Strategic Oil & Gas Accounts Hunter

Description

The Business Development Representative is B-P Supply's new business hunter. This role exists to open doors with operators we do not currently serve and to win a seat at the table with the people who actually decide who gets the work: production engineers, facilities engineers, procurement and supply chain managers, and the corporate and regional office teams that push vendor decisions down to the field.

Business in the Permian Basin is relational. Once we get a first opportunity, our service keeps the account. The person in this seat spends most of their time in front of decision makers, not managing existing accounts.

Success in this role requires a wide, active network on the production side of the oil and gas business, the technical depth to solve real problems for engineers, and the emotional intelligence to earn five minutes in an office and turn it into a lasting relationship.

Requirements

Key Responsibilities

• New Account Acquisition:
  Own the front end of the sales cycle. Identify, target, and open new operator accounts across all three B-P Supply divisions: rod pump and TAC, production supply, and measurement services. This is the primary measure of the role.
• Decision-Maker Access:
  Build direct relationships with the engineers, procurement managers, and supply chain leaders who select and approve vendors. Understand each target account's buying process, approved vendor lists, and MSA requirements, and navigate them to get B-P Supply in the door.
• Corporate and Regional Office Coverage:
  Establish B-P Supply's presence in the Midland corporate offices and in operator headquarters and regional offices in Houston, Dallas/Fort Worth, Oklahoma City, and Denver. Plan and execute travel to these markets with a clear target list and follow-up plan.
• Consultative, Technical Selling:
  Diagnose customer problems in artificial lift, production supply, and measurement, and bring B-P Supply's technical team in to build solutions. Be able to sell on value, service, and problem-solving.
• Network and Community Presence:
  Live and do life in Midland. Actively build and maintain relationships across the Permian community through industry associations, professional events, and everyday community involvement.
• Account Strategy:
  For each target account, map the decision makers, influencers, and field contacts; identify the entry point; and build a plan to win the first order. Prioritize targets by fit, size, and probability of success rather than ease of access.
• Coordination with Field Business Development:
  Work alongside B-P Supply's account operations team so that office-level relationships and field-level relationships reinforce each other. Share intelligence, coordinate on shared targets, and avoid conflicting messages to the customer.
• RFQs and MSAs:
  Drive RFQ opportunities and lead the initiation and completion of new customer Master Service Agreements. Coordinate with accounting, safety, and operations to obtain B-P Supply approved and set up as a vendor.
• Pipeline Management:
  Track every target and opportunity from first contact through first order in the CRM. Keep data current so leadership has a clear, real-time view of the new business pipeline.
• Handoff to Account Operations:
  Once an account is opened and the first orders are flowing, transition day-to-day management to the Account Operations Team, then move to the next target. Stay involved at the relationship level as needed to protect and grow the account.
• Market and Competitive Intelligence:
  Report what is happening in the market: operator activity, budget cycles, personnel moves, competitor pricing and positioning, and emerging opportunities. Bring this information to the leadership team in a form they can act on.
• Performance Reporting:
  Report weekly on decision-maker meetings held, new accounts opened, MSAs executed, first orders won, and pipeline value by stage.

Measures of Success

The first year in this role will be evaluated primarily on:

• Number of new operator accounts opened and first orders won.
• Number of MSAs executed with new customers.
• Number of in-person meetings with engineering, procurement, and supply chain decision makers, including in Houston, DFW, OKC, and Denver.
• New business revenue generated across the three divisions.
• Quality and accuracy of the pipeline and market intelligence delivered to leadership.

Who We Are Looking For

This position is not a traditional relationship-maintenance sales role, nor is it suited for someone who prefers spending time on the golf…