ACCOUNT REPRESENTATIVE

Description

The Account Representative is assigned a basin/area for primary focus and is responsible for market-based sales of the company's products. This position develops sales strategies and attracts new clients as well as sources new sales opportunities and closes sales to achieve quotas. The Account Representative plays a key role in increasing revenue by providing sound recommendations on how to improve completions, managing negotiations with clients; generating leads; and qualifying prospects. The Account Representative is the primary interface between the assigned area and the customers. The Account Representative is a self-starter who can create a significant pipeline of new business opportunities within a short period of time and effectively manage deals through the entire sales process through to profitable closure.

ESSENTIAL FUNCTIONS/RESPONSIBILITIES:

The Account Representative is accountable for the following functions and responsibilities:

• Drive sales within the area through aggressive prospecting, generating, qualifying, and closing of profitable sales leads to meet and exceed budgeted area sales goals and objectives.
• Design and execute action plans to grow the customer base in general, and targeted or key accounts specifically, and to retain existing customers and increase the company’s share of our customers’ business.
• Use a broad and effective blend of selling activities, including prospecting, cold-calling, account plans and sales calls plans; value-selling, up-selling, and cross-selling; pricing, special incentives, and performance packages; and effective negotiation and closing techniques.
• Confidently articulate and promote the company brand promise, and effectively shift the conversation from price to value by demonstrating our impact on our customer’s risk, completion costs, and well performance.
• Understand and leverage the selling process and support the sales process with planning, measuring, monitoring, and making course corrections to meet quarterly and annual quotas and goals.
• Follow pricing policies and programs, and provide timely, accurate, and profitable pricing in accordance with the pricing structure.
• Work closely with customer contacts to manage and grow the customer relationship, identify new opportunities, sell products, and ensure high customer satisfaction and retention with strategic accounts.
• Develop a comprehensive knowledge of prospects, including completion needs, personnel and responsibilities, budgeting, decision-making, products, competition, and market characteristics.
• Continuously monitor technical advances and competitive activity, and communicate new technical, sales, and product development opportunities, and other relevant information to appropriate personnel as applicable.
• Perform technical/educational presentations to customers’ engineers and representatives.
• Participate in trade, networking, and technical events, and implement company marketing plans as needed.
• Manage expenses to meet budget guidelines, and maintain sales budget, account, and CRM opportunity forecasting and reporting, as required.
• Continuously improve product knowledge and sales skills.
• Act in the best interest of the company and ensure adherence to all ethics and compliance regulations.
• Conduct field visits to make certain the product is meeting customer expectations.
• Generate and submit bids to customers after relevant parties have provided approval.
• Conduct periodic trend and market analysis for assigned customers/product lines and/or basin/region and make recommendations based upon those analyses.
• Perform other functions and responsibilities as assigned.

Requirements

The Account Representative must at a minimum possess the following:

• Bachelor’s degree, BA/BS in Sales, Marketing, or Business Administration is preferred.
• Experience in the oilfield services industry, specifically downhole completions experience required.
• Five plus years of experience selling Plug and Perf or related solutions in North America.
• Enthusiasm to learn about the company’s new groundbreaking technology and introduce it to customers.
• Track record of over-achieving quota, and a proven sales hunter and closer.
• Five plus years’ experience working with customers operating the Permian Basin.
• Effective negotiation skills balanced with strong relationship-building skills.
• Good understanding of customer and market dynamics and requirements.
• Basic understanding of project management skills.
• Ability to quickly gain broad based knowledge of company product lines.
• Experience using CRM, Sales Force preferred.
• Advanced level of computer literacy as well as the Microsoft Office Suite, especially Excel, is required. Intermediate knowledge for Fishbowl is preferred.
• Ability to read, write, and speak the English language fluently.
• Excellent written, presentation, and oral communication skills.
• Strong analytical and problem-solving skills.
• Ability to read and understand technical manuals/data books.
• Ability to successfully manage multiple tasks and timelines in a fast-paced environment.
• Ability to liaise professionally with team members, system users, and current and potential customers.
• Valid driver’s licenses and a motor vehicle record with no more than two moving violations or at-fault accidents within the last three years.
• Flexibility to work evenings and on weekends as needed, ensuring customer requirements/expectations are met on time, every time.
• Primary travel will be focused within Houston, with 5% travel within North America.
• Cognitive skills to include the ability to learn, to process thoughts and apply knowledge, to analyze and reason, and to evaluate and make appropriate decisions to achieve business goals and solve problems.

PHYSICAL REQUIREMENTS:

The Account Representative must be able to:

• Operate basic office equipment, such as a keyboard, mouse, and copier/printer/scanning machine.
• Operate a motor vehicle as per the company’s Vehicle Use Requirements.
• Lift up to 40 lbs. unassisted on an occasional basis. 
• Wear Personal Protective Equipment when required (e.g., safety glasses or side shields, steel-toe footwear, FR clothing).