Account Manager- Labs- Oklahoma City, OK

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Job Family: Account management
Updated At: March 15, 2019

ORGANIZATION SUMMARY

Weatherford is one of the largest multinational oilfield service companies providing innovative solutions, technology and services to the oil and gas industry. The Company operates in over 90 countries and has a network of approximately 1,000 locations, including manufacturing, service, research and development, and training facilities and employs approximately 29,500 people. For more information, visit www.weatherford.com and connect with Weatherford on LinkedInTwitterYouTube and Facebook.

Weatherford delivers innovative technologies and services designed to meet the world’s current and future energy needs in a safe, ethical, and sustainable manner. Grounded by our core values and inspired by our world-class people, we are committed to being a trusted business partner to those we serve.

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JOB DESCRIPTION

The Account Manager or Director is responsible for the delivery of the annual revenue target agreed with their Sales VP/Director for their specific managed accounts.  Through effective account management they are responsible for delivering an accurate revenue forecast based on the operational activity and expenditures planned by their customer(s).  They will provide a detailed Account Plan, based on client expenditures & activities, (aligned with global & local sales and marketing strategies) which will be reviewed on a regular basis, quarterly as a minimum, to monitor performance and offer early indication of any potential revenue gaps that they will be accountable for addressing.  Should the account be expanding, early indication of resources needed to capture additional market share will be required.  The role is supported by Technical Sales resources within the Sales function to ensure the effective & efficient delivery of all sales processes including; support for client engagement opportunities, opportunity management, contract handover and management of contract review processes. Through liaison with their respective GBM’s they shall identify strategic business opportunities for introducing new technologies, products and services and bundling models to their customers.

They are accountable for retaining the customer base as well as identifying and successfully developing relations with new customers. They are accountable for understanding client needs and they are responsible for introducing the Weatherford portfolio of products and services across the customer matrix. Regularly conducted Business and/or Service Quality Reviews with their assigned customer should be incorporated into the Account Plan.

DUTIES & RESPONSIBILITIES:

Maintains safety  and service quality as a first priorities when working across all areas of the business

Upholds exemplary business principles in accordance with the FCPA and Weatherford overseas trade compliance policies, setting standards of behavior and performance

Maintains the highest standards of corporate governance, ensuring that all commercial activity is carried out ethically and in compliance with Co policies, relevant laws, regulations, standards and industry practices

Responsible for the Account Plan in SFDC, communicating the plan to all stakeholders, planning resources & activities to achieve the Plan’s annual performance

Adopt and drive consistent & effective use of Technology (SFDC, XAIT-Porter)

Oversee the tender development and response process, ensure all resources are available for highest quality tender submissions via the tender management process

Accountable for addressing budget considerations for proposals as well as addressing technical specifications with the client in conjunction with technical sales

In conjunction with Tech Sales and Sales VP/Director responsible for negotiations, inc; contract extensions ensuring SFDC is kept up to date as well as liaise with legal as necessary for drafting

Assemble and disseminate market intelligence including gathering client feedback

Develop and execute strategic plans to strengthen WFT Identity by understanding customer/industry key objectives & challenges -emphasizing and aligning our Core Capabilities

Oversee all areas of business risk and ensure strategies exist to mitigate these as much as possible

Once notified by client of results of the tender process the role is accountable for arranging a debrief in the event of a loss or advising key stakeholders in the event of a win including updating SFDC

Accountable for arranging & facilitating a contract handover meeting with key stakeholders and generating a contract summary sheet

Accountable for reviewing contract performance and that all relevant matters are brought before management

Learn and understand customer’s needs and tailors service offering to meet or exceed their requirements

Accountable for developing the Client Engagement Plan to enhance the profitability of the company through expanding Weatherford provision of products and services to new and existing customers

Delivers presentations to clients and participates in relevant industry forums/ marketing events

Lead and manage client commercial arrangements to ensure best value and long term viability

Manages clients expectations as well as problem job communication and agreement

Accountable for communicating with the client whether the Company intends to participate in tender process

Facilitates close of contract with key stakeholders and client

Generates revenue targets through the account plans & has quarterly reviews with Sales VP/Dir

Accountable for finalizing the Upsell Plan as per the bid strategy

Accountable for action to identify and address revenue gaps for the year to ensure target achievement

Evaluates sales opportunities via the Technical Sales personnel

Ensure all Commercial processes are applied through TPMS to maximize efficiency of pricing & tendering

Awareness of Company’s policies on performance management

Undertakes necessary Sales and PL training to enhance their process excellence and ability to improve sales growth via x-PL opportunities

 

QUALIFICATIONS

Entry level should have a minimum of 4 years industry experience in a combination of field and shore-based sales / technical support roles

If not degree educated then candidates should have at least 7 years industry experience.

If the candidate is new to the industry then they must be able to demonstrate at least 7 years successful sales background

All candidates should be able to demonstrate that they are commercially astute and have a good understanding of tenders, contracts, negotiations, high margin / profitability achievement as well as the requirements for high quality customer service

Preferred:

Degree educated in relevant oilfield or business discipline

 

POSITION SPECIFIC DETAILS

Weatherford offers competitive compensation and benefits upon hire; including paid vacation to start, matching 401K program, comprehensive benefits program, and employee stock purchase program (ESPP) and opportunities for on-going training and career development. VEVRAA Federal Contractor – Priority Referral Requested

Weatherford is an Equal Opportunity Employer Females/ Minorities/ Veterans/Disabled and gives consideration for employment to qualified applicants without regard to race, color, religion, age, sex, sexual orientation, gender identity, national origin, disability or protected veteran status. 

 

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