Exterran Water Market Development Manager - MEA in Dubai, United Arab Emirates
Reports to: Water Product Line Director
Within Exterran, the Water Market Development Manager has experience in Oil & Gas industry related to produced water treatment applications and operations. The individual has specialized skills and experience in primary, secondary, and tertiary treatment and has applied knowledge in the founding science and water chemistry. The Water Market Development Manager drives the Water Product Line business development activities for a defined geographic region. This position reports to the Water Product Line Director. The individual is the technical sales support to the regional sales force and acts to create, identify, nurture, and close projects within the assigned region.
Essential Duties & Responsibilities:
Identify project opportunities through business development and technical solution selling
Create project opportunities (paper author, conference speaker, customer meetings, tradeshows, etc.)
Maintain current pipeline of opportunities and manage development of same
Understand client requirements and specifications for water treatment packages and development of “Win Strategy”
Coach, develop and support Regional Sales team on customer and opportunity management, commercial strategy development and execution through deal closure.
Represent EWS as “Water Expert” at customer meetings (supporting sales team)
Commercial coordination of all regional water opportunities (hub between customer, regional support team, product line support team, legal and accounting)
Market Intelligence and development of regionally specific go to market strategies
Analyze sales and market data to determine customer needs, volume & pricing.
Interface with regional partners ( agents , suppliers, alliance partners)
Identification of partner, supplier relationship opportunities
Build and maintain customer relationships, drawing upon links within current network
Support team on contract negotiations and to close key deals
Develop sales and marketing campaigns, as appropriate
Identification of product , service, technology development opportunities
Relationship management with end customers
Execute assigned portion of regional product line business plan for growth and sustainability
Required Skills or Tools:
Strong relationships and business development acumen
Strong foundational knowledge of existing produced water technologies , vendors of these technologies and the customers (Producers and EPC’s)
Excellent analytical skills
Well versed with regionally specific commercial negotiation protocols and industry norms for commercial terms and conditions.
Must be proficient in working in a multi-cultural region
Excellent presentation and communications skills; able to represent the company in Client and Supplier meetings
Excellent public speaking skills, ability to present at technical conferences and public meetings.
Collaboration and Facilitation abilities (between customer and internal product line resources)
Adept at writing technical reports/papers and scopes of work
Bachelor’s degree in Engineering or B.SC. in a related field of science
Minimum 7 years relevant experience in Produced Water Business Development & / or Sales
A strong and broad knowledge of business and commercial drivers
Proven sales and/or sales management experience in services and/or capital equipment.
Experience selling to NOCs, IOCs and EPCs
Highly comfortable in a demanding – dynamic environment
Self-directing / Self motivated
Flexible in ability to travel
Fluent in English; Arabic, or other languages are helpful
Able to multi-task across projects
Proactively identifies and recommends areas for process improvement within the organization
Exterran is an Equal Opportunity Employer. Exterran provides equal employment opportunity to all qualified individuals regardless of race, color, religion, sex, age, national origin, citizenship, veteran status, disability, sexual orientation, gender identity, genetic information, or any other factor protected by applicable federal, state or local law.