Manager, Sales

At TDW we put people first - that means working everyday to ensure the pipelines that run through our communities are operating safely and reliably. What sets us apart is our expertise, experience and commitment.

Each day we dedicate ourselves to treating each other, our customers and our community with care and respect.

Overview

Responsible for developing and implementing the approved sales & marketing strategies for defined products & services to achieve the sales and profitability goals of the assigned territory, while remaining within budget limitations.

Key Responsibilities

Primary duties may include, but are not limited to:

• Develops sales & marketing programs designed to give TDW a position of leadership within the industry and implements such programs in the region - effectively developing and maintaining strategic market intelligence of competition's product/service offerings, ensures the information is shared within the organization and recommends changes to maintain a competitive position.
• Ensures achievement of their territory's annual sales targets, securing orders to build backlog and driving the identification of business opportunities, the development, negotiation & closure of commercial deals with new or existing customers.
• Contributes towards the definition and ensures execution of a Go-to-Market strategy to deliver profitable growth across the region for the adopted TDW portfolio in that region.
• Drives the team as far as the handover process to mark the transition between proposal-to-order and order-to-cash for each secured win, including the appropriate phasing of backlog & the clear linking of customers to their responsible TDW counterpart.
• Plans TDW participation in events that support the Go-to-Market strategy, ensuring that the solutions offered by the company are well represented in such events.
• Ensure the sales team delivers timely, compliant & compelling proposals that serve as effective vehicles to set out the solution offered and pave the way for a smooth handover of a secured order.
• Drives participation in commercial & contract reviews, working with Legal & other departments, to ensure that risk & exposure is known & contained.
• Selects, evaluates, motivates and develops the team to ensure a qualified workforce is necessary to meet company objectives.
• Sets personal objectives, provides fair and constructive feedback, assesses accurately employee performance, training needs, areas for improvement and possibility of future growth within the organization, and ensures training & development needs are addressed.
• Provides information to support effective sales & operational planning that prepares the business for forthcoming orders, helps to level-load utilization across Manufacturing & Service Operations teams and assists in effective business forecasting.
• Leads the continuous improvement process with their team.
• Prepare all necessary reports, forecasts and other reports as requested by the management in a timely and accurate manner, with input from the sales team, distributors and where applicable, channel partners.

Experience

• Minimum 10 years' sales experience /business development.
• 5-10 years of knowledge of the Pipeline and/or Oil& Gas industry in the assigned territory.
• 5-10 years of sales leadership preferred but not required.

Knowledge, Skills, and Abilities

• Strong commercial skills (relating, questioning, listening, positioning, checking and presence).
• Solid experience in consultative selling with proven track record in selling solutions.
• Proven people development and leadership skills.
• Exceptional communication and presentation skills.
• Proven ability to deal and negotiate at high organizational levels.
• Exceptional business problem solving and negotiation skills.
• Thorough knowledge of overall TDW's capabilities, competitive landscape and market differentiators.
• Use sound judgment in making business decisions.
• Strong ability to build relationships and work across the organization.
• Sound understanding of TDW products and services.
• Travel throughout the Region is required for this position.