Business Development Lead - Mobile Robotics
Company: Oceaneering International
Location: Houston
Posted on: May 7, 2024
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Job Description:
Company Profile
Oceaneering is a global provider of engineered services and
products, primarily to the offshore energy industry. We develop
products and services for use throughout the lifecycle of an
offshore oilfield, from drilling to decommissioning. We operate the
world's premier fleet of work class ROVs. Additionally, we are a
leader in offshore oilfield maintenance services, umbilicals,
subsea hardware, and tooling. We also use applied technology
expertise to serve the defense, entertainment, material handling,
aerospace, science, and renewable energy industries.
Position Summary
As we continue to grow and expand our global footprint, Oceaneering
Mobil Robotics is looking to recruit a salesperson based in north
America and reporting to Houston, Texas. The purpose of this
position is to expand our customer base whilst developing accounts
with new companies promoting the OMR product lines as a primary
responsibility. However sometimes being called to provide sales
support to our existing customer base and markets within our
business unit.
This candidate is required to assist our current and prospective
customers with ideal solutions for their positioning needs covering
business sectors ranging from but not limited to offshore oil and
gas, dredging, telecommunication, civil engineering, offshore
renewables, and government entities. It will be necessary to
educate our customers about the advantages of Oceaneering
Internationals precise point positioning correction technology,
technical hardware, and associated software through demonstrations
and presentations.
Duties & Responsibilities
ESSENTIAL
--- Position Oceaneering as the supplier of choice over our
competitors.
--- Identify potential customers early in the sales cycle, to
present innovative solutions to challenges and develop competitive
advantages.
--- Take a leading role in the pre-proposal clarification process,
ensuring that customer specifications and other documents are
well-understood.
--- Provide clear and precise intelligence to the Oceaneering
Commercial/Tendering Support team in the preparation of bids by
giving a direction of customer specific technical needs and
expectations.
--- Assist in formulation, documentation, and intelligence of sales
and bidding strategies, including the determination of target price
points.
--- Gather intelligence on competitors' facilities, assets,
strategies and create a value proposition biased toward Oceaneering
Mobile Robotics products and services.
--- Maintain lasting customer relationships with key decision
makers to gain intelligence en-route to securing
profitable/strategic sales wins.
--- Keep the senior management team informed of customer changes,
market intelligence, and emerging markets opportunities.
--- Utilize sales processes and tools in preparation for customer
interactions and developing opportunity pursuit plans.
--- Present / educate and discuss Oceaneering solutions tailored to
customers' requirements communicating benefit and value to
customer.
--- Develop, coordinate, and make presentations to customers in
conjunction with sales engineers, product managers and account
managers.
--- Gain insight and understanding of upcoming customer or prospect
activities.
--- Record and report all meetings and opportunities into
Oceaneering's Customer Relationship Management (CRM) software.
--- Assist in coordinating and participating in customer site
visits, ROMs, demos of OMR vehicles and FFPs/Tenders.
--- Assist in creation of marketing content.
--- Create, present and market whitepapers at technical conferences
or exhibitions.
--- While performing the duties of this job, the employee will be
required to travel extensively throughout North America.
--- Overnight stays for business travel are a requirement and will
be of varying lengths from time to time.
--- Other duties as assigned.
Qualifications
REQUIRED
--- Bachelor's degree in business, sales, or related field; or
equivalent combination of education and experience.
--- 8-10 years of experience within a similar role supporting
AGV/AMR sales/projects.
--- Have a good understanding of the competitive landscape.
--- Shows enthusiasm for the services offered to the customer.
--- A detailed understanding of the potential business within the
marketplace gained through previous experience as a Sales Account
Manager / Customer Relationship Manager or Business Development
Manager within Intralogistics, automation, and material handling
industries.
--- An extensive proven track record of profitable revenue
generation is essential.
--- Excellent networking, communication, presentation skills,
negotiation, and influencing skills are essential with the ability
to qualify customers, overcome objections and close a sale.
--- Ability to listen to the customer's needs and develop best-fit
solutions.
--- Commercial and contract awareness/experience is necessary.
--- Detailed and thorough work ethic.
--- Be self-driven with the tenacity to work independently.
--- Able to receive direction and apply imagination to
completion.
--- Fluent English speaker, both written and spoken.
KNOWLEDGE, SKILLS, ABILITIES, AND OTHER CHARACTERISTICS
--- Adapts to changes in the work environment; Manages competing
demands; Changes approach or method to best fit the situation; Able
to deal with frequent change, delays, or unexpected events.
--- Is consistently at work and on time; Ensures work
responsibilities are covered when absent; Arrives at meetings and
appointments on time.
--- Manages difficult or emotional customer situations; Responds
promptly to customer needs; Solicits customer feedback to improve
service; Responds to requests for service and assistance; Meets
commitments.
--- Volunteers readily; Undertakes self-development activities;
Seeks increased responsibilities; Takes independent actions and
calculated risks; Looks for and takes advantage of opportunities;
Asks for and offers help when needed.
--- Speaks clearly and persuasively in positive or negative
situations; listens and gets clarification; Responds well to
questions; Demonstrates group presentation skills; Participates in
meetings.
--- Follows policies and procedures; Completes administrative tasks
correctly and on time; supports organization's goals and values;
Benefits organization through outside activities; Supports
affirmative action and respects diversity.
--- Identifies and resolves problems in a timely manner; Gathers
and analyzes information skillfully; Develops alternative
solutions; Works well in group problem-solving situations; Uses
reason even when dealing with emotional topics.
--- Demonstrates accuracy and thoroughness; Looks for ways to
improve and promote quality; Applies feedback to improve
performance; Monitors own work to ensure quality.
--- Writes clearly and informatively; Edits work for spelling and
grammar; Varies writing style to meet needs; Presents numerical
data effectively; Able to read and interpret written
information.
--- Ensures that regular consistent communication takes place
within the area of responsibility.
Additional Information
This position is Hybrid - Remote and will require commuting to a
designated office. Hybrid work schedules are determined by the
hiring manager based on business need.
Equal Opportunity Employer
All qualified candidates will receive consideration for all
positions without regard to race, color, age, religion, sex
(including pregnancy), sexual orientation, gender identity,national
origin, veteran status,disability, genetic information, or other
non-merit factors
Keywords: Oceaneering International, Port Arthur , Business Development Lead - Mobile Robotics, IT / Software / Systems , Houston, Texas
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