The Commercial Account Executive (CAE) manages all aspects of a customer relationship within a specific geography, territory, or specific accounts. The CAE acts as the primary focal point for all NDT Global/ TSC Subsea activity within the specified accounts and is responsible for the continued growth and customer satisfaction of all assigned accounts. The CAE is responsible for creating and updating a strategic plan for each account which is revised and discussed regularly with Opco management.

The goal of the CAE is to manage and grow existing accounts, develop new business, and increase company revenue for NDT Global and TSC Subsea. They must research, target, and identify emerging prospects to create and prioritize business opportunities and develop new relationships to close new business.

Responsibilities

• Grow sales within specific geography, location or for assigned accounts, collaborate with senior technical experts to identify growth opportunities across NDT Global (ILI and Integrity Services focused) and TSC Subsea, meet both revenues and O/I target and work closely with operation to secure current fiscal year revenue by avoiding runs slippage
• Go “high and wide” in accounts to build relationships with potential buyers and influencers; take a consultative approach to identify client issues that NDTG/ TSC Subsea can solve
• Own and drive account planning for assigned accounts, collaborating with NDTG/ TSC Subsea colleagues to identify growth opportunities
• Initiate conversations about new opportunities and partner with NDTG colleagues, Previan business units, and agents to develop and close them
• Navigate complex RFx processes
• Accurate weekly forecast and real-time detailed opportunities update within the CRM to manage portfolio
• Research client's organizations, developing and updating a commercial account plan for each client
• Attend key external conferences, internal sales meetings, and sales development training
• Focus on continuous self-learning to develop further sales development training, acquire knowledge of new technologies, and understand the finances behind the numbers
• Other duties as assigned

Requirements & qualifications

• Bachelor's degree, a technical diploma or related education is require
  • Degree in Commerce or Engineering is an advantage
• Minimum of 5 years of individual, quota-carrying selling experience
• Experience selling to or working into the Oil and Gas IndustrySolid appreciation how the Oil and Gas Industry operates, how safety, compliance and risk management influences their decisions
• Experience in value based selling of premium services for applications with established legacy solutions
• Domain expertise in in-line inspection and asset integrity management as well as awareness of metallurgic failure modes
• Proven track of record for developing new accounts
• Expertise in developing/managing account plans and collaborating with cross-functional teams
• Experience negotiating and closing multi-year service contracts
• Must be proficient in spoken and written English
• Intermediate understanding of Microsoft Office 365 (Word, Excel, PowerPoint, Outlook)
• Intermediate understanding of Salesforce or equivalent CRM
• Intermediate understanding of collaboration software such as SharePoint and Teams

Skillset

• Passion: You love Technology and People
• Hunter: Consistently finding new account/business through prospecting and other research activities
• Relationship Building: Building rapport quickly to establish meaningful relationships, enabling sharing of information with prospects, sales management and the executive team
• Consultative Seller: Differentiating oneself by asking good questions, listening and following up with more good questions to unlock opportunities
• Selling Value: Having the skills to sell the value of a product or service versus selling on price
• Qualifier: Making qualified quotes demonstrations and proposals versus unqualified
• Presentation Approach: Knowing who to present to, when to present and conditions surrounding the event
• Closing: How effective is the seller's ability to close business
• Sales Process: How effective is the seller's sales process in progressing to the next stage and following a sales process and execute the sales play
• CRM: How regularly and effectively does a seller use the CRM
• Social Selling: How regularly and effectively does a seller use social media to communicate and generate new leads
• Travel effectiveness: Submit expense reports as per the Travel Expense Policy