Oil & Gas Segment Lead

Location: South Point OH Posted Date: September 7, 2019
Employer: To view company name. See instructions below
Employer Job Id: 512482-702000 Careermine Job Id: 1800619
IE is a leading provider and manufacturer of custom engineered Process, Electrical Control and Power Distribution turn-key solutions to the Industrial, Power/Utility, Oil & Gas, Mining industries in North America. Our products range from large scale one-off custom Power Distribution, Control and Process systems to standard off-the-shelf electronic/electro-mechanical components. Reporting directly to the Eastern VP, we are currently seeking an Oil and Gas Segment Lead with a geographical preference to be based in the South Point, Oh or Charleston, WV area(s).

The Oil and Gas Segment Lead is responsible for developing overall segment strategy and strategic and tactical plans while promoting and developing the overall presence of IE products and services to new and existing customers across IE. The segment lead will also act as a Regional Sales Manager in his/her immediate region by focusing on local customers in the target segment.

We are looking for a candidate with a deep technical understanding of facilities needs and operations, as well as a knack for finding the key decision makers who influence these projects across the region.

Job Summary

  • Collaborate with the VP of Sales to develop, implement, and manage market and sales strategies for the Oil & Gas Segment and target region
  • Develop and drive the Oil and Gas Segment commercial strategy to identify applications and customer targets that are good fit for IE based on type of equipment purchased customer behavior, and sector fundamentals (growth, openness to new vendors); prioritize efforts accordingly.
  • Assist in the development of relevant segment value propositions, presentations and marketing material.
  • Assess the competitive landscape by examining the sales strategies of key competitors, identifying market trends, best practices and recommended competitive responses.
  • Collaborate internally with operations to identify and address gaps vs. market segment needs and expectations
  • Participate in other planning and strategy sessions

  • Build and manage sales pipeline to meet segment revenue objectives for the region.
  • Lead segment strategy development and deployment across other regions; support those regions and their regional sales managers as the segment subject matter expert (SME) to scale segment success.
  • Specifically, help cross-matrixed regional sales managers identify key target customers and projects in their regions, and assist them in initiating relationships and achieving orders. Act as "closer" and customer SME for significant projects in this segment.
  • Lead segment-specific training across regional sales territories
  • Develop "business winning" EPC/engineering and channel accounts as appropriate.
  • Lead by example by personally cultivating long-term, mutually beneficial relationships with strategic / flagship customers in this segment.
  • Engage in professional organizations and associations, trade shows, and the community in order to develop new leads and customers.

Experience and Skills
  • Five years technical experience in selling custom engineered/integrated electrical solutions and process capital equipment products, process systems or solutions in Oil and Gas sector with deep knowledge of customers, applications, competitors and channel
  • B.S. in Electrical, Mechanical, or Chemical Engineering
  • Demonstrate an operational command of the Oil and Gas business opportunities with established key segment and regional contacts
  • Experience selling customized products in a collaborative, partnering environment with Oil and Gas end customers and channel partners
  • Available for travel / regional presence at least 75% of the time
  • Proven track record of successful territory and Oil and Gas segment sales/business development of engineered solutions
  • Excellent presentation and verbal and written communication skills
  • Self-starter: candidate is hungry to grow business; comfortable with commission based bonus structure
  • Excellent time management, decision-making, organization, human relations, and negotiation skills
  • Must have a clean driving record