Head of Sales, O&G Industry - Optimization SW
Overview
Our client is a market leading scheduling and optimization software company developing advanced scheduling SW solutions for SMB & Enterprise operations. Their solutions provide operational efficiency, reducing cycle times and improving collaboration within project teams.
Responsibilities
As the leader of the O&G Industry sales team you will meet or exceed the company’s annual revenue targets through effective management of the account management and presales engineering team. You will work with the CEO to establish the Global sales plan (incorporating individual account manager sales quotas and territories), assist the account managers in building their individual sales plans, and manage the sales forecast to provide a predictable revenue stream for execution of the company’s business plan.
You will ensure that demonstrations provided to prospects are high quality, accurately reflect the company’s product capabilities, and aligned with customer needs. You will regularly meet with customers to ensure that they are satisfied with the company’s products and services, and to determine where there are new opportunities to broaden the offerings to address market needs. As well, you will liaise with the Marketing team to drive an effective lead generation program as new products and services are devised.
Position Focus
You will provide input to the yearly sales plan, and translate goals into individual account manager sales quotas. By motivating, advising, and coaching the members of the sales team you will ensure that individual sales targets are met, and you will address any areas needing improvement, so that a consistently high level of performance is achieved. This means developing a scalable sales process that results in traction in the target market, and that is followed by all team members. An important part of this process will be tracking and analyzing sales data on a weekly basis to provide input to company management, and feedback to the sales team.
You will need to maintain a deep understanding of customer needs and market trends, as well as competitive threats, and will devise sales strategies to acquire new customers. You will support marketing activities, including trade shows, industry seminars, and relevant networking events.
You must fit into a small company environment, possess demonstrated leadership qualities, and be eager to take on challenges that are not found in more structured organizations. You must also be a proactive and independent thinker, able to take ownership of tasks with little supervision.
Skills & Experience
You will need to be a highly motivated and innovative individual who can work independently, while leveraging various internal and external groups necessary to achieve success for all stakeholders
Proven sales ability: 10+ years relevant background in a high-technology sales role, in the oil & gas industry
Proven leadership ability: this means motivating your reports (10 people) to achieve goals, providing guidance and coaching when needed, resolving performance issues, and recruiting / terminating if appropriate
Excellent written, verbal and interpersonal communication skills
Ability to understand competitive threats, both from a technical and business perspective, and put in place plans to mitigate those threats
Experience with widely-used office applications (e.g. MS-Office)
Knowledge of Upstream operations and knowledge of resource scheduling issues in the maintenance and upstream oil & gas sectors is desirable, but not essential for this role
Reliable, flexible, and collaborative work style
Relevant BSc/MSc degree (e.g., Business, Petroleum Engineering)
Other
This position can be based in Canada or the USA
Regular travel within North America with some overseas trips required (up to 30%)
For transparency reporting purposes, the estimated base compensation range is US$170k to US$190k annually plus bonus and commission based on Team revenue generated. This range is an estimate only and may be adjusted to reflect market conditions.
Contact
Darrell Bowman - T: 604-639-9562, darrell@corporate.bc.ca