GeoSoftware reservoir characterization technology and services link geophysics, geology and petrophysics for optimum workflows that drive greater reservoir understanding. Enhanced cloud and machine learning capabilities, optimized computing performance and a superior user experience are hallmarks of our industry-trusted brands. The GeoSoftware portfolio includes Jason, HampsonRussell, PowerLog, RockSI, InsightEarth® and VelPro.

Global clients rely on our geoscience expertise to build the most accurate and detailed reservoir models and elevate subsurface knowledge. GeoSoftware is committed to continued innovation to address complex challenges in all types of reservoirs and reduce risk, cost, and cycle-time throughout the field lifecycle. Our comprehensive geoscience knowledge and solutions bring valuable insight to natural resource exploration and development, enhancing the E&P success of our clients.

The Business Manager (BM) is responsible for customer development and sales closure throughout a territory, consisting of a country, countries, or specific customers within the Middle East and North Africa region.  The Business Manager works with the technical and administrative members of the MENA team of Geosoftware as well as the members of the various shared services teams such as legal, licensing and financial guarantees to deliver products and services to the customers of the territory. The Business Manager reports to the Middle East and North Africa Region Manager (RM) of Geosoftware.

 Key Job Responsibilities

Financial

• Develop and execute sales plans for the territory to meet assigned objectives and sales quota
• Increase revenue from the customers within the assigned terriotry from year to year
• Ensure accurate financial reporting and revenue recognition for the territory.
• Understand and manage withholding tax handling
• Maintain CRM opportunities, revenue projections and weekly sales forecasts for the territory
• Resolve overdue payments for customer invoices

Sales & Marketing

• Develop a Market Opportunity Assessment (MOA) for the assigned terriotry; report and recommend to management strategies required to adapt to local market trends and conditions
• Work with Geosoftware and CGG colleagues such as Key Account Managers to develop/update an annual sales strategy, addressing local market and customer needs which can be met with CGG’s Geosoftware offerings.
• Develop and implement strategic account plans, which include customer’s senior management, to increase and expand GeoSoftware business opportunities and market share
• Manage sales process from opportunity identification, through contract and price negotiation to product delivery and revenue collection.
• Effectively utilize company strategic sales methodology to accomplish sales goals
• Develop and expand the area account base to facilitate continued annual revenue growth with an emphasis on software license sales and continuation of maintenance and support (M&S) services.

Client Management

• Meet with clients across the region regularly to qualify accounts, understand needs, propose solutions, develop leads, progress opprtunities and close sales.
• Ensure client satisfaction in all business activities.
• Build relationships within the organisation to enable access to information and grow understanding of possible opportunities.
• Control the sales cycle and manage client expectations to ensure training, support and other GeoSoftware products and services meet and exceed customer expectations
• Identify training needs within the client base and develop plans to satisfy these opportunities.

Operational

• Ensure that agreements for software, M&S, confidentiality, non-disclosure etc. are duly signed and appropriately filed; regularly review and amend the content of these documents as required.
• Initiate timely invoicing by Region Accountant and punctual payment by clients.
• Accurately communicate progress on sales cycle and manage internal expectations to facilitate forecasting and planning at the business line level.
• Participate as a full and equal member of the GS team in the MENA region.
• Represent the company at industry events such as trade shows.
• Collaborate with the Regional Marketing Specialist, Global Sales Manager and others to deliver effective campaigns and sales tools for lead generation, revenue growth and business closure.
• Maintain accurate account, contact and opportunity data in the company CRM system

Required Skills

• Strong English language communication skills (written and oral; one-to-one and group)
• Ability to communicate with ease at different levels in the organization and to stakeholders with different backgrounds and objectives
• Ability to identify roadblocks and determine ways to overcome them
• Flexibility in working within different constraints and frameworks
• Strong negotiating skills
• Attention to process and procedure
• Ability and willingness to travel frequently

Required Education & Experience:

• Bachelor’s Degree in technical discipline
• 10+ years sales experience
• Track record of meeting and exceeding quotas in sales
• Experience in one or more sales methodologies such as Miller Heiman, Sandler etc..
• Experience selling into enterprise accounts

Desired Experience: 

• Experience in Geological and/or Geophysical software sales within the E&P industry
• Experience selling in the Middle East and North Africa O&G market
• Experience working and living in Arabic language environment

Key Competencies

• Building trust
• Influencing
• Alignment with company interest
• Customer focus
• Results focus
• HSE
• Technical Expertise (Sales & Geoscience)