Sales Representative II

Oceaneering; United States; Remote; AUD 120,000 - 180,000; Full time

Job summary

Oceaneering in Australia seeks a results-driven sales professional to drive opportunities in offshore oil, gas, renewables, and government sectors. You will educate customers on Oceaneering technology, demonstrate solutions, and manage the full sales cycle from lead to bid.

Role requires strong account management, relational skills, and the ability to travel up to 25% domestically and internationally, engaging with global teams and customers.

Qualifications

• Professional qualification or degree in a relevant field.
• Proven track record in offshore/general marine sales.
• Strong networking and influencing skills with ability to close deals.

Responsibilities

• Act as the first sales contact for designated region/accounts.
• Utilize Miller Heiman strategies for opportunities and funnel stages.
• Collaborate with leaders and account teams to grow sales and profitability.
• Provide regular updates on sales activities for regional management.
• Position Oceaneering as the supplier of choice over competitors.
• Identify and develop new customers and present innovative solutions.
• Lead pre-proposal clarification and ensure customer specs are understood.
• Provide intelligence to bid teams for bids and value propositions.
• Help formulate sales and bidding strategies and target prices.
• Maintain relationships with key decision makers and drive profitable wins.
• Share customer insights with senior management and CRM systems.
• Create and present whitepapers at conferences or exhibitions.
• Travel up to 25% domestically/internationally.

Skills

Sales & business development

Customer relationship management

Negotiation skills

Technical knowledge

English communication

Education

Bachelor's degree or equivalent

Tools

CRM software (e.g., Salesforce)

Job description

Job Description

This candidate is required to assist our current and prospective customers with solutions and services for their needs covering business sectors ranging from but not limited to offshore oil and gas, offshore renewables and government entities. It will be necessary to educate our customers about the advantages of Oceaneering Internationals technology, engineered solutions, technical hardware, and associated software through demonstrations and presentations.

Responsibilities

• Acts as first point of sales contact for designated region and/or accounts.
• Use Miller Heiman Strategic and Conceptual Selling approach for all opportunities, including Funnel Scorecards and Sales Funnel Stages.
• Works collaboratively with Business Unit leaders, Global Account Directors and Key Account Managers, where applicable, to increase sales, region/account penetration and profitability.
• Provide weekly/bi-weekly updates on sales activities to be used for monthly update by Regional Sales Manager.
• Position Oceaneering as the supplier of choice over our competitors.
• Identify potential customers early in the sales cycle, to present innovative solutions to challenges and develop competitive advantages.
• Take a leading role in the pre-proposal clarification process, ensuring that customer specifications and other documents are well-understood.
• Provide clear and precise intelligence to the Oceaneering Commercial/Tendering Support team in the preparation of bids by giving a direction of customer specific technical needs and expectations.
• Assist in formulation, documentation, and intelligence of sales and bidding strategies, including the determination of target price points.
• Gather intelligence on competitors' assets, strategies and create a value proposition biased toward Oceaneering products and services.
• Maintain customer relationships with key decision makers to gain intelligence, transitioning to securing profitable/strategic sales wins.
• Ensure that any opportunities or intelligence gained from customers that may have a specific interest in other Oceaneering business unit's products or services are swiftly passed over.
• Keep the senior management team informed of customer changes, market intelligence, and emerging markets opportunities.
• Record and report all meetings and opportunities into Oceaneering's Customer Relationship Management (CRM) software.
• Create, present and market whitepapers at technical conferences or exhibitions.
• Travel domestically / internationally up to 25%.
• While performing the duties of this job, the employee will be required to travel throughout
• APAC (India, Central Asia & Australia/NZ)
• Overnight stays for business travel is a requirement and will be of varying lengths from time to time

Qualifications

• Professionally qualified/degree educated calibre but can be offset by professional experience.
• Holds a good understanding of the competitive landscape.
• Shows enthusiasm for the services offered to the customer.
• A detailed understanding of the potential business within the marketplace gained through previous experience as a Sales Account Manager / Customer Relationship Manager or Business Development Manager within General Marine/Offshore sector.
• An extensive proven track record of profitable revenue generation in the offshore/subsea services sector is essential.
• Excellent networking, negotiation, and influencing skills are essential with the ability to qualify customers, overcome objections and close a sale.
• Ability to listen to the customer's needs and develop best-fit solutions.
• Commercial and contract awareness/experience is necessary.
• Detailed and thorough work ethic.
• Be self-driven with the tenacity to work independently.
• Able to receive direction and apply imagination to completion.
• Fluent English speaker, both written and spoken.

Knowledge, Skills, Abilities, And Other Characteristics

• Adapts to changes in the work environment; Manages competing demands; Changes approach or method to best fit the situation; Able to deal with frequent change, delays, or unexpected events.
• Is consistently at work and on time; Ensures work responsibilities are covered when absent; Arrives at meetings and appointments on time.
• Manages difficult or emotional customer situations; Responds promptly to customer needs; Solicits customer feedback to improve service; Responds to requests for service and assistance; Meets commitments.
• Volunteers readily; Undertakes self-development activities; Seeks increased responsibilities; Takes independent actions and calculated risks; Looks for and takes advantage of opportunities; Asks for and offers help when needed.
• Speaks clearly and persuasively in positive or negative situations; listens and gets clarification; Responds well to questions; Demonstrates group presentation skills; Participate in meetings.
• Follows policies and procedures; Completes administrative tasks correctly and on time; supports organization's goals and values; Benefits organization through outside activities; Supports affirmative action and respects diversity.
• Identifies and resolves problems in a timely manner; Gathers and analyses information skilfully; develop alternative solutions; Works well in group problem-solving situations; Uses reason even when dealing with emotional topics.
• Demonstrates accuracy and thoroughness; Looks for ways to improve and promote quality; Applies feedback to improve performance; Monitors own work to ensure quality.
• Writes clearly and informatively; Edits work for spelling and grammar; Varies writing style to meet needs; Presents numerical data effectively; Able to read and interpret written information.
• Ensures that regular consistent communication takes place within the area of responsibility

About Us

Oceaneering is a global provider of engineered services and products, primarily to the offshore energy industry. We develop products and services for use throughout the lifecycle of an offshore oilfield, from drilling to decommissioning. We operate the world's premier fleet of work class ROVs. Additionally, we are a leader in offshore oilfield maintenance services, umbilicals, subsea hardware, and tooling. We also use applied technology expertise to serve the defense, material handling, aerospace, science, and renewable energy industries.

About The Team

Focusing on deepwater installations and field developments, we deliver tailored solutions-from the routine to the extreme. We provide fit-for-purpose engineering design through the entire asset lifecycle, including decommissioning. We contract, manage, engineer, and execute projects using our global vessel fleet, including Jones Act-compliant vessels, advanced technologies, and highly skilled personnel.