The Technical Sales Representative is responsible for the delivery of the annual revenue target agreed jointly by their Geozone Sales VP/Director & the Geozone Business Manager (GBM) for their particular Product Line(s). They will work in conjunction with the GBM who is accountable for the operational execution that delivers the identified revenue. 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 Account Plan. They are responsible for providing a detailed product line strategy document (their input into the Account Plan) which is to be reviewed on a regular basis, quarterly as a minimum. This review will monitor performance and offer early indication of potential revenue gaps that the role will be responsible for addressing accordingly. 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. Quotation generation and tender response is a key job function. They shall, through liaison with GBM and Account Managers qualify strategic business opportunities for introducing new technologies, products & services to both new and existing customers. The role proactively and strategically sells Weatherford tools, technologies and services within the defined Product Line segment but proactively seeks opportunities for X-PL selling and bundling.
Roles & Responsibilities
Safety & Compliance
•Maintains safety and service quality as first priorities when working across all areas of the business
•Maintains the highest standards of corporate governance, ensuring that all commercial activity is carried out ethically and in compliance with relevant Co policies inc FCPA & Overseas Trade policies, laws, regulations, standards and industry practices
•Responsible for adopting consistent & effective use of the available Technology (SFDC.com, XAIT-Porter)
•Follows up on leads & opportunities assigned to them creates, updates & 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 inc 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 & 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 & 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
Client & 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 & existing customers
•Proposes solutions to customers formally (through pitches, presentations & tender submissions) and informally through networks, relationships, discussions
•Responsible for relaying competitive information back to the appropriate PL stakeholders, inc: 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 tech. capabilities and service & effectively communicates PL to customers
•Participates in PL demonstrations and training to customers & internal stakeholders where appropriate
•Responsible for undertaking where appropriate contract closure meetings with the client in conjunction with the Account Manager
•Responsible for the generation of annual revenue targets through the creation and conversion of account plans
•Drives Co alignment by ensuring the integration of all sales activities into a single client account plan
•As a minimum undertakes quarterly reviews of their account plans with the Geozone Sales leader and Account Managers