Purpose of Role
The purpose of this role is to drive commercial growth for the Subsea Mechanical Solutions division across the UK & Europe by identifying new business opportunities, strengthening client relationships, and promoting the full range of Subsea Mechanical Solutions solutions – including buoyancy systems, Water Weights®, lift bags, back‑deck equipment, mooring packages, and engineered lifting solutions.
The Field Sales Representative acts as a key customer‑facing ambassador for the division, ensuring that clients receive technically aligned, compliant, and commercially competitive proposals that support safe lifting and marine operations. This role contributes directly to annual revenue targets, market expansion, and the long‑term commercial positioning of Subsea Mechanical Solutions in the UK and European market.
Reports to: Group Commercial Director / UK Commercial Lead
Matrix Report to: As required within the Subsea Mechanical Solutions organization chart
Location: Darlington, United Kingdom (National role, with occasional international travel)
Bonus Level: TBC
Paterson Grade: TBD
Category: Group: Support/ Fulfilment/Creation
Subordinates: None
Division: Subsea Mechanical Solutions Department: Subsea Mechanical Solutions – Buoyancy, Water Weights, Load Testing, Lifting & Mooring Solutions
Degree of Discretion/Scope of Responsibility
The role operates with a moderate level of autonomy, responsible for planning and executing sales activities, managing client interactions, and prioritizing opportunities within an allocated geographic and sector-based portfolio.
The jobholder is expected to interpret customer requirements, make informed recommendations, prepare commercial proposals, and negotiate within predefined parameters.
While strategic decisions, pricing frameworks, and technical approvals are governed by senior leadership and engineering teams, the Field Sales Representative exercises discretion in:
- Managing their sales pipeline and daily activities
- Identifying viable opportunities and progressing leads
- Selecting the appropriate Subsea Mechanical Solutions to present to clients
- Providing preliminary commercial input into bids and proposals
The decisions made in this role directly influence revenue growth, customer satisfaction, and Subsea Mechanical Solutions market visibility.
Occupational Level: This role is classified as Skilled / Professional Operational Sales, requiring applied product knowledge, technical understanding of lifting and marine services, and the ability to evaluate customer needs and propose appropriate solutions.
The role demands a combination of field‑based autonomy, technical competence, and commercial accountability.
Occupational Category: This position falls under the Technical Sales & Customer Service Occupation Category, encompassing roles that combine product-based expertise with client‑facing sales responsibilities.
The category includes occupations where the primary functions involve managing customer relationships, interpreting technical requirements, delivering solutions that meet industry standards, and ensuring high‑quality commercial service delivery.
Job Description
Business Development & Sales Growth
- Identify, pursue, and secure new business opportunities across offshore, marine, renewables, military, and construction sectors.
- Develop and execute strategic sales plans aligned with Subsea Mechanical Solutions growth targets.
- Promote Subsea Mechanical Solutions including buoyancy & Water Weights®, lift bags, bespoke engineering, back‑deck equipment (winches, spoolers, HPUs), and lifting/mooring packages.
- Generate leads, manage pipelines, and convert opportunities into successful contracts.
- Maintain active contact with key accounts to ensure long‑term client satisfaction and repeat business.
Client Relationship Management
- Build strong relationships with contractors, engineering houses, operators, and procurement teams.
- Conduct customer visits, assess client needs, and provide tailored Subsea Mechanical Solutions.
- Prepare and deliver professional presentations, proposals, bids, and demonstrations.
- Provide post sale support, ensuring smooth communication with operations and technical teams.
Market Intelligence & Commercial Support
- Monitor competitors, pricing trends, market shifts, and regulatory developments affecting lifting and mooring services.
- Collaborate with engineering and technical teams to ensure solutions meet industry standards (LOLER, LEEA guidance, IMCA, DNV, ISO).
- Support tender responses with commercial intelligence and solution specific insights.
Financial & Performance Targets
- Achieve annual sales revenue targets (indicative benchmark: ~£2–3 million depending on territorial strategy).
- Secure a defined number of new client contracts annually (indicative benchmark: 8–12 new accounts).
- Maintain agreed gross margin levels on all sales and rentals.
Administration & Reporting
- Maintain accurate records of leads, quotes, sales activities, and client interactions.
- Produce weekly/monthly sales reports and forecasts for the UK commercial team.
- Ensure CRM (Dynamics 365 or equivalent) is kept up to date.
QHSE Alignment
- Promote and uphold QHSE commitments at all times, including compliance with IMS processes, risk reporting, and safe work practices.
Knowledge, Skill and Experience
Qualifications (UK-specific)
- Minimum: Level 3 qualification or above (e.g., BTEC, HNC, NVQ) in Engineering, Mechanical, Marine, or related technical discipline.
- Desirable:
- Bachelor’s degree in Engineering, Marine, Mechanical or related fields.
- LEEA training/certification (or willingness to obtain).
- Offshore survival, GWO, or site‑access certifications (advantageous depending on client environment).
- Full UK driving licence (essential).
Essential Experience
- 3–5 years’ experience in technical field sales, business development, or account management.
- Exposure to offshore, subsea, renewables, lifting, marine, construction, engineering, or equipment‑hire sectors.
- Strong understanding of lifting operations, back‑deck equipment, mooring solutions, or engineered equipment hire/sales.
- Proven track record of achieving sales targets in the UK market.
Technical & Professional Skills
- Solid understanding of technical products, ideally with marine or lifting equipment exposure.
- Ability to explain technical concepts clearly to both specialist and non‑technical audiences.
- Strong negotiation, presentation, and communication skills.
- Advanced MS Office skills; familiarity with CRM systems (Dynamics 365 preferred).
Behaviors
Customer Focus: Builds strong client relationships and seeks to understand their challenges deeply.
Effective Communication: Clear, persuasive, confident verbal and written communication.
Resilience & Persistence: Comfortable with rejection, maintains momentum, follows up consistently.
Time Management: Prioritises effectively, manages a national territory, and meets deadlines.
Adaptability: Responds positively to changing requirements and market conditions.
Problem Solving: Able to interrogate client needs and propose suitable solutions quickly.
Collaboration: Works well with engineering, operations, QHSE, and commercial teams.
Integrity: Acts with professionalism, honesty, and commitment to safe operations.
