retention, and market share growth.
Strategic Commercial Leadership
• Own territory growth strategy and revenue objectives.
• Develop executive and operational level relationships with operators, drilling contractors, OCTG suppliers, and stakeholders.
• Lead market expansion initiatives and identify new business opportunities.
• Provide market intelligence, forecasting, and competitive analysis.
• Drive profitability, customer retention, and market share growth.
Account Management & Business Development
• Manage the complete customer lifecycle from opportunity identification through contract execution and post-project support.
• Initiate, support and navigate departmental and roles relationships within customers, XL Systems and NOV to maximize value and revenue (supply chain, quality, manufacturing, engineering, etc)
• Lead commercial negotiations, technical reviews, and contract discussions.
• Develop strategic account plans, growth initiatives backlog and forecasts.
• Deliver executive presentations and value-based business reviews.
• Identify and record relevant opportunities then quote to completion of receiving customer PO
• Produce quick turn around quotes to customers as needed, assisting with quoting, initial order set up and change orders
• Grow relationships with XL System’s active and dormant customers to generate regional sales and marketing strategy for assigned territory.
• Map customer and competitor organizational charts and hierarchies
• Maintain knowledge of customer inventory and condition – quantity, age and value
• Attend customer and supplier/distributor meetings to build rapport and document outcomes within CRM
• Develop customer presentations to ensure professional customer and product image
• Work closely with Sales Management, Technical Sales and inside sales to understand and develop a regional sales strategy aimed at growing regional successes and increased market share. Detailed market intel is vital.
• Create and manage opportunities within CRM
• Report accurate, detailed, and timely Monthly Activity Report that includes personal activity, customer activity, problems/issues, lost orders, personnel movement, engineering needs or issues, and/or any reasonable relevant subject.
• Provide market data as directed by Regional Manager, detail is collated for trend/statistical analysis, inventory planning, yearly forecasting, and competitor monitoring.
• Maintain high level of customer calls in order to promote self, products, company and to keep customer activity detail updated and correct
Contract & Risk Management
• Proactively negotiate terms and conditions – from quoting to billing to legal
• Coordinate with and guide engineering, manufacturing, logistics, quality, and service teams
• Guide relevant departments in reaching successful conclusion to concessions to QA issues
• Advise customers on asset integrity, repairs, and risk mitigation.
• Manage tender reviews and dissemination of requirements across relevant departments and usher to completion of bid submission and order acceptance
• Work with product engineering to ensure XL Systems is at the forefront of technical advancement
• Through regular discussions and meetings with appropriate customer/internal personnel ensure a high standard of planning is performed to guarantee timely ordering, manufacturing, and delivery of products and services required.
• Regular visits to manufacturing plant to learn processes and procedures for order execution
Other
• Support and accurately report annual forecasts for assigned accounts/territory
• Report Sales and Marketing expenditure via reimbursement expense sheets by the 20th of each month to enable timely payment.
• Other duties as assigned by Regional Sales Manager and/or Director
• Develop, document, and complete personal goals as agreed with Regional Sales Manager.
• Responsible for and the authority to maintain and promote a safe working environment in accordance with the appropriate HSE procedure(s).
• Comply with all NOV Company and HSE policies and procedures
• High School diploma or equivalent required; bachelor’s degree preferred. • 10+ years in related oil/gas industry with established Contacts • Computer literacy required, including good command of Microsoft Office -Excel, Word, Teams, Outlook • Proficiency in using and navigating systems including ERPs, CRMs, JIRA and supplier portals (Ariba) • Working knowledge of global industry standards relevant to our market (API, DNV, Lloyds Register etc.) • Upstream operations experience, prior experience within an operator, or pipe sales preferred • Proven attention to detail, accuracy, analytical skills, and excellent numeric skills. • Proactive attitude, time sensitivity, self-motivated, enthusiastic, personable, and able to work with minimum supervision.