Business Manager

About GeoSoftware

GeoSoftware is a global leader in Geoscience Software and provides a comprehensive range of software solutions that support our clients to achieve their goals. Our tools help our clients to develop a better understanding of the subsurface, manage exploration and development risks and quantify reserves more accurately with our advanced geoscience technology. 

Working at GeoSoftware is all about passion and sharing our ambition for ongoing technological innovation. We have more than 150 employees, spread over 18 different countries.  Our people are our most important asset and developing our talents is a priority. As part of GeoSoftware, you will work with international and diverse teams of experts in an environment of excellence which will enable you to create your own opportunities and realize your full potential.

Job Summary
We are looking for a driven Business Manager to join our Kuala Lumpur Team in Malaysia.
As a Business Manager within GeoSoftware you are responsible for customer development and sales closure throughout your assigned Territory. You will work with our technical and administrative members of the GeoSoftware Far East Team as well as global members of other teams, such as legal, licensing and finance to deliver products and services to the customers within the territory.

Duties and Responsibilities

1. Financial

• Develop and execute sales plans for the territory to meet assigned objectives and sales quota
• Increase revenue from the customers within the assigned territory 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

2. Sales & Marketing 

• Develop a Market Opportunity Assessment (MOA) for the assigned territory; report and recommend to management the strategies required to adapt to local market trends and conditions
• Work with GeoSoftware colleagues to develop/update an annual sales strategy, addressing local market and customer needs which can be met with 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 territory account base to facilitate continued annual revenue growth with an emphasis on software license sales and continuation of maintenance and support (M&S) services

3. Client Management

• Regularly meet with clients within the assigned territory to build relationships, qualify accounts, understand needs, propose solutions, develop leads, progress opportunities and close sales
• Ensure client satisfaction in all business activities, meet, and exceed customer expectations
• Identify training needs within the client base and develop plans to satisfy these opportunities

4. Operational

• Ensure that agreements for software, M&S, confidentiality, non-disclosure, etc. are duly signed and appropriately filed
• 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
• Represent the company at industry events such as tradeshows
• Collaborate with the Regional Marketing Specialist, and others to deliver effective campaigns for lead generation
• Maintain accurate account, contact and opportunity data in the company CRM system

Skills and Competencies

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 procedures

Competencies:

• Building trust
• Influencing
• Alignment with company interest
• Customer Focused
• Result-oriented
• Technical Expertise (Sales & Geoscience)

Qualifications & Requirements

Required:

• Malaysian citizen residing in Kuala Lumpur
• Bachelor’s degree in technical discipline
• 5+ years sales experience
• Track record of meeting and exceeding quotas in sales
• Experience in selling in the APAC oil & gas market
• Experience in selling into national oil companies and enterprise accounts
• Ability and willingness to travel frequently

Desired:

• Experience in selling G&G software and associated seismic reservoir characterization services within the E&P industry
• Experience in one or more sales methodologies such as Miller Heiman, Sandler, etc.

We value the unique ways in which we differ, and we are committed to equal employment opportunities for all professionals.