Operating Plant Service (OPS) BU I1C Sales Manager

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 are general trends to extending the operating life of the existing nuclear fleet and to optimize outages and maintenance windows as electricity prices are favorable. Westinghouse has a large and deep portfolio of solutions to meet our customers challenges.

The Sales Manager is accountable for driving the sales process to identify customer needs and challenges with the assistance of the Account Team. Leading the capture team, 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, you will participate in creating winning proposals that you will manage through active participation in negotiations with the closing team ultimately ensuring the finalized of contracts.

In addition, you will work closely with the product line managers (I&C Segment)  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.

You will operate your job in the following provisional countries:

Eastern Europe / Central Europe and MEA

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 opportunity development sales funnel process from identification through offer development and contract closure. Lead business development.

Develop / maintain technical and sales related knowledge to support responsible product portfolio needs within assigned business segment and product portfolios.  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.

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.

Responsible for 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 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.

Lead 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.

Build with Global accounts sales plans per customer / per product line.

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.

Requirements:

Academic background: Bachelors of Science.

>7 years of experience working at or with Nuclear Utilities.  Strong experience in Safety/ non safety/ Operational I&C

Experience in LTOs modifications, and/or with on-site nuclear plant experience in a utility position or customer facing role as a vendor or within operations / projects.

 

 

Skills:

Dynamic self-starter with business development acumen Customer interfacing experience, preferably having held a commercial role Good communicator Well organized Close deals orientated Knowledge of customer operations or General knowledge of related Nuclear Plant Operations Knowledge of Nuclear Utility buying processes Knowledge of nuclear products and process is a strong plus

Fluent English (Spanish is a plus)