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Commercial Lead, Upgrades and Rerates

Req ID:  61921
Location: 

Houston, TX, US, 77041

Date:  Nov 18, 2021

JOB SUMMARY

The role will be responsible for developing, implementing, and validating world class value driven proposals, including coaching the aftermarket commercial operation teams to ensure consistent proposals are produced across all Celeros pump facilities. Central to achieving this will be the definition & implementation of a scalable, repeatable costing methodology to support the Upgrades & Re Rates Program.

The scope of the role will focus on driving Sales & Revenue Growth across the America’s in the areas of technical, hydraulic, performance upgrades to own and competitor High Energy Pumps products.

The role holder will proactively interact with new and existing customers to understand the markets needs and expectations for Upgrade & Re-Rate opportunities and to adjust and improve Celeros proposals and offering accordingly. This includes working with global Upgrades & Re Rates program manager, regional commercial & engineering teams to develop the customer relationships & generate leads, defining and quantifying the technical opportunity, all with the objective to achieve the specified sales and business targets.

Success in this role requires a comprehensive understanding of Upgrades & Re Rates, customer needs, combined with a technical understanding of the costing, sourcing & manufacturing aspects of upgrading pumps.

 

PRINCIPAL DUTIES AND RESPONSIBILITIES  

Technical Aspects

  • Work with Global Program Manger to define target products, market sub sectors and geographies to approach.
  • Generation of Technical Support materials to provide to commercial teams broken into the various the upgrade offerings.
  • Direct Presentation of the Technical Advantage and ROI Business Case to Clients as required.
  • Definition and implementation of a consistent methodology for Technical Quotes & Costings in conjunction Aftermarket Service Operations teams on upgrade / re rate opportunities.
  • Keep updated on Industry Regulations, Technical developments in areas of Metallurgy, Coatings, manufacturing techniques and market drivers, Rival Re-Rate programs, MSA’s which would help secure upgrade / re rate contracts.
  • Designing & oversight in conjunction with Operations teams standardized procedures for post order execution of Upgrade & Re Rates Contract to ensure optimal customer experience and OTD of Upgrade Contracts.
  • Facilitating and participating in the interfaces between Engineering, Project Management and commercial Operations in complex upgrade tenders.

Commercial Aspects

  • Proactively interact with new and existing customers to identify suitable pump applications for Upgrade & Re Rate.
  • Presentation of white papers at Client Sites and Technical Seminar on commercial and technical benefits of upgrade & Re Rate of Pumps versus new capital purchase.
  • Creation of ROI Business Cases Documentation, calculations to support the commercial teams in presenting the upgrade opportunities. Support Commercial teams in engagement with customers to present ROI Calculations and business case for upgrades to secure opportunities.
  • Responsible for summarizing, presenting the technical & commercial risk evaluations and Risk Mitigation actions to senior management on larger scale upgrade & re rate opportunities.
  • Coordinate and actively participate in the order hand over meeting of larger / complex opportunities with the Manufacturing Facility, Project Managers and Supply Chain Teams. Provide clarification on any specific project requirements and on any technical or commercial queries.

 

KPI – / Deliverable Metric

  • Defined costing methodology aligned per upgrade / re rate offering category.
  • Commercial Offering / Value Proposition Bids & literature to align with upgrade and re rate road map.
  • Technical Training Material & Presentations suitable for internal and external stakeholders.
  • Upgrade & Re Rate Bookings as per annual target.

 

KNOWLEDGE, SKILLS & ABILITIES

  • Exhibits confidence with negotiations and possesses the power to influence
  • Comfortable with Change Management Techniques and Programs
  • Thinks creatively and has in-depth engineering knowledge to solve problems and provide technical solutions, combined with relevant commercial / Marketing experience to present client focused solutions
  • Must be able to define a problem, assess risk, and develop recommendations for action plans
  • Displays exceptional attention to detail and accuracy, even when handling multiple demands and has a proven track record of meeting high performance standards
  • Responds professionally to all inquiries and complaints and remains calm and composed when under pressure
  • Communicates effectively, effortlessly tailoring the approach to the audience and the level of technical competence
  • Possesses the ability to prepare and deliver presentations and to train and transfer technical knowledge to internal and external stakeholders
  • Is well organized, structured and methodical. Is self-motivated and works independently with little supervision
  • Positively establishes relationships across multiple locations and copes well with working remotely from the team and other departments
  • Is a team player: committed, reliable, responsible, flexible, helpful, supportive, active listener / communicator

 

EDUCATION AND EXPERIENCE

  • Degree in an Engineering or demonstrable experience within the pump sector for Aftermarket upgrades and re-rates.
  • + 10 years related experience.
  • Experience in the oil & gas / power & energy / industrial market - Essential
  • Prior Experience of Upgrades & Re Rates Programs - Essential
  • Prior Experience of Client Interface & Win Strategies - Value Proposition - Essential
  • Strong knowledge Microsoft packages including Word, Excel, PowerPoint and Project.

 

 


Nearest Major Market: Houston