Strategic Commercial Leadership Own territory growth strategy and revenue objectives. Develop executive and operational level relationships with operators, drilling contractors, OCTG suppliers, and stakeholders. Lead market expansion initiatives and identify new business opportunities. Provide market intelligence, forecasting, and competitive analysis. Drive profitability, customer retention, and market share growth.
Account Management & Business Development Manage the complete customer lifecycle from opportunity identification through contract execution and post-project support. Initiate, support and navigate departmental and roles relationships within customers, XL Systems and NOV to maximize value and revenue (supply chain, quality, manufacturing, engineering, etc) Lead commercial negotiations, technical reviews, and contract discussions. Develop strategic account plans, growth initiatives backlog and forecasts. Deliver executive presentations and value-based business reviews. Identify and record relevant opportunities then quote to completion of receiving customer PO Produce quick turn around quotes to customers as needed, assisting with quoting, initial order set up and change orders Grow relationships with XL System’s active and dormant customers to generate regional sales and marketing strategy for assigned territory. Map customer and competitor organizational charts and hierarchies Maintain knowledge of customer inventory and condition – quantity, age and value Attend customer and supplier/distributor meetings to build rapport and document outcomes within CRM Develop customer presentations to ensure professional customer and product image Work closely with Sales Management, Technical Sales and inside sales to understand and develop a regional sales strategy aimed at growing regional successes and increased market share. Detailed market intel is vital. Create and manage opportunities within CRM Report accurate, detailed, and timely Monthly Activity Report that includes personal activity, customer activity, problems/issues, lost orders, personnel movement, engineering needs or issues, and/or any reasonable relevant subject. Provide market data as directed by Regional Manager, detail is collated for trend/statistical analysis, inventory planning, yearly forecasting, and competitor monitoring. Maintain high level of customer calls in order to promote self, products, company and to keep customer activity detail updated and correct
Contract & Risk Management Proactively negotiate terms and conditions – from quoting to billing to legal Coordinate with and guide engineering, manufacturing, logistics, quality, and service teams Guide relevant departments in reaching successful conclusion to concessions to QA issues Advise customers on asset integrity, repairs, and risk mitigation. Manage tender reviews and dissemination of requirements across relevant departments and usher to completion of bid submission and order acceptance Work with product engineering to ensure XL Systems is at the forefront of technical advancement Through regular discussions and meetings with appropriate customer/internal personnel ensure a high standard of planning is performed to guarantee timely ordering, manufacturing, and delivery of products and services required. Regular visits to manufacturing plant to learn processes and procedures for order execution
Other Support and accurately report annual forecasts for assigned accounts/territory Report Sales and Marketing expenditure via reimbursement expense sheets by the 20th of each month to enable timely payment. Other duties as assigned by Regional Sales Manager and/or Director Develop, document, and complete personal goals as agreed with Regional Sales Manager. Responsible for and the authority to maintain and promote a safe working environment in accordance with the appropriate HSE procedure(s). Comply with all NOV Company and HSE policies and procedures
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