Sales Engineer
The Sales Engineer position is responsible for leading the overall capture strategy, offer development, and contract negotiation process associated with opportunities under $5M (includes formal offers and budgetary estimates), so-called BO/Base orders.
The individual reports to the Sales Director LTO EMEA&LAM.
Key Responsibilities:
1. This individual has accountability for meeting assigned sales targets by growing a sales pipeline committed to meeting company objectives within their area of responsibility, by collaborating with Global Markets and Resident Site Managers in the field.
2. Meet financial objectives established for the Business Segment product portfolio including but not limited to Margin As-Sold, Order Entry, and opportunity pipeline growth.
3. Develop/maintain technical and sales-related knowledge to support responsible product portfolio needs within assigned business segment.
4. Lead the interface with the assigned Customer Solution Manager from the Segment.
5. Support the opportunity development sales funnel process from identification through offer development and contract closure.
6. Update D365 on a minimum weekly basis to manage the Orders Entered pipeline from the bid no-bid gate review to the contract award and associated actions to achieve target objectives.
7. Maintain comprehensive knowledge of Westinghouse products/services.
8. Lead sales strategies for the assigned Offer.
9. Lead development of offers, lead identification of commercial risk and risk mitigation measures with the support functions legal, tax, finance, supporting management of RFPs.
10. Lead risk reviews and development of pricing strategies.
11. Responsible for negotiations with the client until final contract signature, ensuring proper teamwork and alignment with all relevant WEC teammates including Global Markets, Product Management, Legal, Finance, and supporting organizations.
12. Assure the quality of the commercial process within the Sales Engineers team.
13. Lead the offer development process for designated opportunities.
14. Lead the offer team, including the Segment Customer Solution Manager (CSM), Global Markets, legal, tax, finance, and other stakeholders as required.
15. Drive Capture Strategy, when required, with Segment CSM and Global Markets for each opportunity to develop the bid or no-bid decision, develop the capture plan, and formulate the specific offer strategy and log in D365.
16. Lead the offer kickoff meeting, where applicable.
17. Process bid and proposal (B&P;) requests for funding offer development.
18. Publish the offer development schedule, including due dates and responsible parties.
19. Organize capture team strategy meetings as necessary with all stakeholders CSM, GM.
20. Manage the interface with the CSM to get the optimized technical proposal as per the guidance of the capture team on time.
21. Prepare LOA document and lead meetings as required per BMS LGL 14, and collect required approvals.
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