As a Business Development Manager, based in Mumbai, your primary responsibility for the company is to increase Viridiens visibility in the country, open the doors for new businesses, client relationships and network. To ensure that the company has the necessary visibility for key accounts of strategic importance to the company, within a given geographical (sub-region) perimeter.
You will be the main focal contact point for Clients for Viridiens Earth Data and Geoscience businesses and responsible for identifying opportunities and generating of new Earth Data and Geoscience projects. You will guide projects from creation to completion, drive business development activities by recommending additional solutions to client organizations.
With an innovative mind set and a proactive work ethic, the role will gather market intelligence, and develop client relationships, by leveraging your existing industry contacts and through various activities and channels, including social media, digital marketing campaigns, client and industry meetings, networking events and presentations. The role will also support timely client communication, proposals, tenders and reports to Viridien management.
As custodian of the customer relationship for Mumbai, the Business Development Manager should be empowered to take decisions which affect both tactical and strategic initiatives. To retain full support from the various Business Lines which contribute to the delivery of services to this given account, they must involve the BL management in the decision-making process and may need to rely upon the VP Earth Data, APAC in case of arbitration.
Key Responsibilities Project Development:
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Creates pipeline of new projects.
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Seeks and obtains pre-funding for new projects.
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Coordinates the design, acquisition and processing of the projects with other business units.
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Manages relationships with NOC and Government Groups.
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Develops and maintains strong, long-term relationships with clients.
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Communicates and interacts with current and potential clients on a regular basis.
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Act as the coordinator of all MS initiatives executed towards a given area : this may apply equally to proactive (unsolicited proposals, technical seminars, marketing initiatives) reactive actions (in direct answer to an explicit customer request). This should also result in consistency in our commercial endeavours (bid responses, pricing terms, ) towards this area.
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Formulate an area strategy, based on an understanding of the area s main needs and the company s answers to such requirements, and follow through on its implementation through regular area reviews with the BL management. This area strategy will also rely upon local market and competitive intelligence data, as well as technology inputs, to allow for realistic plans to be put in place.
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Execute a business development function by detecting early opportunities within a designated geographical, engaging the internal resources (BL, PL) to prepare the company s strategy to address these opportunities. Communication across all the BLs and PLs is critical to ensure the buy-in from these organizations.
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Able to present/communicate with clients on general seismic processing concepts.
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In this dimension, the Business Development Manager acts as a door opener in places where the company does not (yet) have a permanent presence and deeply-rooted local network.
Sales and Contracts:
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Generates revenue while maximizing the value of the existing data.
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Develops and maintains strong, long-term relationships with clients.
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Actively recruits new client base and identifies potential decision makers.
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Participates in client entertainment and industry related functions.
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Utilizes subject matter expertise in influence additional sales data.
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Negotiates contracts and Master Services agreements with the support of legal and contracts business partners.
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Manages the sales process utilising the support team and coordinates their efforts to ensure consistent high service levels.
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Communicates and interacts with current and potential clients on a regular basis.
Communication:
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Communicate effectively with management and colleagues.
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Interact with the business units and to the support functions.
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Effectively communicate outside of the team with other business lines.
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Work with other support functions (tax, legal, finance, ) to identify the right local partners for the company to conduct business - whenever we do not have a permanent presence in a given country.
HSE Leadership:
Qualifications
Key Skills Experience -
Experience in basinal and regional evaluation, using both geological and geophysical datasets, seismic interpretation experience and presentation of results to clients.
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Experience in sales and Geoscience marketing.
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Excellent written, verbal, interpersonal and negotiation skills.
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Excellent literacy and numeracy skills.
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Attention to detail and accuracy in presentation, strong work ethics and punctuality.
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A good understanding of the oil gas sector, as well as energy transition sector, and the commercial landscape, including existing and active contacts.
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Work well under pressure and as part of a team
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Effective communicator and a clear and engaging presenter.
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An established network of contacts in these sectors is also highly desirable.
Technical:
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A broad understanding of the Exploration Production work flow.
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A reasonable technical understanding of the main seismic data acquisition and processing concepts.
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Ideally reservoir-oriented knowledge, as this is the asset to exploit from a customer standpoint, for the geological basins encountered in the designated geographical area.
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Practical geophysical experience definitely a plus, but not strictly mandatory.
Commercial:
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A broad understanding of the main financial mechanics of seismic services.
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A detailed understanding of the tendering procedures and the business model associated practice prevailing in the designated geographical area.
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A reasonable knowledge of the main regulatory/tax/legal/HR constraints to be respected.
Key Competencies:
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Problem solving skills, from identifying problems to articulating pragmatic solutions.
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Strong time management organisation skills - managing multiple tenders with short deadlines in parallel.
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Able to travel (primarily in the APAC region).
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Proactive and flexible approach to working to ensure effective communication with clients and colleagues spanning different time zones.
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Customer orientation : This position is customer-facing by essence, therefore it is of the utmost importance that the Business Development Manager is passionate about serving customers and properly advocating their needs.
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Cultural awareness : This position requires a deep awareness of the cultural factors at play in the given geographical, and how they influence the business dynamics.
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Business Acumen : This position requires the Business Development Manager to have to ability to grasp the big picture and to establish the right trade-off between technical and commercial aspects, the optimum being identified after a sometimes complex (because multi-dimensional) analysis of customers and the company s objectives and how they can converge.
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Communication : This position requires strong communication skills, in order for the Business Development Manager to establish his/her legitimacy and authority, both internally and externally. The ability to listen to customer needs, to translate them internally, to relay the company s position to the customer, are all dependent on the Business Development Managers proficiency at receiving and transmitting the right information and the right messages.
