Technical Sales Engineer

Location:
Aberdeen
Job Type:
Permanent
Industry:
Engineering
Job reference:
002_1655220227
Posted:
23 days ago

The Sales Engineer - Production Chemicals is responsible for identifying key business development activities, developing the necessary requirements to win and keep new business contracts, and providing day-to-day account management support for Production Chemistry products and services with identified accounts; all in accordance with the goals and objectives set forth by management.

Major Responsibilities

  • Develop and execute comprehensive sales objectives, goals and strategies based on market needs and opportunities to achieve revenue, profitability and market growth objectives.
  • Establish customer relations through presentations, meetings, trade shows, follow-up on marketing generated leads and other agreed upon methods.
  • Attend meetings as needed and work closely with technical and operational teams to ensure all action items are completed on a timely manner.
  • Maintain and enhance relationships with key customers.
  • May be required to travel overnight to and from remote locations to support Operational needs.
  • Utilize and follow sales and operational protocols and processes, and be responsibilities for the following activities:
  • Develop Tender/Proposal Strategy
  • Conduct Head Quarters Review of Tender/Proposal Key Components
  • Determine Disposition of Tender/Proposal
  • Review Tender/Proposal Clarifications
  • Develop Opportunity Assessment and Engagement Plan
  • Identify and Capture Leads
  • Qualify Leads as Opportunities
  • Plan Cross-Sell and Sell-Up
  • Prioritize Opportunities for Engagement
  • Negotiate Sales Quote
  • Prepare Sales Quote
  • Determine Sales Quote Disposition
  • Prepare Contract Amendment
  • Prepare Contract Suspension
  • Prepare Contract Early Termination
  • Prepare Contract Renewal
  • Develop Account / Location Sales Plans and Targets
  • Resolve Billing Dispute
  • Investigate Event
  • Validate Event Investigation
  • Collect Market Activity Intelligence
  • Collect Units Intelligence
  • Collect Competitor Intelligence and Market Share
  • Collect Market Size Intelligence
  • Review and Validate Opportunity Pipeline
  • Monitor Sales Results Versus Sales Target
  • Monitor price structure and pricing levels and recommend necessary changes and price increases

Qualification Requirements

  • Education- B.Sc. in Chemistry or Chemical Engineering / Advanced degree a plus
  • Experience- Minimum 5 years' experience, fully conversant with upstream / midstream chemicals. Commodity and Specialty chemical recommendations and applications experience is essential. Recommendations and application types may include, but not limited to Upstream Water Management, Production and Pipeline Flow Assurance, and Asset Integrity and Reliability. Experience in Chemical Suppliers, Strategy Sourcing and Cost Management. Commercial experience is desired, including but not limited to knowledge of products and service price build up methods, preparation of quotations and bids.
  • Knowledge - Technical knowledge of chemical applications in oil & gas production. Complete understanding of oilfield processes is required. Chemistry Application background in Paraffin, Corrosion, Scale and Hydrate Inhibition, Emulsion Breakers and Water Clarifiers, Scavengers, Dissolvers, Cleaners and Biocides. Candidate must be good communicator who is able to understand and present fairly complex technical solutions to customers.
  • Sales Skills- Candidates that have led technical, laboratory and sales teams, with Major Operators (Production Chemical business) in the region is desired. Customer relation skills and sales ability at various levels of the organization is essential. Candidate must be good communicator (written and verbal) who is able to understand and present fairly complex technical solutions to customers. Leadership driving Quarterly and Annual Business Reviews that identify solution-driven value is required.
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