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Business Development Manager – Malaysia (Oil and Gas Software) - WS/2779

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Sales/Marketing > Business Development

Status: Live

Open To: Malaysian national or Malaysian Work Permit Holder A leading provider of geophysical products and services is seeking a Business Development Manager to drive new and incremental business for their geoscience software and services across the Asia Pacific region. Applicants are invited with an oil and gas background combined with proven sales, account or/and business development management experience in subsurface related products and services. Based in KL but working the wider region, you will focus on managing one major oil and gas operator whilst further developing new business opportunities. The key to the role is strong Account Management with the ability to define and deploy effective strategies to close business. The Company’s products and services assist oil operators in predicting reservoir properties by understanding the dynamic behaviours of fluids in reservoirs and surrounding rock, resulting in safer drilling programs.

Job Details

Location: Malaysia > Kuala Lumpur

Salary: Competitive salary (Base and Commission) plus benefits package

Working Locations: Not Specified

Posted: 07/01/2020 09:33:00

Expires: 07/03/2020 09:33:00

Key Requirements

The successful candidate will have:
• Degree in Geophysics or other relevant technical discipline – desired.
• Proven Sales, Account Management or Business Development in the region essential.
• Background in oil and gas essential – preferably selling subsurface technologies and related services.
• Experience using SalesForce.
• Experience in managing large accounts with many business units is essential.
• An understanding of processing/imaging, reservoir characterisation and/or quantitative interpretation highly desired.
• Entrepreneurial – can demonstrate drive, passion and success.
• Effective negotiation skills and proven success in closing deals essential
• Self-starter, self-disciplined and target focussed.
• Possesses integrity and honesty and can gain the trust of clients quickly and easily.
• Highly diplomatic with extensive commercial “solutions” and negotiating skills essential.
• Experience in services agreements, software licensing and multi-client agreementsis of key interest.
• Strong communication skills
• Highly personable – can leverage relationships both within oil and gas operators and Business Agents.
• Flexible individual who works well under pressure.
• Effective forecasting and reporting abilities.
• Excellent stakeholder management appreciation – can maintain strong relationships across all stakeholders.
• The ability to conduct “white space analysis” highly desired.
• A passion for technology excellence and how it can be applied to resolve exploration challenges desired.
• Strong client interfacing skills essential. Proven experience as a technical champion desired.
• Ability to build and maintain effective relationships internally and externally with clients, potential clients and 3rd party Agents essential.
• Motivated and enthusiastic with a positive attitude.
• Has the ability to work with all levels to accomplish goals and is able to demonstrate a track-record of over-achievement in the area of technology sales in the regional Oil & Gas industry.
• Proficient in written and spoken English.
• Able to travel within the region without restrictions

Job Description

Job Overview: A leading provider of geophysical products and services is seeking a Business Development Manager to drive new and incremental business for their geoscience software and services across the Asia Pacific region. Applicants are invited with an oil and gas background combined with proven sales, account or/and business development management experience in subsurface related products and services. Based in KL but working the wider region, you will focus on managing one major oil and gas operator whilst further developing new business opportunities. The key to the role is strong Account Management with the ability to define and deploy effective strategies to close business.

The Company’s products and services assist oil operators in predicting reservoir properties by understanding the dynamic behaviours of fluids in reservoirs and surrounding rock, resulting in safer drilling programs. Their studies provide a deep analysis of regional settings and trends thereby providing invaluable datasets that de-risk and inform drilling decisions for the subsurface team.

The Company’s Asia Pacific regional office includes an established Sales Team, Service Delivery Team and Technical Support personnel. You will be supported by domain technical specialists and spend your time driving new business development across the region.

The Company is very well established within the Oil Operator client, having a solid user base. They are a strong advocate of their existing technologies and are now deploying some new products. They also avail of their technical services and consultancy for regional studies etc. A lot of the business is ongoing in this account but there is a major opportunity to drive new sales across additional business units. The ability to see this big-picture and define effective coherent business strategies is key to closing deals.


Responsibilities: Reporting to the SVP Asia Pacific, your key tasks and responsibilities will include:
• Become knowledgeable in the use of the Company’s technologies, service offerings, workflows and practices.
• Identify the key players within the Oil Operator account – establish yourself as the key focal point – build relationships across geotechnical, commercial and all relevant business units.
• Understand the goals, challenges, concerns and constraints of the players – build your knowledge of their current technologies and workflows.
• Develop and deploy coherent business strategies to drive the adoption and sales of additional technologies and services.
• Find, develop and close sales in areas where currently there is no business.
• Ensure that users receive optimum service quality and standards and that a high level of client satisfaction is delivered at all times.
• Find and develop software and service opportunities in selected, named white space accounts across Asia Pacific.
• Own and manage the relationship with the Company’s business agents, ensuring that their business practices and performance are a reflection of those of the Company. Liaise closely, managing their performance and leverage their relationships to drive new business.
• Employ best practices for large, complex account management, engaging with technical, commercial and legal functions within the oil operator and Company.
• Create and maintain a coherent strategic account management plans.
• Use a CRM (SalesForce) to track the progress of sales stages and maintain periodic revenue forecasts that are aligned with revenue targets.
• Promote/champion continuous technical understanding, best practice, and technical excellence across your region.
• Work closely with regional and corporate marketing on initiatives to raise awareness and reputation of technical excellence of technologies, services and studies.
• Be proactive in understanding competitors in the region – their offerings, technical content/workflows, perceived value, sales proposition... promote knowledge transfer of this information across sales, marketing, R&D etc. within the Company.


Preferences: The successful candidate will have:
• Degree in Geophysics or other relevant technical discipline – desired.
• Proven Sales, Account Management or Business Development in the region essential.
• Background in oil and gas essential – preferably selling subsurface technologies and related services.
• Experience using SalesForce.
• Experience in managing large accounts with many business units is essential.
• An understanding of processing/imaging, reservoir characterisation and/or quantitative interpretation highly desired.
• Entrepreneurial – can demonstrate drive, passion and success.
• Effective negotiation skills and proven success in closing deals essential
• Self-starter, self-disciplined and target focussed.
• Possesses integrity and honesty and can gain the trust of clients quickly and easily.
• Highly diplomatic with extensive commercial “solutions” and negotiating skills essential.
• Experience in services agreements, software licensing and multi-client agreementsis of key interest.
• Strong communication skills
• Highly personable – can leverage relationships both within oil and gas operators and Business Agents.
• Flexible individual who works well under pressure.
• Effective forecasting and reporting abilities.
• Excellent stakeholder management appreciation – can maintain strong relationships across all stakeholders.
• The ability to conduct “white space analysis” highly desired.
• A passion for technology excellence and how it can be applied to resolve exploration challenges desired.
• Strong client interfacing skills essential. Proven experience as a technical champion desired.
• Ability to build and maintain effective relationships internally and externally with clients, potential clients and 3rd party Agents essential.
• Motivated and enthusiastic with a positive attitude.
• Has the ability to work with all levels to accomplish goals and is able to demonstrate a track-record of over-achievement in the area of technology sales in the regional Oil & Gas industry.
• Proficient in written and spoken English.
• Able to travel within the region without restrictions

Package: This is a senior level role and as such a highly competitive salary (Base and Commission) plus benefits package is on offer. This is not an ex-pat role.

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