Business Development Lead

Company Profile

At Oceaneering, we solve the unsolvable.

We are a global engineering company that has its roots in deep sea operations for oil & gas industries.

Today we operate a diverse portfolio of business units and associated activities.

Not only do we operate fleets of ROVs for deep sea operations, we run the NASA neutral buoyancy laboratory and we develop the next generation of spacesuits.

We design some of the most popular entertainment rides for the likes of Universal and Disney.

And here at Oceaneering Mobile Robotics (OMR), we specialize in creating cutting-edge, autonomous mobile robot (AMR) technology-based, turnkey logistic solutions.

Our AMRs are employed in the production facilities of premium manufacturers and hospitals.

With a focus on safety, reliability, and performance, OMR continues to push the boundaries of what is possible with robotics.

Duties & Responsibilities

Purpose

As we continue to grow and expand our global footprint, Oceaneering Mobil Robotics is looking to recruit a salesperson based in the OMR head office in Utrecht NL.

The purpose of this position is to expand our customer base whilst developing accounts with new companies promoting the OMR product lines as a primary responsibility.

However, sometimes being called to provide sales support to our existing customer base and markets within our business unit.

This candidate is required to assist our current and prospective customers with ideal solutions for their positioning needs covering business sectors ranging from but not limited to Automotive, Intralogistics, Food & Beverages, Machinery, Production industries (electronic, paper, consumer goods), Chemicals & Plastics, Healthcare, Pharmaceuticals.

It will be necessary to educate our customers about the advantages of OMR's technical benefits regarding hardware and associated software through demonstrations and presentations.

Functions

ESSENTIAL

• Position Oceaneering as the supplier of choice over our competitors.
• Identify potential customers for our standard products early in the sales cycle, to present innovative solutions to challenges and develop competitive advantages within the capabilities of our products.
• Take a leading role in the pre-proposal clarification process, ensuring that customer specifications and other documents are well-understood.
• Provide clear and precise intelligence to the Oceaneering Commercial/Tendering Support team in the preparation of bids by giving a direction of customer specific technical needs and expectations.
• Assist in formulation, documentation, and intelligence of sales and bidding strategies, including the determination of target price points.
• Gather intelligence on competitors’ facilities, assets, strategies and create a value proposition biased toward Oceaneering Mobile Robotics products and services.
• Maintain lasting customer relationships with key decision makers to gain intelligence en-route to securing profitable/strategic sales wins.
• Sales targets for new orders will be established for this role and progress monitored on a monthly and quarterly basis.

Achievement of sales targets is one measure used to determine success in the role.

• Keep the senior management team informed of customer changes, market intelligence, and emerging markets opportunities.
• Utilize sales processes and tools in preparation for customer interactions and developing opportunity pursuit plans.
• Present / educate and discuss Oceaneering solutions tailored to customers’ requirements communicating benefit and value to customer.
• Develop, coordinate, and make presentations to customers in conjunction with sales engineers, product managers and account managers.
• Gain insight and understanding of upcoming customer or prospect activities.
• Record and report all meetings and opportunities into Oceaneering's Customer Relationship Management (CRM) software.
• Assist in coordinating and participating in customer site visits, ROMs, demos of OMR vehicles and FFPs/Tenders.
• Assist in creation of marketing content.
• Create, present and market whitepapers at technical conferences or exhibitions.
• While performing the duties of this job, the employee will be required to travel extensively throughout Europe.
• Overnight stays for business travel is a requirement and will be of varying lengths from time to time.
• ADDITIONAL
• Other duties as assigned

Qualifications

• REQUIRED
• Professionally qualified/degree educated caliber but can be offset by professional experience.
• Experience within a similar role supporting AGV/AMR sales/projects.
• Have a good understanding of the competitive landscape.
• Shows enthusiasm for the services offered to the customer.
• A detailed understanding of the potential business within the marketplace gained through previous experience as a Sales Account Manager / Customer Relationship Manager or Business Development Manager within Intralogistics, automation and material handling industries.
• An extensive proven track record of profitable revenue generation is essential.
• Excellent networking, communication, presentation skills, negotiation, and influencing skills are essential with the ability to qualify customers, overcome objections and close a sale.
• Ability to listen to the customer’s needs and develop best-fit solutions.
• Commercial and contract awareness/experience is necessary.
• Detailed and thorough work ethic.
• Be self-driven with the tenacity to work independently.
• Able to receive direction and apply imagination to completion.
• Fluent English speaker, both written and spoken.
• Knowledge, Skills, Abilities, and Other Characteristics
• 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.
• Is consistently at work and on time; Ensures work responsibilities are covered when absent; Arrives at meetings and appointments on time.
• 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.
• Volunteers readily; Undertakes self-development activities; Seeks increased responsibilities; Takes independent actions and calculated risks; Looks for and takes advantage of opportunities; Asks for and offers help when needed.
• Speaks clearly and persuasively in positive or negative situations; listens and gets clarification; Responds well to questions; Demonstrates group presentation skills; Participates in meetings.
• Follows policies and procedures; Completes administrative tasks correctly and on time; supports organization's goals and values; Benefits organization through outside activities; Supports affirmative action and respects diversity.
• Identifies and resolves problems in a timely manner; Gathers and analyses information skilfully; Develops alternative solutions; Works well in group problem-solving situations; Uses reason even when dealing with emotional topics.
• Demonstrates accuracy and thoroughness; Looks for ways to improve and promote quality; Applies feedback to improve performance; Monitors own work to ensure quality.
• Writes clearly and informatively; Edits work for spelling and grammar; Varies writing style to meet needs; Presents numerical data effectively; Able to read and interpret written information.
• Ensures that regular consistent communication takes place within the area of responsibility.
• Closing Statement

We offer a competitive salary, a comprehensive benefits package and the opportunity to advance in an international company.

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