Valve Operations Manager - IKM Testing UK (Aberdeen)

Overall Purpose of the Job

To develop and grow the IKM Valves business. Responsible for all aspects of the IKM Valve Department including sales, IRM, operations and financial control. The successful candidate will be a results focused, business developer and consultative sales expert, with extensive hands-on experience and a proven ability to generate new revenue and skilfully manage key accounts, prospective clients and strategic partners. Provides mission-critical pre and post-sales support, working with internal and external teams to define requirements and develop products to meet client requirements.

Roles and Responsibilities

Business Development/Sales
• Manage and drive all business development, sales and marketing initiatives.
• Develop and implement business entry / sales strategy document, manage the strategy document as a
   ‘live’ process; make changes when required.
• Determine and manage short term / medium term / long term objectives.
• Analyse and evaluate market size (client requirements, competitor activity, etc.) allowing market value
   to be determined and trends followed.
• Identify competitive pricing for valve market sector.
• Identify strategic sales opportunities.• Sell to new and existing clients.
• Develop client relationships to secure Invitation to Tender (ITT’s) and ensure submissions are tailored
   to fully meet client needs.
• Look to improving proposals, and the development of new proposal material.
• Take ownership of proposals: assist with preparation of proposals; review proposals prior to submission;
   manage the follow up of outstanding proposals.
• Ensure Revenue Forecast Sheet (RFS) is up to date at all times.
• Manage direct sales reports and engage other sales personnel in selling valve department services.
• Work with IKM Training Department to engage operational personnel in effective selling of
   Valve Department products and services.
• Regularly update management on sales effectiveness.
• Identify marketing requirements and develop marketing budget.

• Determine requirements for valve inspection, maintenance, and repair workshop.
• Identify equipment required and prepare business cases to secure funding.
• Identify personnel resource level requirements and prepare business cases to justify hiring.
• Assist in sourcing equipment and personnel.
• Overall responsibility for all day to day workshop and site operations for the dept.
• Responsible for identifying and managing business critical and safety critical spares required.
• Provide technical support to the department.
• Ensure equipment and personnel resource planning sheets are up to date.
• Ensure equipment and personnel resources are available.
• Manage outsourced work.
• Assist in the development of software to effectively manage client inventory.
• Keep up to date on any new equipment developments.
• Manage project contracts and budgets.

Qualifications Required (Technical, Professional, Academic)

• HNC or higher in relevant discipline.
• BVAA Advanced Valve Training Certification or similar.

Experience Required

• Must have proven track record of sales in the Aberdeen and UK market segment, preferably in
   valve sales and/or selling valve maintenance and repair services.
• Have experience working on site as supervisor overseeing valve maintenance and repair works.
• Have supervised/managed valve inspection, maintenance and repair workshop.
• Be familiar with all works to be undertaken when completing valve inspection, refurbishment, and repair.
• Have thorough understanding of standards applicable when completing valve inspection,
   refurbishment, and repair (wellhead and process).
• Thorough knowledge of all TVM testing equipment: pumps, stingers, instrumentation etc.

• Have experience in reviewing well intervention and wellhead maintenance reports.
• Have experience in writing detailed testing/maintenance procedures in conjunction
   with API6A or other relevant standard
• Complete paperwork and write detailed reports for all work performed.
• Have prior knowledge of variety of Tree’s, wellheads and valves from across the industry,
   including but not limited to the following:
   o Testing of onshore and offshore wellheads and tree valves in situ on a live well.
   o Working with H2S producing wells.
   o Completing valve and actuator repairs
   o Annulus top up operations
   o Hanger void tests
   o DHSV Tests

Training Requirement

• Preferably have received OEM training in valve maintenance and repair.
• In house technical training on a variety of Industry Tree’s and wellheads.
• H2S Awareness.

Personal Skills

• Must have strong communication skills, with the ability to negotiate and influence others.
• Strong analytical skills.
• Enthusiasm and commitment.
• Ability to work on own initiative.
• Ability to build strong relationships across the business.
• Confident and articulate.
• Experience in leading and working effectively in teams.
• Proactive with a high attention to detail.
• Develop and maintain customer relationships.
• Must be sales focused and think outside the box with proven sales ability.
• Strong business acumen, experience in budget ownership, profit and loss, and financial reporting.
• Strong quality focus is a must and able to prioritize tasks with minimal supervision.
• Computer literacy - Competent in the use of Microsoft Office applications.
• Reliable, driven and flexible.

Suitable and interested candidates should email a copy of their CV to to apply for this position, quoting the full job title in the subject heading.

IKM Testing UK

The IKM Group, Norway|Telephone: +47 51 64 90 00|
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