Business Segment Director Oil & Gas

ABACO International is pleased to be exclusively retained to search for: BUSINESS SEGMENT DIRECTOR

OVERVIEW OF OUR CLIENT:

Our Client designs, manufactures and services highly engineered ultra-rugged computers, displays, data acquisition devices, barriers, and wireless access points for dangerous and hazardous environments. Our Client produces mobile rugged computers and displays that thrive in harsh conditions and high-performance products for the transportation industry. They have developed the first real-time predictive diagnostic and early warning system used in the oil and gas industry and serve the industry with a wide range of diagnostic products; such as rack, bulk and console mounted designs as well as mobile and portable varieties. 

Our Client currently holds 70% market share regionally on offshore rigs and approximately 50% onshore within the industries that it serves; namely oil & gas exploration, manufacturing plants, refineries, chemical processing plants, process automation, and marine.

The two segments of Our Client’s overall business that are important to discuss for the position we are seeking to fill are the Oil/Gas Exploration, Production & Processing as well as the Automation Industry.

Oil/Gas Exploration, Production & Processing: Our Client produces rugged hazardous-certified Human Machine Interfaces (HMI), Wireless Access Points, Ethernet switches and custom data acquisition systems utilizing thermal management packaging and Intrinsically Safe technologies to endure extreme environmental challenges in drilling and down-stream processing.

Automation Industry: Our Client’s value proposition in the Factory and Process Automation market is Intrinsically Safe (I.S.) designs for analog/digital measurement and data communications. Our Client makes I.S. modules for PLC I/O & Foundation Fieldbus interface and I.S products for wireless applications such as HART, 802.11b/g access point for both the Process and Factory Automation markets.

THE OPPORTUNITY

We currently have an immediate opening for a Business Segment Director to join our client’s Oil & Gas Segment.  The Director will support the company’s growth objectives to increase market share across the U.S. and ultimately attain international expansion.  The Director’s objective is to market the company’s customer-centric service, strengthen current customer relationships and assume bottom line responsibility.  The successful candidate for this position will be tasked with initiating, managing and executing the overall sales, marketing and technical support strategies for the local Houston market as well as support the 3-5 year growth plan which entails moving into key targeted domestic markets.  Responsibilities of the Business Segment Director are to provide effective leadership to the domestic sales team and channel partners worldwide. The ability to not only impart direction, motivation and training to raw talent, but also to demonstrate individual competence and a proven track record in prospecting and subsequently “closing the deal” are characteristics of a winning candidate.

Our Client has outlined a 3-tier approach to meet their growth objectives; the first is to grow organically by targeting an identified segment of the established customer base in both upstream and downstream and by reaching out to inactive customers.  Secondly, the plan includes targeting new business in key oil producing geographic areas within the U.S.  And finally, focus will be given to growing market share on the rig floor by expanding the product matrix within the automation space or offering other competitive solutions that lie within Our Client’s capabilities and core competencies.

The Business Segment Director can expect his/her daily responsibilities fall under three main areas; tactical, firefighting and strategic. 

• Tactical - 60% of the daily focus will be spent on improving customer intimacy, developing the domestic sales team and channel partners, closing deals, and managing budgets and forecasting.


• Firefighting - 25% of day to day activities entail collaborating with the sales engineering team to field customer support issues that may arise and provide direction regarding improving the customer experience as well as finding opportunities to engage in potential business development scenarios.


• Strategic - 15% of the time will be spent on strategic initiatives working hand-in-hand with the VP Sales & Marketing on expansion plans, studying technology and competitive trends and seeking out ways to increase market share globally.

JOB DESCRIPTION:

The Business Segment Director will be ultimately responsible for achieving Our Client’s sales and marketing objectives within their Oil & Gas Segment, while supporting the goals of the company as a whole.  The Candidate will possess experience working with and selling to a variety of customers; ranging from drillers and technicians to executive level individuals.

The Director will also take on various projects and assignments, which includes creating a sophisticated sales organization by imparting his/her knowledge and experience in addition to providing training programs and initiatives to encourage the development of the sales team.  The implementation of a contact management solution is another initiative the Director will be engaged in as part of the overall foundation of the sales & marketing group.  Overall the Director needs to wear many hats and have the ability to juggle a number of responsibilities, while switching gears easily between working with various individuals, solving short and long term challenges and providing guidance and training in meeting the general objectives set forth by Our Client.

Key areas of responsibility:

• Bottom line responsibility – initiate, manage and execute a sales & marketing strategy to meet the company’s overall growth objectives


• Be responsible for training and development of the sales engineering team with internal/external programs focused on improving their overall sales abilities


• Implement a customer relationship management solution

Direct reports and relationships include: 

• The Business Segment Director will report directly to the VP Sales & Marketing


• Position will also have a team of 3 direct reports


• The BSD will also communicate with the management team on occasion to make presentations and give status reports

Minimum requirements:

• BA or BS in Marketing, Business, Management or Engineering is a plus, MBA is preferred


• 10+ years direct sales experience in the Oil & Gas industry


• 5+ years sales management experience


• Experience managing a sales organization/team


• Proven track record selling and marketing into exploration and production companies


• Experience in both upstream and downstream


• Ability to motivate and develop a team to meet targeted objectives


• Have had previous budget and business unit responsibility

Desired Characteristics:

• Have tremendous knowledge of the Oil & Gas and Chem/Petro Chemical Industries while having a proven track record of managing a sales team and  demonstrating results


• An understanding of the product and technical ability to size up applications, build configurations and develop quotes


• Experience having interfaced with the Process Automation space or rig floor companies is extremely valuable, as is and understanding of where and how an understanding of the technology is applied is of benefit


• Experience having sold industrial products, such as automation products, PLCs on the rig floor, electronics such as signal conditioners, converters, connectors, cables, etc.


• Knowledge of and ability to sell HMIs (human machine interface) in the Oil & Gas industry or other is a must.


• An understanding or familiarity within the technical industry having worked with or sold lighter industrial computers or PLCs is valuable


• Display an intellectual curiosity towards technology, while having a certain level of business acumen.  Business skills are far more important than technical abilities although a balance of the two is highly regarded


• Show the ability to serve as a “translator” when working with a technician and easily shift to engage in a business discussion


• Understands consultancy selling and the selling concept of being a trusted adviser.


• Proven client management and account service record


• Strong people & relationship building skills will be critical in this role


• Sensitivity to other cultures and experience working overseas is considered an asset

Other Skills:

• Knowledge of contact management solution; experience with ACT! is a plus


• Foreign Language in Spanish would be beneficial

Personal Attributes:

• Aggressive producer and closer


• Strong business acumen with the ability to understand client’s needs


• Competent communicator – ability to connect with all levels of an organization both internally and with customers


• Team Player

Location & Travel

• 20-25% travel mostly within the U.S. and Canada


• A valid passport and permit to work in the U.S. will be required

Salary/Cash Compensation

• Commensurate with experience

Benefits

• Our client offers an excellent benefits package and competitive wages