What are the responsibilities and job description for the Account Manager position at Forum Energy Technologies?
Summary:
As the Houston Account Manager for Drilling equipment, you will maintain high-level client relationships at key large Drilling organizations and Oilfield Services organizations - based in the Houston Texas area. You will be responsible for aligning Forum Drilling products and initiatives with client requirements/needs, producing bookings success at annual target levels. You will drive profitability through strategic account management – working with internal teams and Client partners to arrive at solutions that benefit both organizations. You will be required to drive communications of internal global Teams, within the Drilling organization, to help deliver solutions and deliver bookings goals.
Job Duties/Responsibilities
- Ensures achievement of global sales bookings targets.
- Ability to elevate and cultivate executive-level relationships across countries (internally and externally).
- Ability to negotiate large contracts, master supply agreements, and master contractual agreements. Good understanding of legal contract terms. Must be able to understand the risk landscape and financial impacts of these contracts. Need to understand both the local impact of contracts, as well as global implications.
- Expert ability to identify opportunities, assemble pursuit plan, lead contract negotiation, and assemble execution team to meet expected profitability and delivery performance.
- Strong ability to develop and execute strategies to attract, grow, and maintain global customer relationships, including executive relationships, customer mapping, and reference selling.
- Provide tactical and strategic leadership in opportunity identification & issue resolution occurring within assigned accounts and/or business units.
- Takes the lead in pursuing new agreements, Value-Add/Total Cost of Ownership (TCO) commitments, and increasing customer wallet-share.
- Maintains and manages a pipeline of opportunities at named accounts, including the information share to prevent over-forecasting or dual pursuits.
- Strong capability to identify opportunities for related products/services offered by Forum Drilling, facilitate introductions, and engage in multi-person sales cycle while retaining customer control and opportunity development.
- Communicates Customer Activity, which points.
- Expert in strategic selling and account management - takes the lead in high-level sales engagements with Drilling Companies, Oilfield Services Companies, and occasionally distributor/supply organizations.
- Identifies opportunities and recommends internal & external innovative/new products to support marketplace or client needs.
Skills/Knowledge
- History of success in maintaining and developing key relationships.
- Understanding of Drilling Equipment – including pursuits where customer Operations/Engineering/Purchasing interaction is required.
- Ability to strategically manage large complex product offerings and associated understanding of requirements for installation/commissioning.
- Ability to understand where the potential exists in assigned accounts and can recognize and create opportunities.
- Understanding of business and management principles involved in strategic planning, resource allocation, leadership techniques, and coordination of people and resources.
- Effective communication and interpersonal skills with an aptitude for building strong client relationships.
- Ability to network and navigate the political landscape of large complex customers, with a focus on reaching the decision-maker regardless of title.
- Aptitude to learn technical details of product offerings and associated control systems.
- Proficiency with CRM software and Microsoft Office.
- Proficiency with CRM forecasting and delivering detail to support management initiatives.
- A confident/relentless approach that can withstand significant internal & external pressure.
- Understand how to navigate across cultures.
Education
- High School Degree or Equivalent required (with extensive experience)
- Bachelor’s Degree - Sales, Business Administration, Engineering, or relevant field preferred
Experience
- 10 years - sales experience in outside sales and/or account management experience.
- 8 years - Experience selling at an executive level as a key account manager/management of large account portfolios.
Travel Requirements
- Ability to travel 25-30% to support client requirements outside of Houston's purview and to routinely visit internal manufacturing/R&D centers and Forum Regional offices.
About FET
FET (Forum Energy Technologies, Inc.) is a global company, serving the crude oil, natural gas, and renewable energy industries. FET is headquartered in Houston, TX with quality manufacturing, efficient distribution, and service facilities conveniently located to support the major energy-producing regions of the world. Forum’s products and services range from the underwater reservoir to the refinery, from the sea floor to the above-ground transportation line. We pride ourselves on giving you a comprehensive offering of solutions to maximize your operations and improve your bottom line. Our customers are our partners and we work with them to solve their ever-changing challenges.
FET is an Equal Opportunity Employer. FET does not discriminate based on race, color, religion, national or ethnic origin, sex, sexual orientation, gender identity or expression, age, disability, protected veteran status, or other characteristics protected under federal, state, or local law. All employment decisions and practices at FET are subject to the foregoing non-discrimination provisions and are based solely on merit, co