Sales Manager
vakansiya — 2024

Overview:

Responsible for customer delivery and sales for RCA. Must be a self-motivated driven individual with a proven track record in Oil & Gas Services Aftermarket Sales covering the RCA markets. Ideal candidate should have a combination of basic technical and expanded commercial experience with sound knowledge of the Oil &Gas equipment industry.

Responsibilities:

Including but not limited to:

• Ability to manage large complex tenders, including defining winning strategy and pulling resources as required to pull the bid together
• Prepare reports and other statistic docs for management and customers from time to time
• Be the main focal point of SOCAR-STP towards assigned for all customers in Azerbaijan and Kazakhstan
• Develop a positive work relationship with customer key people in Procurement of BP/ SOCAR/NCOC/ KMG /KPO/OMV/TCO/ EXALO and others for inquiries, POs and job status.
• Develops and executes sales strategies that deliver profitable growth in the assigned territories for all products/services, according to the business plan, with emphasis on achieving the greatest possible sales volume and margins,
• Achieves annual sales budget by proactively identifying business opportunities, developing, negotiating and closing commercial deals with new or existing customers,
• Develops and maintains an ongoing, effective key account program that provides management with measurable goals, objectives, strategies, tactics, programs, and other pertinent information on selected key account customers,
• Develops, maintains and monitors a network of distributors and representatives, if appropriate, and recommends adjustments to third parties’ sales/marketing strategies and action plans as necessary,
• Monitors the execution of customers’ orders and enforces delivery when necessary, ensures all customers’ complaints are addressed,
• Monitors accounts receivables and follow up with customers for payment delays,
• Customer Feedback and Satisfaction
• Send acknowledgement emails to all communication received from customers, with committed answer date.
• Responsible for entering and updating data in ERP system (CRM, SYTELINE) system
• Prepares daily, weekly, monthly and quarterly reports as required (Win and Lost report; Quote Prepared status, Upcoming Opportunities etc.)
• Experience of successfully developing and executing market penetration plans resulting in significant gains in market share
• Achieve sales turnover and profitability in line with company objectives
• Expand Customer base and Identify key projects
• Building relationship with key personnel (decision makers) within a customer’s site.
• Understanding customer needs and proving solutions accordingly.
• Staying up to date on service capabilities for enhancing sales. Preparation of presentation and proposals to obtain new orders including proper review of customer specifications and commercial requirements. Coordinating and resolving customer service issues in a manner that retains the customer and provides opportunity to additional revenue in the future.
• Assisting the finance department in collecting unpaid debts.
• Organize efficient travel within agreed budgets and effectively manage entertainment budget.
• Ensure completion of customer satisfaction reports.
• Hold technical discussions with clients and provide solutions to client requirements.
• Interact with the operations department to ensure that the customer requirements are met as per their expectations.
• Deliver key account management programs
• Tendering Function including review of terms and conditions
• Commercially oriented, drivers sales to expand business

Measurement:

• Achievement of sales targets
• Expand Client Base
• Optimize NPS Score
• Develop Sales Team
• Report Win/loss Ratios
• Deliver Quality Tenders

Qualifications: 

Education:

• Undergraduate University Degree required, preferably in Mechanical Engineering
• Post-graduatete qualification, especially MBA would be an advantage

Experience:

• Proven track record in business development both from a sales and team creation point
• Successful track record of handling sales target responsibility
• Demonstrable experience in managing sales strategy in an engineering services environment
• Demonstrable experience of implementing tendering principles to improve overall win/loss ratio
• Key account management experience desirable

Special Knowledge:

• Knowledge of oilfield products under API 5CT, 6A, 7 & 16A an added advantage
• Good working knowledge of Microsoft Office & other analytical software packages
• Fluency in both English and Russian is mandatory
• Works to the highest ethical standards at all times in line with SOCAR-STP policy
• Demonstrable positive can-do attitude even in adverse situations

Skills:

• Strategic thinker capable of identifying, pursuing and implementing growth opportunities
• Excellent interpersonal skills to build internal & external relationships
• Ability to understand detail and communicate succinctly with senior management
• Excellent communication and organizational ability
• Enthusiastic, proactive and flexible approach to work
• Driven and a self-starter who can work on own initiative

Core Competencies:

Problem Solving – Identifies and resolves problems in a timely manner; gathers and analyzes information skillfully; develops alternative solutions; works well in group problem solving situations; uses reason even when dealing with emotional topics.

Customer Service – Manages difficult or emotional customer situations; responds promptly to customer needs; solicits customer feedback to improve service; responds to requests for service and assistance; meets commitments.

Interpersonal Skills – Focuses on solving conflict, not blaming; maintains confidentiality; listens to others without interrupting; keeps emotions under control; remains open to others’ ideas and tries new things.

Managing People – Includes staff in planning, decision-making, facilitating and process improvement; takes responsibility for subordinates’ activities; makes self available to staff; provides regular performance feedback; develops subordinates’ skills and encourages growth; solicits and applies customer feedback (internal and external); fosters quality focus in others; improves processes, products and services.; continually works to improve supervisory skills.

Change Management – Develops workable implementation plans; communicates changes effectively; builds commitment and overcomes resistance; prepares and supports those affected by change; monitors transition and evaluates results.

Delegation – Delegates work assignments; matches the responsibility to the person; gives authority to work independently; sets expectations and monitors delegated activities; provides recognition for results.

Business Acumen – Understands business implications of decisions; displays orientation to profitability; demonstrates knowledge of market and competition; aligns work with strategic goals; knows the competition; is aware of how strategies and tactics work in the marketplace.

Cost Consciousness – Works within approved budget; develops and implements cost saving measures; contributes to profits and revenue; conserves organizational resources.

Ethics – Treats people with respect; keeps commitments; inspires the trust of others; works with integrity and ethically; upholds organizational values.

Professionalism – Approaches others in a tactful manner; reacts well under pressure; treats others with respect and consideration regardless of their status or position; accepts responsibility for own actions; follows through on commitments.

Adaptability – Adapts to changes in the work environment; manages competing demands; changes approach or method to best fit the situation; able to deal with frequent change, delays, or unexpected events.

Safety and Security – Observes safety and security procedures; determines appropriate action beyond guidelines; reports potentially unsafe conditions; uses equipment and materials properly.

Innovation – Displays original thinking and creativity; meets challenges with resourcefulness; generates suggestions for improving work; develops innovative approaches and ideas; presents ideas and information in a manner that gets others’ attention.