What are the responsibilities and job description for the Business Development Lead position at Oceaneering?
Position Summary
As a Business Development Lead for Oceaneering Automated Mobile Robotics, you will be responsible for expanding and managing our customer base within diverse industrial sectors. Your primary goal will be to position Oceaneering as the supplier of choice by identifying potential customers early in the sales cycle and presenting innovative solutions that address their challenges. You will play a key role in the pre-proposal clarification process, ensuring the understanding of customer specifications and providing clear intelligence to the Commercial / Tendering Support team. Moreover, you will assist in the formulation and documentation of sales and bidding strategies to meet revenue goals, leveraging your expertise in robotic sales and knowledge of automated guided vehicles (AGVs) or autonomous mobile robots (AMRs).
In this role, you will form and maintain lasting relationships with key decision-makers and create value propositions that highlight Oceaneering’s Mobile Robotics products and services. Your ability to convert leads into opportunities and close deals will be crucial in achieving our strategic sales objectives.
Duties & Responsibilities
ESSENTIAL :
- Position Oceaneering as the supplier of choice over our competitors.
- Identify potential customers early in the sales cycle, to present innovative solutions to challenges and develop competitive advantages.
- Demonstrate expert usage of LinkedIn Sales Navigator to find new leads, develop opportunities and build brand awareness.
- 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.
- Conduct competitive analysis to assess assets, strategies, and market positioning and create value propositions that highlight the unique advantages of Oceaneering Mobile Robotics' products and services.
- Maintain lasting customer relationships with key decision makers to gain intelligence enroute to securing profitable / strategic sales wins.
- Keep the senior management team informed of customer changes, market intelligence, and emerging markets opportunities.
- Utilize CRM, sales processes, and tools in preparation for customer interactions and developing opportunity pursuit plans and win strategies.
- 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 North America.
- Overnight stays for business travel are a requirement and will be of varying lengths from time to time.
- Other duties as assigned.
Qualifications
REQUIRED :
KNOWLEDGE, SKILLS, ABILITIES, AND OTHER CHARACTERISTICS :
