Job Opportunities in United States

Job Summary

Responsibilities

• Focuses on Gas Construction companies to understand their long-term goals and initiatives.
• Understands customers’ strategies related to traditional Oil & Gas business as well as current and future plans.
• Positions Border States as a solution provider to help customers achieve their individual goals.
• Maintains a strategic plan for key and target customers.
• Responsibilities include: Maintain day to day relationships at the field, regional, and corporate offices – presentation to customer management, selling the value of Border States, clarifying our value by using tools like video, presentations, capability brochures, and marketing collateral that clarifies the value proposition we offer.
• Defines the customer engagement strategy, aligns stakeholders and mobilizes an aligned team to drive the process.
• Develops a clear and concise view of the customer organization which includes physical locations, divisions, operations.
• Defines customer stakeholders and develops internal champions.
• Develops a multiple year revenue plan to include goals and resources.
• Travels as needed to various customer locations in order to gain insight into customer operations and to build relationships with key stakeholders.

• Customer discovery to confirm value “fit” insights and prioritized opportunities.
• Blueprints the value proposition and monetizes it to co-create value.
• Actively works with a cross-functional team to develop an enterprise customer strategy to meet and exceed revenue growth targets, by leveraging market intelligence, identifying opportunities within new and existing accounts, and ensuring alignment with company objectives.
• Provides visibility to internal stakeholders for all efforts and action items.
• Manages goals and expectations of a “virtual” team.
• Act as the commercial leader of the team providing vision and defining roles and expectations to accomplish revenue goals.
• Provides innovative solutions to obstacles and challenges.
• Overall Relationship and Outcome Management
• Finalizes the value proposition with the customer which includes working with compliance on any specialized terms and conditions and master supply agreements.
• Targets cost savings (Total Customer Cost Management/TCCM) opportunities to quantify the value add delivered.
• Executes value and delivers to customer commitments and orders – maintains quality metrics.
• Expands value through overall relationship and outcome management.
• Measures and strengthens the relationship.
• Expands share of wallet and becomes the trusted advisor.

• Coordinates with the SCS Administrators for customer presentations, agreements and extended services.
• Contributes to category requests for supplier feedback and alignment that lead to an increase in customer share of wallet.
• Participates in conferences, industry networking and educational opportunities for continuing personal development of relevant knowledge, techniques and skills.
• Performs other duties as assigned by supervisor or designate.

Qualifications

• Minimum of a four-year engineering degree or the equivalent in substantial technical work experience preferred.
• Minimum 10 years of experience with outsides sales and/or business development as well as experience in inside sales or technical sales role.
• Minimum 10 years’ experience in gas industry.
• Experience initiating and negotiating agreements highly preferred.
• Prefer strong working knowledge of PC for Windows, Microsoft Office (Excel, Word, Access and Power Point), Internet, Email and SAP software as needed.
  

Skills and Abilities

• Must possess strong leadership skills.
• Must be comfortable giving presentations in person or in a virtual setting.
• Excellent customer service skills include being competent, accurate, responsive, and engaged.
• Excellent interpersonal, written and verbal communication, reading, and customer service skills.
• Ability to articulate the value Border States provides to our existing and future customers.
• Ability to effectively plan and organize.
• Ability to understand customer negotiation points and the role of competition.
• Ability to work under pressure.
• Ability to get things done using sound judgement and effective communication.
• Creativity to develop innovative solutions and differentiate us from the competition.
• Curiosity to fully understand our customers business.

Physical Requirements

• Lift from Waist:
  • < than 10 lbs. - Not at all
  • 10 to 25 lbs. - Not at all
  • 26 to 50 lbs. - Not at all
  • 51 to 75 lbs. - Not at all
  • 75 to 100 lbs. - Not at all
  • 100+ lbs. - Not at all
• Lift from Floor:
  • < than 10 lbs. - Frequently
  • 10 to 25 lbs. - Frequently
  • 26 to 50 lbs. - Occasionally
  • 51 to 75 lbs. - Not at all
  • 75 to 100 lbs. - Not at all
  • 100+ lbs. - Not at all
• Carried for Distance:
  • < than 10 lbs. - Not at all
  • 10 to 25 lbs. - Not at all
  • 26 to 50 lbs. - Not at all
  • 51 to 75 lbs. - Not at all
  • 75 to 100 lbs. - Not at all
  • 100+ lbs. - Not at all

Physical Activity

• Sitting (a continuous period of being seated) - Frequently
• Standing (for sustained periods of time) - Frequently
• Walking (moving about on foot to accomplish tasks) - Frequently
• Bending/stooping (downward and forward) - Occasionally
• Crawling (moving about on hands and knees or hands and feet) - Not at all
• Climbing/Walking Stairs (ascending or descending) - Frequently
• Reaching (extending arms in any direction) - Frequently
• Crouching/squatting (bending the body downward and forward by bending leg and spine) - Occasionally
• Kneeling (bending legs at knee to come to rest on knee(s)) - Occasionally
• Balancing (maintaining body equilibrium to prevent falling) - Occasionally
• Repetitive motion (substantial movement (motions) or the wrists, hands, and/or fingers) - Frequently
• Pivoting (movement in any direction with one foot, keeping the other in contact with the floor) - Occasionally
• Pushing/Pulling (using upper extremities to press against or draw or tug) - Occasionally
• Grasping (Applying pressure to an object with the fingers and palm) - Frequently
• Fingering (picking, pinching, typing; working with primarily fingers and not whole hand) - Frequently
• Talking (expressing or exchanging ideas by means of the spoken word) - Continuously
• Driving (the control and operation of a motor vehicle) - Frequently
• Desk work (work usually performed at a desk) - Frequently
• Use of a computer - Frequently
• Use of a telephone - Frequently
• Hearing (Perceiving the nature of sounds at normal speaking levels) - Continuously
• Exposure (to adverse weather & temperature conditions) - Occasionally
• Travel (travel needed to perform job duties) - Frequently

Additional Information