Description:
At TDW we put people first - that means working everyday to ensure the pipelines that run through our communities are operating safely and reliably. What sets us apart is our expertise, experience and commitment.Each day we dedicate ourselves to treating each other, our customers and our community with care and respect.
Overview
Responsible for leading and managing all regional sales operations activities, including providing guidance to sales and service team members within the Australia and Pacific (APAC) region. Ensure appropriate deliveries and processing of proposals and purchase orders, as well as, project management, in a highly professional and customer-focused manner and in compliance with customer requirements, contractual obligations, local rules and regulations and T.D. Williamson (TDW) standards.
NOTE: This position will be located in Australia. ( TDW is willing to relocate the successful candidate from the United Kingdom to Australia if needed).
Key Responsibilities
Primary duties include but are not limited to:
Business Development (50%)
- Direct all service and support activity for the region to ensure responsiveness and consistent improvement in market share, volume, and gross margins
- Develops and maintains a strong partnership with customers by understanding and responding to their needs.
- Strategically supports existing customers to develop further opportunities, creating key accounts for TDW
- Provides education and technical expertise to help customers, potential customers and market to understand risks and threats to assets and provide solutions.
- Collaborates with sales team members to support developing and to execute market and sales strategies for the region to deliver profitable growth in assigned territories.
- Coordinates with sales to provide timely forecasts and deliver annual services orders and revenue plans by proactively identifying business opportunities, developing, negotiating and closing commercial deals with new or existing customers.
- Oversee commercial and contract reviews; collaborate with legal and other departments to ensure risk and exposure is known and contained
- Collaborate with sales to Plan TDW participation in trade association meetings/fairs and represents the company to promote products and services
- Drive business results through the sales and commercial process.
Operations and P&L management (50%)
- Develops preliminary scope of project work and execution plan, applies sound project definition, organization and management skills to projects
- Assists the operations team in project site surveys and kick-off meetings
- Collaborates with the, services, scheduling and delivery teams to ensure both customer and TDW project objectives are accomplished satisfactorily, on time, within budget parameters, desired profit and schedule objectives and in accordance with contractual agreement.
- Makes regular visits to the project job site and customer to ensure customer satisfaction and field work is running to plan. Takes corrective action as necessary.
- Manages (when necessary) sub-contractors, ensuring they meet established quality standards and minimum qualifications
- Ensures project completion and acceptance by the customer, including integrity and post-assessment reporting
- Monitor and update backlogs.
- Ensures customer invoices are correct and in line with the contract and presented in a timely manner. Assist with accounts receivables process as necessary.
- Understand what is needed to ensure operationally we are executing to our profitability targets
- Driving business results through the operations process
- Hire, train, coach, counsel, and evaluate performance of direct reports. – note this position will not have direct reports until we have appropriate revenue and market share
Experience
- Bachelor’s degree in commerce, engineering, or other related field, and five (5) to ten (10) years of related experience or any combination of education and experience, which would provide an equivalent background.
- 5+ years pipeline integrity and/or Oil and Gas industry in assigned territory. Understanding of the different technologies and threats customers may face to their assets.
Knowledge, Skills, and Abilities
- Excellent commercial and organizational skills.
- Ability to educate and explain very technical information to clients
- Ability to connect with people from different cultures including the ability to manage remotely.
- Ability to exercise influence.
- Ability to develop strong relationship with customers and channel partners
- Ability to deal and negotiate at a high level