Technical Sales Lead - Well Services & Well Interventions at Weatherford

Key Responsibilities

• The Technical Sales Lead – Well Services & Well Interventions is responsible for the delivery of the annual revenue target agreed jointly by their GZ Technical Sales Manager and Sales Director for their particular Product Line(s), where applicable within assigned accounts.
• The role will be accountable for delivering an accurate revenue and margin forecast based on operational activity and expenditure plans by their customers.
• This is to be incorporated into the local Business/ Account Plan. The role proactively and strategically sells Weatherford Well Services & Well Intervention solutions, technologies and services within the defined Product Line segment, in addition, proactively seeks opportunities for X-PL selling with a view to educating our clients on our value and business segments.

Roles & Responsibilities:

SAFETY, SECURITY & COMPLIANCE

• Fully versed in our GEMS (Get everyone managing safety) and able to explain our commitment to operating safely and delivering quality products and services.
• Maintains the highest standards of corporate governance, ensuring that all activities are carried out ethically and in compliance with Company’s Security, Compliance & HSE policies, Management System, relevant laws, regulations, standards and industry practices and complies with the Company’s Rules to Live By.
• Places Quality, Health & Safety, Security and protection of the Environment as core values while never intentionally placing employees, our processes, customers or the communities in which we live and work at risk.
• Seeks continual improvement in Health, Safety, Security & protection of the Environment, taking into account responsible care, process vulnerabilities, public, customer and employee inputs, knowledge and technology and best business practices to exceed customer expectations.

QUALITY

• Responsible for being familiar with the Company's Quality policies and takes an active role in the compliance and improvement of Weatherford’s Management System.
• Maintains service quality as immediate priorities when working across all areas of the business and continually seeks areas for improvement.
• Must ensure all service quality incidents are communicated from the Customer back to Weatherford and lead the response and closure of the findings.

OPERATIONS

• Responsible for adopting consistent & effective use of the available software (SFDC.com, XAIT-Porter).
• They will offer support to and be supported by the Account Managers to ensure effective and efficient delivery of all sales processes; support for all customer engagement opportunities, opportunity management, contract handover and management of the contract review process.
• Follows up on leads & opportunities assigned to them – creates, updates and closes leads in SFDC.
• Accountable for the technical review & commercial proposal using Xait-Porter, inc; initial pricing.
• Oversees the tender development and response process, ensures all resources are available for highest quality submissions.
• Liaise with Commercial Operations to ensure efficient and effective tender management including negotiations.
• Liaise with the legal department for contract drafting and execution.
• Responsible for advising client whether or not the Company wishes to participate in the opportunity.
• Responsible for discussing the technical specifications with the client and gaining client feedback.
• Responsible for contract review in conjunction with the Account Manager to agree overall performance.
• Develop strategic plans to strengthen WFT Identity by understanding customer/industry key objectives and aligning our Core Capabilities, assembling and disseminating market intelligence.
• Oversees all areas of business risk and ensure strategies exist to mitigate these as much as possible.

COMMUNICATION

• Understands customer’s needs and ensures products and services are marketed, positioned and understood by key decision makers in customer organizations.
• Responsible for responding to the Client Engagement Plan to enhance the profitability of the company through Weatherford provision of products and services to new and existing customers.
• Proposes solutions to customers formally (through pitches, presentations and tender submissions) and informally through networks, relationships, discussions.
• Responsible for relaying competitive information back to the appropriate PL stakeholders, including pricing, product performance, marketing material, activities, new products/technology etc.
• Responsible for developing specific client application value propositions.
• Submit technical abstracts or articles to industry publications and/or WFT intercompany magazine.
• Maintains understanding of WFT technology capabilities and service and effectively communicates PL to customers.
• Participates in PL demonstrations and training to customers and internal stakeholders where appropriate.
• Responsible for undertaking where appropriate contract closure meetings with the client in conjunction with the Account Manager.
• Maintains effective communications with all key stakeholders both internal and where appropriate external.

FINANCIAL

• Responsible for the generation of annual revenue targets through the creation and conversion of product line(s) strategies.
• Drives Company alignment by ensuring the integration of all sales activities into a single client account plan.
• As a minimum undertakes quarterly reviews of their product line strategies with the Geozone Sales leader and Account Managers.
• Take relevant actions to identify and address revenue ‘gaps’ for the year to ensure target achievement.
• Accountable for delivering positive commercial results through strong negotiating skills which result in significant continuous improvements in margin performance.
• Evaluates sales opportunities via the Account Managers and GBMs.
• Responsible for finalizing the upsell plan as per the BSA in conjunction with the Account Manager.
• All employees have an accountability to the organisation to be financially responsible whether they are in charge of a function budget or simply their own expenses.
• Costs incurred should be within approved budget, processed within agreed time frames & following the relevant financial policy and procedure.

PEOPLE & DEVELOPMENT

• Employees have a responsibility for developing their own careers within the Company including completing all necessary function, compliance and business standards training to enhance their knowledge, skills and experience.
• Employees should engage on a regular basis with their line manager to discuss their personal performance, objectives and opportunities to enhance their skills and experience to support their career potential.

VISION & LEADERSHIP

• Demonstrates leadership, ethical behaviour and adherence to Weatherford standards at all times.

Requirements:

• Minimum of 4+ years of Weatherford or Industry technical and/or sales and operational experience.
• Sales experience and strong technical knowledge within the oil and gas industry.
• Good sales and technical knowledge of Well Services and Well Interventions portfolio.
• Excellent written and verbal communications skills.
• Collaborative team player.
• Management skills with ability to exercise initiative to resolve potential and actual problems.
• Broad knowledge of the Weatherford sales process, policies, products and services.
• Advanced computer and presentation skills with experience of delivering to internal and external clients.
• Ability to understand and evaluate X-PL opportunities.