T. D. Williamson, Inc.

Business Development Manager , Pigging Solutions

7 months ago
Houston
Position ID
Position-15518
Texas
United States

Overview

Develop, manage and execute a growing and profitable Western Hemisphere Pigging Solutions go-to market strategy and annual sales plan working with the Regional Sales and Product Management teams.

Responsibilities

Marketing Positioning

  • Defines the go-to market strategy for the Pigging Solutions portfolio to be offered in the WH,
  • Responsible along with the WH Region Leaders and Sales Managers to develop and deliver the annual sales plan for Pigging Solutions,
  • Partners with the Pigging Solutions product management team to ensure alignment of the WH go-to market strategy with the long term global product & services strategy,
  • Leads the development of commercialization plans for new product/service introductions, in conjunction with the Product Commercialization Manager, including incorporation into the annual sales plan,
  • Aligns & reconciles TDW capabilities with market requirements for WH,
  • Works with the WH Region Leaders and Sales Managers to select target customers for growth based on technical and commercial considerations,
  • Drives & supports the development & maintenance of an ongoing, effective account planning program,
  • Helps the WH sales force to identify, develop and manage new accounts for sustainable growth,
  • Develops and maintains strategic market intelligence of competition’s product/service offerings, ensures the information is shared with Marketing and Product Management team, and recommends changes to maintain a competitive position,
  • Work with Sales Managers to ensure proper market positioning for Pigging Solutions at major trade shows and customer events,
  • Works with the Regional Sales and GPI commercial teams to maintain coherent and consistent pricing by region

 

Support to Sales

  • Develops and maintains relationships with key decision makers at target accounts
  • Supports the development and execution of sales strategies for the WH sales force to deliver profitable growth for Pigging Solutions, according to the sales plan, with emphasis on achieving the greatest possible sales volume & margin,
  • Works with the WH sales force to fill the funnel with qualified leads and ensure effective bid/no-bid decisions,
  • Nurtures opportunities along the sales roadmap in a customer-facing role where required,
  • Provides technical expertise and credibility to promote appropriate TDW-sourced technical solutions to meet customer’s Pigging Solutions needs,
  • Supports internal resource planning to ensure that customer needs are fulfilled,
  • Reinforces the appropriate sales processes, together with the WH Region Leaders, Sales Managers & support functions, to optimize win rates

 

Reporting Rhythm

  • Consolidates, reviews & presents all necessary funnels, forecasts and other reports as required in a timely and accurate manner, with input from the WH sales force,
  • Reports quarterly on progress toward achieving WH go-to market strategy and annual sales plan.

 

Customer Orientation

  • Keeps regular tabs on customer contacts to remain updated on all issues and challenges in order to understand their needs and proactively identify any additional business opportunity,
  • As required, works with the Sales team to find the best solution to meet customer’s needs,
  • Ensures that appropriate information is given to the Marketing & Product Management teams.

 

Relationship to Others

  • Reports solid line to the WH Senior Director Sales Operations,
  • Reports dotted line to the Product Commercialization Manager
  • Works closely with the WH Region Leaders and Sales Managers to develop and ensure alignment with the go-to market business plan and delivery of the annual sales plan,
  • Works closely with the Account Managers and Sales Representatives to provide sales support,
  • Works closely with the Marketing and Product Management teams to ensure directional conformity to TDW’s strategy,
  • Liaises with other TDW entities to keep updated on TDW products & services capabilities and development, 
  • Drives self & others to maintain strong partnership with all regional pipeline operators & stakeholders.

Qualifications

  • Commercial and/or technical degree, with min 10 years’ experience in a sales/business development role, Knowledge of the Pipeline and Oil& Gas industry – a recognized expertise in Pipeline Pigging products and technology,
  • Good commercial and interpersonal skills, proven leadership skills, ability to deal and negotiate at high level,
  • Willing to travel extensively – 60% of time envisaged.

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