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The role is a senior position, working for the Global Commercial Director SPS & Services and closely with the Regional Director, Sales Leaders and all supporting functions to deliver growth in the strategic market of North America. Leading a commercial team, the role must analyze the market environment, engage with customers to identify opportunities and implement commercial strategies to secure business. This role requires a strong appreciation of the Oil & Gas, Upstream, Drilling and Subsea market environment including technical, commercial, legal and political factors which influence tendering activities as well as knowledge of the regional market characteristics of North America. The role must also support other regions in their interactions with global customers based in Houston and elsewhere in the Americas and work closely with Global Key Account Executives.
Key Responsibilities are as follows:
Work with Global and Regional business leaders to identify market opportunities, develop commercial strategies and deliver in accordance with objectives
Engage with customers in North America and elsewhere as required to develop a strong appreciation of their technical and commercial requirements and develop BH responses
Work closely with Sales, Product Management, Engineering, supporting functions and the Commercial and delivery Centres of Excellence (COE) to develop solutions which are optimal for customers and BH
Work with the Product Management team to deliver commercialisation strategies for new products and services required for customers based in North America
Implement strategies to secure high value, complex and strategically significant projects as well as long term frame agreements
Lead Subsea full field tenders as well as discreet proposals for SPS and Offshore equipment, installation and commissioning, spares, repairs, maintenance, life of field and all other Services
Engage with customers to identify growth opportunities for Integrated Services Solutions such as Light Well Intervention and Decommissioning and develop commercial proposals
Identify partner companies if required or advantageous to meeting strategic objectives and engage with partners to develop solutions and manage commercial risk
Implement a robust operating rhythm using digital systems and tools to monitor opportunity pipeline, identify risks and opportunities and ensure delivery to the agreed orders plan and targets
Work closely with Services Operations Delivery Managers (ODMs) to develop and implement customer and pursuit strategies
Represent the business at a senior level in customer meetings and industry forums
Exemplify the BH Values and core behaviours to inspire team members and colleagues
Ensure the highest levels of compliance and integrity and ensure process adherence to all commercial and tendering requirements
Work closely with the Legal, Finance and Tax teams to identify and manage risk in accordance with the established Commercial Deal Management process and Commercial Delegation of Authority (DoA) and negotiate effectively with customers
Use latest commercial costing, pricing, document management and all other applicable digital systems and tools to ensure an efficient and simplified approach to managing workload
Manage proposals workload to ensure responsiveness to customers and on time delivery of proposals
Instil a learning culture in which key learnings are captured and inform improvements to processes, proposals and business execution strategies
Share best practice between Regions, Product Companies and SPS-Services & Offshore COEs and functions
Develop the capability and competence of the Regional Commercial team through coaching, training, on the job learning and provide leadership and direction within the culture of a high performing team
Ensure timely and comprehensive hand-over of won projects to execution teams
Bachelors degree from an accredited university in Engineering, Business or another related field
Over 10 years of prior experience in the Oil & Gas and preferably Subsea industry
Specific experience in Commercial management and leadership roles
Strong business and commercial acumen combined with a strategic mindset
Outgoing and proactive - will take a lead and remain accountable
Customer-oriented, able to adapt and respond in a competitive environment
Able to mobilise, influence, lead and coach global teams to perform at a high level and deliver on strategic objectives
Deep domain knowledge of Subsea and Offshore industry environment and market participants with an established network of industry contacts
Strong technical appreciation of Subsea Production Systems, Subsea Wellhead Systems and Services
Ability to communicate and work across different geographies and cultures
Demonstrable knowledge and experience of tendering for major international projects including pursuit strategies, bid compliance, proposal development, cost estimating and pricing
Sound legal and contractual knowledge with experience in negotiating major contracts
Ability to simplify processes and work practices with a desire to learn and improve
Strong communication skills, including ability to present clearly to customers and senior leaders
Engaging leadership style, consultative with high emphasis on interpersonal skills
*Please remember that joining the Talent Community is not an application for any specific job at Baker Hughes but to have the privilege of being considered for an opportunity that suits your profile on priority.
As part of our commitment to the health and safety of our employees, customers and the communities in which we operate, this role requires full vaccination for COVID-19 prior to beginning work.
With operations in over 120 countries, we provide better solutions for our customers and richer opportunities for our people. As a leading partner to the energy industry, we're committed to achieving net-zero carbon emissions by 2050 and we're always looking for the right people to help us get there. People who are as passionate as we are about making energy safer, cleaner and more efficient.
Are you seeking an opportunity to make a real difference in a company that values innovation and progress? Join us and become part of a team of people who will challenge and inspire you! Let's come together and take energy forward.
Baker Hughes Company is an Equal Opportunity Employer. Employment decisions are made without regard to race, color, religion, national or ethnic origin, sex, sexual orientation, gender identity or expression, age, disability, protected veteran status or other characteristics protected by law.