Sales Manager - ILI Industry

Job Description

Position Summary

PIPECARE Group is seeking an experienced, tenured and results-driven Sales Manager to join our team in Houston, Texas, specializing in the premium In-Line inspection industry. The ideal candidate will be responsible for growing and executing solution sales strategies to drive revenue growth, secure, establish and maintain key client relationships, and contribute to the overall success of our organization.

Key Responsibilities

1. Sales Management:

• Develop and implement effective sales solution strategies to achieve revenue targets and market share growth within the oil and gas pipeline transport segment.
• Focus on relationship development, trust and solutioning associated with pipeline integrity management challenges.
• Work with PIPECARE subject matter experts to solution for complex pipeline issues using PIPECARE premium tools.
• Ensure PIPECARE is approved and on the bidding list annually for every active client and every bid/RFP program and one-off runs.
• To work closely with pipeline integrity management engineers and provide them with PIPECARE reporting and associated support products.

2. Client Relationship Management:

• Identify and cultivate relationships with key clients, understanding their requirements, and ensuring a high degree of satisfaction with our premium products and services.
• Act as a primary point of contact for key accounts, addressing inquiries, resolving issues, and proactively providing solutions to complex operator challenges.

3. Market Analysis:

• Stay abreast of industry trends, market conditions, and competitor activities to identify business opportunities and potential risks.
• Work with our client base to develop and re-engineer solutions, ensuring a competitive edge in the ILI segment.

4. Sales Planning and Execution:

• Develop, justify and execute annual sales plans, including forecasting, budgeting, and monitoring performance against sales targets.
• Collaborate with cross-functional teams, including marketing and operations, to ensure seamless execution of sales initiatives awarded.

5. Negotiation and Contract Management:

• Lead negotiations with clients, ensuring mutually beneficial agreements that align with organizational goals.
• Oversee contract management processes to ensure compliance and mitigate risks.

6. Team

Collaboration:

• Collaborate with internal teams to ensure effective communication and coordination, particularly with the technical and operations teams to align sales efforts with delivery capabilities.

Competency Requirements

• Communication:
  Creates and encourages two-way communication opportunities; demonstrates and promotes positive prospects, client, and work relationships; proactively addresses and manages conflict and disputes; works to achieve constructive resolution.
• Oral Communication:
  Speaks clearly and persuasively in positive or negative situations; listens and gets clarification;
  Responds well to questions and requests. Demonstrates group presentation skills, participates in meetings.
• Written Communication:
  Writes clearly and informatively, presents numerical data effectively.
• Character:
  Demonstrates unquestionable integrity in every aspect of work and dealing with others. Consistently models desired behaviors and values established by the company. Respects diversity of perspective in discussions and demonstrates an inclusive style. Demonstrates concerns for job safety for self and others.
• Collaboration:
  
  Effectively builds and maintains partnerships with clients, prospects, and staff at all levels across the company. Contributes to team and company success. Maintains flexibility and reacts to change appropriately.
• Administrative Management:
  Continuously manages administrative functions to ensure quality and timeliness, manages accurate and timely sales activity and performance reports, analyses report data to project trends and build forecasts.

Qualification:

• Bachelor’s degree in business, Marketing, or a related field; MBA is a plus.
• Proven track record of success in sales roles within the oil and gas pipeline industry.
• In-depth knowledge of In-Line Inspection products, services, and market dynamics.
• Strong analytical and strategic thinking skills.
• Excellent communication, negotiation, and presentation skills.
• Ability to travel as needed.

Experience:

• Minimum of 5 years of relevant In-Line Inspection sales experience.

Accountability

• Improve the organization’s market position.
• Achieve financial growth, gain share of wallet.
• Build key customer relationships, identifies business opportunities.
• Negotiate and close business deals and maintain extensive knowledge of current market conditions.

General Responsibilities

• Comply always and fully with PIPECARE HSE requirements. Safety First.
• Be quality conscious (dynamic approach towards quality improvement and aim at getting things right first time)
• Maintain confidentiality, integrity, and safeguard PIPECARE trade secrets.
• Respect and support fellow employees at all times.
• Respond to changes positively (technical advancements as well as…