Account Manager, Regional Sales

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.

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

• High School diploma or equivalent required; bachelor’s degree preferred.
• 10+ years in related oil/gas industry with established Contacts
• Computer literacy required, including good command of Microsoft Office -Excel, Word, Teams, Outlook
• Proficiency in using and navigating systems including ERPs, CRMs, JIRA and supplier portals (Ariba)
• Working knowledge of global industry standards relevant to our market (API, DNV, Lloyds Register etc.)
• Upstream operations experience, prior experience within an operator, or pipe sales preferred
• Proven attention to detail, accuracy, analytical skills, and excellent numeric skills.
• Proactive attitude, time sensitivity, self-motivated, enthusiastic, personable, and able to work with minimum supervision.