AREA SALES MANAGER

Atyrau, Kazakhstan

Job Purpose

The successful candidate will be responsible for the delivery of the annual revenue target as agreed with their Sales Leader for their specific area and through effective account management. Develops an efficient, cohesive and high performing team across the Geozone Sales team. Accountable for obtaining a Go/No Go decision based on GOA approvals and advising client of decision. Develops and executes sales campaigns and assemble and disseminates market intelligence. They are responsible for delivering an accurate revenue forecast based on the operational activity and expenditures planned by their customer(s). They are also 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.

Roles & Responsibilities

SAFETY, SECURITY & COMPLIANCE

• Upholds exemplary business principles in accordance with the FCPA and the Corporate overseas trade compliance policies, setting standards of behaviour and performance
• Places Quality, Health & Safety, Security and protection of the Environment as core values while never intentionally placing employees, our processes, customers or the communities in which we live and work at risk
• Seeks continual improvement in Health, Safety, Security & protection of the Environment, taking into account responsible care, process vulnerabilities, public, customer and employee inputs, knowledge and technology and best business practices to exceed customer expectations
• Maintains the highest standards of corporate governance, ensuring that all activities are carried out ethically and in compliance with Company's Security, Compliance & HSE policies, Management System, relevant laws, regulations, standards, and industry practices and complies with the Company's Rules to Live By
• Supervisors & Managers should demonstrate effective safety leadership for the health and safety arrangements of all subordinates and for any persons visiting them while on the Company premises

QUALITY

• Responsible for being familiar with the Company's Quality policies and takes an active role in the compliance and improvement of Weatherford's Management System
• Maintains service quality as immediate priorities when working across all areas of the business and continually seeks areas for improvement
• Informed of all customer service quality incidents and able to communicate these with our client base

OPERATIONS

• Adopts and drives consistent & effective use of the available software (SFDC, SharePoint, XAIT-Porter)
• Responsible for introducing the Weatherford portfolio of products and services across the customer matrix
• Accountable for retaining the customer base and supporting the Account Managers to identify and successfully develop relations with new customers
• Accountable for assigning the appropriate resources to identified opportunity leads, managing the lead process, ensures sales personnel understand the process & comply accordingly, tracking to closure and monitoring the necessary conversion requirements
• Responsible for driving the tender management process through the Geozone commercial operations teams
• In conjunction with the Geozone VP has final approval for all submissions to clients
• Accountable for liaising with the CTM Director to ensure effective and efficient utilization of the CTM hub
• Responsible for supporting negotiation, discussions including liaison with legal for contract drafting & execution
• Accountable for obtaining a Go/No Go decision based on GOA approvals and advising client of decision
• Responsible for ensuring the Upsell Plan is finalized & achieved
• Responsible for ensuring a contract review is undertaken and a close out meeting is held with the client and all relevant stakeholders takes place
• Develops and executes sales campaigns and assemble and disseminates market intelligence
• Ensures all matters brought before management are appropriate & facilitates the quality of debate and decision making
• Oversees all areas of business risk and ensure strategies exist to mitigate these as much as possible

COMMUNICATION

• Accountable for ensuring there is efficient and effective communications, including executive engagements with clients at all times through the Sales process
• Understand client's needs and tailors commercial 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
• Liaises with Global Account VP's to ensure customer intimacy with key accounts
• Delivers presentations to clients & participates in relevant industry forums/marketing events
• Manage all client commercial arrangements to ensure best value and long term viability
• Responsible for notifying internal stakeholders of bid result and potentially holding a debrief in the event of a loss
• Maintains effective communications with all key stakeholders both internal and where appropriate external
• Supervisors & Managers should clearly communicate expectations, roles and responsibilities to their reports

FINANCIAL

• Accountable for the generation of annual forecast and revenue targets through the account plans
• Accountable for delivering positive commercial results through strong negotiating skills which result in significant continuous improvements in margin performance
• Drives alignment by ensuring the integration of all sales activities into a single sales plan for the Geozone
• Undertakes quarterly performance reviews of Account Managers & Tech Sales personnel against their Account Plans
• Takes relevant actions to identify and address revenue 'gaps' for the year to ensure target achievement
• Ensures all Commercial processes are incorporated and include all relevant stake holders (TAX, Finance, Manufacturing, Product Line, Logistics etc) to maximize efficiency of pricing and tendering
• All employees have an accountability to the organisation to be financially responsible whether they are in charge of a function budget or simply their own expenses
• Costs incurred should be within approved budget, processed within agreed time frames & following the relevant financial policy and procedure

PEOPLE & DEVELOPMENT

• Develops an efficient, cohesive and high performing team across the Geozone Sales team
• Employees have a responsibility for developing their own careers within the Company including completing all necessary function, compliance & business standards training to enhance their knowledge, skills and experience
• Employees should engage on a regular basis with their line manager to discuss their personal performance, objectives and opportunities to enhance their skills and experience to support their career potential
• Supervisors are expected to actively engaging their employees to support talent management through Weatherford's performance management process, including but not limited to talent assessments, succession planning & regular coaching opportunities
• Supervisors should collaborate with Human Resources & Training Development to drive strategies for the recruitment & retention of key personal & to foster an environment that supports the attraction & retention of a high performing talented workforce

VISION & LEADERSHIP

• Demonstrates leadership, ethical behaviour and adherence to Weatherford standards at all times
• Works closely with the GBM to identify commercial opportunities, develop PL promotional tactics and implements new PL educational seminars
• Develops and executes strategic plans to strengthen WFT brand identity by understanding customer/industry key drivers and challenges and then emphasizing and aligning our Core Capabilities to these requirements
• Liaises with Geozone Management to develop and implement programs for business enhancement, client retention and client expansion

Job Requirements

• 15+ years of industry experience including a minimum of 10 years in oil and gas industry, preferably in sales.
• 5+ years of managerial experience covering multiple locations
• Ability 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
• Excellent customer relationship skills
• Sufficient business acumen to enable opportunity evaluation and effective prioritization
• Must be a team player with good communication skills, both verbal and written
• Ability to manage simultaneous projects under tight schedules, relaxed under pressure
• Familiarity with the latest developments in sales management techniques
• Bachelor's Degree or equivalent in relevant oilfield or business discipline

ABOUT US

Weatherford is a leading global energy services company. Our world-class experts partner with customers to optimize their resources and realize the full potential of their assets. Across our operating locations, including manufacturing, research and development, service, and training facilities, operators choose us for strategic solutions that add efficiency, flexibility, and responsibility to any energy operation.

When you join Weatherford, you instantly feel connected to something bigger - a community that is grounded by our core values and driven to create innovative solutions for our customers. We celebrate each other's successes, grow together, and learn from each other constantly. Individually, we are impressive. Together, we are unstoppable. We are One Weatherford.

Weatherford is an Equal Opportunity Employer. Employment decisions are made without regard to race, color, religion, national or ethnic origin, sex, sexual orientation, gender identity or expression, age, disability, protected veteran status or other characteristics protected by law.