Operating Plant Services Sales Leader (Commercial & Technical) - #4439806

Westinghouse Electric Company

Fecha: 24/11/2022
Ciudad: Madrid, Madrid
Tipo de contrato: Tiempo completo
Westinghouse Electric Company
The nuclear market is experiencing strong growth driven by the transition to clean energy technologies, and by Governmental policy supporting energy certainty and independence. There is a general trend to extending the operating life of the existing nuclear fleet requiring safety margin justifications, safety and operational upgrades, obsolescence management, component inspection and or replacement and training opportunities amongst other activities. In addition, load following, power up-rates and energy storage requirements are resulting in up-swings in engineering demand. Furthermore, utilities are also targeting to optimize outages and maintenance windows as electricity prices are favorable. Experienced in developing and piloting sales plans, managing within a matrix organization, and interfacing with operational functions, the Sales Leader will develop and deploy, in coordination with the ELA VP of Sales, growth strategies with existing and new accounts in ELA
He/She will lead and manage a sales team of 13 people comprised of product specialists in Nuclear Engineering and Outage and Maintenance Services. He/She is accountable for managing and driving the sales process to identify customer needs and challenges with the assistance of the Account Team. Managing the opportunity pipeline and the capture teams, you will work closely with our operational teams to shape a winning technical solution, delivery model and value proposition, prior to the RFQ being released. Working with the bid preparation teams, your sales team will participate in creating winning proposals, actively lead negotiations with the closing team ultimately ensuring the finalized of contracts
In addition, you will work closely with the product line managers to proactively promote new solutions and to feed, with business intelligence, the Innovation process tied to our growth initiatives. This role will ensure the Customer Relationship Management Tool is properly maintained for his scope of activities: products/customers/opportunities
Duties and Responsibilities:
  • Responsible for meeting and exceeding product-based targets: OE, margin as sold, pipeline growth, win/loss ratio on pertinent scope of activities
  • Lead and manage a sales team of 13 people comprised of product specialists in Nuclear Engineering and Outage and Maintenance Services
  • Develop and deploy, in coordination with the ELA VP of Sales, growth strategies with existing and new accounts
  • Manage opportunity development sales funnel process from identification through offer development and contract closure
  • Oversite of Capture strategy for opportunities including but not limited to identifying bundling opportunities, cross coordination of products to present customer-oriented solutions, and working with Product Management and Account Management to define target price and target costs
  • Build with Global accounts sales plans per customer / per product line
  • Work collaboratively with Account Managers and Product Directors to generate leads, create capture strategies and develop offers catered to customer needs.
  • Oversee and participate when required in negotiations with the client until final contract signature, ensuring proper teamwork and alignment with all relevant WEC teammates including Account Managers, Product Management, Legal, finance, and supporting organizations.
  • Facilitate negotiations with Consortium partner whenever relevant and alignment with all relevant WEC teammates
  • Responsible for the management of opportunities and data within the customer relationship management tool for associated opportunities.
  • Ensure quality inputs on pricing strategy and commercial elements of the LOA and offer processes within Westinghouse including presentation and obtaining buy-in from WEC key stakeholders to ensure offering meets Westinghouse target objectives and Customer needs.
  • Develop / maintain technical and sales related knowledge to support responsible product portfolio needs within assigned business segment and product portfolios. Sales representative will be responsible to support technical questions multiple layers deep while able to easily facilitate and guide interactions between the business segments and the customers during the sales process.

Education and Qualifications / Skills and Competencies:
  • 12 years of experience working at or with Nuclear Utilities. Preferred experience in OMS Mechanical, Inspection or Welding activities and/or with on-site nuclear plant experience in a utility position or customer facing role as a vendor or within operations.
  • Knowledge of customer outage operations or General knowledge of related Nuclear Plant Operations
  • Knowledge of Nuclear Utility buying processes
  • Knowledge of nuclear products is a strong plus
  • Fluent English and knowledge of French (Spanish and/or German is a plus)

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