Technical Sales Lead

Weatherford Norge have a great opportunity for an experienced Technical Sales Lead to join the Team in Bergen.

The Technical Sales Lead is responsible for achieving the annual revenue target set jointly by their Sales VP/Director and the Business Manager (GBM) for their specific Product Line(s). This role involves working closely with the SM, AM and the GBM, who is accountable for operational execution that drives revenue. The Technical Sales Lead will deliver accurate revenue and margin forecasts based on customers' operational activities and expenditure plans, which will be integrated into the local Account Plan. They are responsible for creating and maintaining a detailed product line strategy document, reviewed at least quarterly, to monitor performance and identify potential revenue gaps for proactive resolution. 

The role supports and is supported by Account Managers to ensure effective and efficient sales processes, including customer engagement, opportunity management, contract handover, and contract review. Generating quotations and responding to tenders are key functions of this role. Through collaboration with GBM and Account Managers, the Technical Sales Lead will identify strategic business opportunities to introduce new technologies, products, and services to both new and existing customers. The role strategically and proactively sells Weatherford tools, technologies, and services within the defined Product Line segment while seeking cross-product line selling and bundling opportunities. Present Weatherford portfolio to clients, across their different segment and responsibility within Drilling & Wells.

Key Responsibilities:

SAFETY, SECURITY & COMPLIANCE

• Prioritize safety and service quality across all business areas.
• Uphold the highest standards of corporate governance, ensuring ethical conduct and compliance with company policies, procedures, relevant laws, regulations, standards, and industry practices.
• Adhere to exemplary business principles in accordance with FCPA and Weatherford’s trade compliance policies.

OPERATIONAL CAPABILITY

• Develop strategic plans to strengthen Weatherford’s identity by understanding customer and industry objectives and aligning core capabilities and assembling and disseminating market intelligence.
• Understand any technology gaps we (might) have towards our client portfolio
• Upsell within existing contract and product delivery
• Propose new efficient way of operating to clients, from a WFRD technology perspective
• Utilize available technology (SFDC.com, XAIT-Porter) consistently and effectively.
• Follow up on leads and opportunities, creating, updating, and closing leads in SFDC.
• Conduct technical reviews and create commercial proposals using Xait-Porter, including initial pricing, quoting
• Oversee the tender development and response process, ensuring high-quality submissions.
• Collaborate with Commercial Operations for efficient tender management, including negotiations.
• Liaise with the legal department for contract drafting and execution.
• Discuss technical specifications with clients and gather feedback.
• Review contracts in conjunction with the Account Manager to assess overall performance.
• Mitigate business risks through strategic planning and risk management.

CLIENT COMMUNICATION

• Understand customer needs and ensure Weatherford products and services are effectively marketed, positioned, and understood by key decision-makers.
• Respond to the Client Engagement Plan to enhance profitability by expanding Weatherford’s product and service offerings to new and existing customers.
• Propose solutions to customers through formal pitches, presentations, and tender submissions, as well as informal networks and discussions.
• Relay competitive information back to Product Line stakeholders, including pricing, product performance, marketing materials, activities, and new products/technologies.
• Develop specific client application value propositions.
• Submit technical abstracts or articles to industry conference and technical sessions
• Maintain an understanding of Weatherford’s technical capabilities and services, effectively communicating product lines to customers.
• Participate in product line demonstrations and training for customers and internal stakeholders.
• Conduct contract closure meetings with clients, in conjunction with the Account Manager, where appropriate.

FINANCIAL PERFORMANCE

• Generate annual revenue targets through the creation and execution of account plans.
• Ensure alignment of all sales activities into a single client account plan.
• Conduct quarterly reviews of account plans with Sales leaders and Account Managers.
• Take actions to identify and address revenue gaps to ensure target achievement.
• Positive commercial results through strong negotiation skills, continuous improvements in margin performance.
• Evaluate sales opportunities with Account Managers and GBMs.
• Finalize upsell plans as per the BSA in conjunction with the Account Manager.

PEOPLE MANAGEMENT & DEVELOPMENT

• Support line management in the efficient, effective, and compliant use of resources for sales support.
• Promote Weatherford’s values, principles, and culture within the team.
• Foster cohesion and common purpose among sales personnel in a changing environment.
• Support and coordinate the technical product line education of the internal sales community.

Requirements:

• Degree educated in relevant oilfield or business discipline.
• 5 – 10 years relevant business experience from the oil, gas and energy industry.
• Collaborative team player with strong technical knowledge of the oil and gas industry.
• Management skills with the ability to exercise initiative in resolving potential and actual challenges.
• Broad knowledge of sales and negotiations.
• Technical knowledge within Drilling & Wells products and services.
• Excellent communication skills, both verbal and written.
• Advanced computer and presentation skills, with experience delivering to internal and external clients.
• Ability to understand and evaluate cross-product line opportunities.