Business Development Lead (Remote)

Company Profile

Oceaneering is a global provider of engineered services and products, primarily to the offshore energy industry. We develop products and services for use throughout the lifecycle of an offshore oilfield, from drilling to decommissioning. We operate the world's premier fleet of work class ROVs. Additionally, we are a leader in offshore oilfield maintenance services, umbilicals, subsea hardware, and tooling. We also use applied technology expertise to serve the defense, entertainment, material handling, aerospace, science, and renewable energy industries.

Oceaneering Mobile Robotics develops, implements and markets Automated Guided Vehicle Systems (AGVs), navigation hardware, and software. We offer customized and automated transport solutions to efficiently, competitively and effectively meet the ever-increasing transport demands of various industries by increasing productivity, reliability, flexibility and safety standards through innovation, expertise and robustness. Oceaneering Mobile Robotics has been delivering automatic guided vehicle solutions to the world's leading companies for 30 years.

For more information please go to www.oceaneering.com and click on Products & Services, then click Oceaneering Mobile Robotics.

Position Summary

Promotes the sale of Automated Guided Vehicle System solutions in the North American intralogistics market, and industrial automation industry.

In this role you are responsible for supporting and growing profitable sales and market share, establishing new accounts in the North America region, to fully understand the organization of each account, understand, and get to know the key buying influences within each and work to build relationships to position Oceaneering International, Inc. (OII) as a preferred provider. You will make frequent contact with the buying influencers to gain a clear understanding of the competitive landscape, tender evaluation criteria and required activities to reduce weaknesses and enhance strengths on every opportunity. You will follow the methodologies of Miller Heiman Strategic and Conceptual selling, accurately maintaining account, contact, and opportunity data in CRM always. You will maintain a high level of awareness of customer activities and be able to present to management as required, verbally and via reports and sales meetings.

Duties & Responsibilities

• Implement the company sales strategy to attain new business sales in assigned accounts.
• Collaborate with internal marketing, technical leads, engineering, and service departments.
• Implementation of work processes and procedures to increase revenue.
• Engage with our customers and suppliers to understand competitive landscape and opportunities.
• With Sales Management, establish performance goals aligned with account targets for year-over-year account growth and profitability.
• Network in Industry with clients and with other business prospects.
• Requires an existing understanding of the application and processes within the material handling industries, i.e., Automotive, industrial manufacturing, electronics, food, and beverage.
• Use Miller Heiman Strategic and Conceptual Selling approach for all opportunities, including Funnel Scorecards, Blue Sheets, Green Sheets and Sales Funnel Stages.
• Ensure clients stay engaged and educated on OII products and services through workshops, lunch and learns, meetings, trade events and appropriate informal events.
• Prepare, support, and monitor marketing action plans in the region.
• Requirements gathering through site surveys and other means.
• Participate in exhibitions, sales conferences, and other professional events.
• Build relationships and communicate effectively within and across OII functional teams to stay up to date on projects, ensure understanding of offerings, and understand potential sales opportunities.
• Actively keep informed about market/product related news and developments.
• Work directly with maintenance, engineering, and procurement clients to discuss their needs and develop/propose customized solution.
• Engage in market/product related organizations, prepare, and give marketing/sales presentations.
• Proven track record in the successful procurement, development, and award of business opportunities in the intralogistics market, preferably with Automated Guided Vehicles.
• Grow current and new relationships through client interface with the goal of increasing business and maintaining existing customers (Key-account Management).
• Deliver operational business performance as per established goals and objectives.
• Prioritize sales efforts on high potential, higher margin opportunities.
• Actively participate in bids & proposal teams, including effective handover of relevant information.
• Provide forecast support to all service line managers utilizing CRM, Sales Funnel, and the opportunity pipeline (monthly, quarterly, annually, five-year plan).
• Continually contact prospective customers based on leads, existing contacts, and/or other sources.
• Utilize CRM to maintain accurate and up to date records of account data, contact data, opportunity and bid data; Understand the sales funnel and ensure CRM data is up to date and accurate.
• Actively participate in and support/adhere to procedures, safety, and quality initiatives.
• Identify and resolve problems using independent judgment where company policies or procedures may not exist.

Required

Qualifications

• 10+ years in technical sales or related experience.
• Bachelor’s degree in Business, Engineering or related field, or equivalent combination of education and work experience.

DESIRED

• Experience in maintaining activities and pursuits in CRM.
• Industrial Engineering training and field experience.

Knowledge, Skills, And Abilities

• Excellent organizational skills.
• Strong presentation, influencing and persuasion skills.
• Ability to work independently and as part of a team.
• Strong interpersonal skills and the ability to interact effectively with local and remote team members.
• Effective communication skills, both verbally and in writing.
• Excellent interviewing skills including active listening and empathy.
• Demonstrated ability to meet hard deadlines.

Additional Information

This position is Hybrid - Remote and will require commuting to a designated office. Hybrid work schedules are determined by the hiring manager based on business need.

Equal Opportunity Employer

All qualified candidates will receive consideration for all positions without regard to race, color, age, religion, sex (including pregnancy), sexual orientation, gender identity, national origin, veteran status, disability, genetic information, or other non-merit factors.