Software and Automation Sales Manager at FMC Technologies in Houston, TX
Sales Manager works in a critical position within the company to implement the organization's sales strategy, key focus growth initiatives and achieve financial growth as it relates to the global market. Defines long-term strategic sales goals that support the long term Measurement Solutions strategy, with a specific focus on the Software & Automation business, builds key customer relationships, identifies sales opportunities, negotiates and closes business deals and maintains extensive knowledge of current market conditions. Collaborate with the internal team, Sales Director-Americas, finance, marketing staff, business development and other managers to increase sales opportunities and thereby maximize revenue for the organization. Also will help manage existing clients and ensure they stay satisfied and positive. Meet with key customers, often being required to make presentations on solutions and services that meet or predict customer's future needs for large projects or projects with global impact. Further provides innovative and pro-active advice and assistance to management on the sales implications and opportunities in establishment of growth objectives, plans and programs. Collaborate with a team of sales managers within the their territories, Marketing/Business Development, Tender group and ensures consistency on the sales processes and procedures and coaches and mentors emerging talent within the sales area to create, sustain and execute succession plans for solution selling. Leads the global growth and sales strategy for Measurement and Production Solutions, Software & Automation business unit from opportunity identification to opportunity definition and business case development. Will partner with the Global Sales Director, and stakeholders both regionally and globally, and with the Global Operations organization to ensure alignment of growth initiatives prioritization, resource allocation and ownership of key actions and deliverables MAIN TASKS:
o Will work closely with external customers, business development team, customer service, field service, engineering, marketing, finance, other managers, Surface America, and other TechnipFMC business units as applicable. o Main responsibility is to attain booking targets as set by management from customer-base and solution/product range defined by business unit management. Currently, customer base is defined to be oil and gas vertical mainly in North America specially Gulf of Mexico region, and focus solution is Terminal Management System. The Sales Manager role will be expected to provide input regarding the target customer base. o Participates in and is responsible for, development and results of applicable portion of P&L for Software & Automation. o Maintain a healthy pipeline of upcoming opportunities and leads o Ensures leads turns into opportunities, and opportunities to orders o Leads and manages Marketing & Business Development role to highlight potential opportunities to enhance our product and solution offering and to develop business plans to introduce new solutions and partnerships to the market o Collaborate closely with the Tender team to include proposals, insides sales support, solutions support services, application engineering. o Be responsible and accountable for the implementation and administration of the organizations global strategic sales planning/forecasting, actions and metrics of the MPS. Guide the organization thru the best practices actions and most favorable financial results with the highest level of ethical standards. o Forms part of the leadership group that participates on the Integral Business Planning process during the demand reviews and provides long term unconstrained demand forecast to the different regions based on the input and feedback from the sales teams. Responsible for demand forecast for the International market. o Balance and align functional, global and P&L strategic focus and actions to achieve defined goals and objectives. o Partner with MPS regional teams to identify strategic growth opportunities at the global and regional / country level. o Lead industry studies, industry/vertical analyses and utilize primary/secondary market research (market size, industry data, policy inputs, segmentation studies, market position/ penetration analyses) to define and influence the prioritization and pursuit of select growth opportunities o Gathers and provides market intelligence to business unit and marketing o Develop customers and competitors information trying to anticipate market changes. o Recommend improved products and solutions to customers, showing how changes will lower costs or increase production. o Organize and engage in both external and internal promotion and education/training. o Develop and train sales team in collaborative efforts with the Global Training MPS Manager. o Arrange, conduct and participate in customer training, trade shows and other events as needed or requested to further develop the market segment. o Identify and follow through on TechnipFMC products synergy opportunities. o Provide accurate and thorough project forecast reports and any other reports as required. o Establish and implement global metric system for accurate tracking and reporting. o Meet potential clients by growing, maintaining, and leveraging your network inside and outside of TechnipFMC. REQUIREMENTS:
o Recognized as a subject matter expert and leader within the functional team, providing insight and supervision to work teams comprised of various skill levels. o Must provide strategic implementation and direction. o Must be able to work with clients in understanding their needs. When acting as lead must manage expectations within scope. o Must be able to troubleshoot and recommend modifications to the project scope and team members on international level. o Manages multiple functional disciplines, with International responsibilities. o Implements and leads organizational change. o Must be able to lead strategic development, and oversee the implementation of company strategies, programs, and policies related to sales function. Possesses project management capabilities, including projects with International scope. o Must be able to lead and develop strategic programs to solve complex and unique problems through recommendations of innovative products and services. o Anticipates complex internal and external business issues and the impact on the organization and can recommend innovative program and/or program solutions. o Advanced analytical and problem solving skills related to functional area, understanding impact of the overall business. o Ability to establish deadlines and manage multiple, and often conflicting, priorities is critical. o Strong written and verbal communication skills with ability to effectively communication in English are required. o Ability to work in cross- functional and cross-cultural teams o Proven interpersonal and leadership skills o Ability to lead functional project teams and manage critical timelines with the goal of streamlining and providing critical customer service. o Ability to give and receive constructive/candid feedback and coaching, and respond appropriately. o Effectively persuade and influence the broader organization regarding concepts, policies, compliance and risks. o Able to maintain and protect confidentiality. Education/Experience/Training:
o Bachelor's Degree required. o Master's degree preferred. o Minimum of 8 years of related experience, 5
of which should be in oil and gas vertical selling solutions o Relevant oil and gas industry knowledge along with knowledge of company product offering/solutions/services as applicable to MPS including Products, Systems and Automation & Controls. Experience in the custody transfer from production through final distribution and/or fuel terminal automation and business transaction management, station control and plant wide control. o Good understanding of control and automation systems, and customer's typical requirements around them o Proven global sales and organizational accomplishments. Other:
o Must be willing to travel 30% of the time. o General business/financial acumen, managerial and communication skills. WORK ENVIRONMENT:
Spends working time in the office and traveling. Is called upon for both domestic and international travel. PHYSICAL DEMANDS:
Operating a computer and communicating with customers / representatives / clients via telephone and other electronic modes.
Salary Range:
$150K -- $200K
Minimum Qualification
Sales Management & Operations, Sales EngineeringEstimated Salary: $20 to $28 per hour based on qualifications.
o Will work closely with external customers, business development team, customer service, field service, engineering, marketing, finance, other managers, Surface America, and other TechnipFMC business units as applicable. o Main responsibility is to attain booking targets as set by management from customer-base and solution/product range defined by business unit management. Currently, customer base is defined to be oil and gas vertical mainly in North America specially Gulf of Mexico region, and focus solution is Terminal Management System. The Sales Manager role will be expected to provide input regarding the target customer base. o Participates in and is responsible for, development and results of applicable portion of P&L for Software & Automation. o Maintain a healthy pipeline of upcoming opportunities and leads o Ensures leads turns into opportunities, and opportunities to orders o Leads and manages Marketing & Business Development role to highlight potential opportunities to enhance our product and solution offering and to develop business plans to introduce new solutions and partnerships to the market o Collaborate closely with the Tender team to include proposals, insides sales support, solutions support services, application engineering. o Be responsible and accountable for the implementation and administration of the organizations global strategic sales planning/forecasting, actions and metrics of the MPS. Guide the organization thru the best practices actions and most favorable financial results with the highest level of ethical standards. o Forms part of the leadership group that participates on the Integral Business Planning process during the demand reviews and provides long term unconstrained demand forecast to the different regions based on the input and feedback from the sales teams. Responsible for demand forecast for the International market. o Balance and align functional, global and P&L strategic focus and actions to achieve defined goals and objectives. o Partner with MPS regional teams to identify strategic growth opportunities at the global and regional / country level. o Lead industry studies, industry/vertical analyses and utilize primary/secondary market research (market size, industry data, policy inputs, segmentation studies, market position/ penetration analyses) to define and influence the prioritization and pursuit of select growth opportunities o Gathers and provides market intelligence to business unit and marketing o Develop customers and competitors information trying to anticipate market changes. o Recommend improved products and solutions to customers, showing how changes will lower costs or increase production. o Organize and engage in both external and internal promotion and education/training. o Develop and train sales team in collaborative efforts with the Global Training MPS Manager. o Arrange, conduct and participate in customer training, trade shows and other events as needed or requested to further develop the market segment. o Identify and follow through on TechnipFMC products synergy opportunities. o Provide accurate and thorough project forecast reports and any other reports as required. o Establish and implement global metric system for accurate tracking and reporting. o Meet potential clients by growing, maintaining, and leveraging your network inside and outside of TechnipFMC. REQUIREMENTS:
o Recognized as a subject matter expert and leader within the functional team, providing insight and supervision to work teams comprised of various skill levels. o Must provide strategic implementation and direction. o Must be able to work with clients in understanding their needs. When acting as lead must manage expectations within scope. o Must be able to troubleshoot and recommend modifications to the project scope and team members on international level. o Manages multiple functional disciplines, with International responsibilities. o Implements and leads organizational change. o Must be able to lead strategic development, and oversee the implementation of company strategies, programs, and policies related to sales function. Possesses project management capabilities, including projects with International scope. o Must be able to lead and develop strategic programs to solve complex and unique problems through recommendations of innovative products and services. o Anticipates complex internal and external business issues and the impact on the organization and can recommend innovative program and/or program solutions. o Advanced analytical and problem solving skills related to functional area, understanding impact of the overall business. o Ability to establish deadlines and manage multiple, and often conflicting, priorities is critical. o Strong written and verbal communication skills with ability to effectively communication in English are required. o Ability to work in cross- functional and cross-cultural teams o Proven interpersonal and leadership skills o Ability to lead functional project teams and manage critical timelines with the goal of streamlining and providing critical customer service. o Ability to give and receive constructive/candid feedback and coaching, and respond appropriately. o Effectively persuade and influence the broader organization regarding concepts, policies, compliance and risks. o Able to maintain and protect confidentiality. Education/Experience/Training:
o Bachelor's Degree required. o Master's degree preferred. o Minimum of 8 years of related experience, 5
of which should be in oil and gas vertical selling solutions o Relevant oil and gas industry knowledge along with knowledge of company product offering/solutions/services as applicable to MPS including Products, Systems and Automation & Controls. Experience in the custody transfer from production through final distribution and/or fuel terminal automation and business transaction management, station control and plant wide control. o Good understanding of control and automation systems, and customer's typical requirements around them o Proven global sales and organizational accomplishments. Other:
o Must be willing to travel 30% of the time. o General business/financial acumen, managerial and communication skills. WORK ENVIRONMENT:
Spends working time in the office and traveling. Is called upon for both domestic and international travel. PHYSICAL DEMANDS:
Operating a computer and communicating with customers / representatives / clients via telephone and other electronic modes.
Salary Range:
$150K -- $200K
Minimum Qualification
Sales Management & Operations, Sales EngineeringEstimated Salary: $20 to $28 per hour based on qualifications.
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