Descrição da Vaga
Deliver order intake budget, volume and GM%, with risk mitigation in line with Business strategy, define the target price and work to meet award criteria.
Descrição das atividades:
Capture Team: Leads successfully the Capture Team; Identifies the recipe; Fine tune the target price, award criteria with full support Business development; Lead Bid / No Bid and insure all elements available for professional decision; Ensure that target price and award criteria are met; Ensure an acceptable project risk profile; Ensure right support for EPC solution is provided; Update of SFDC in final phases of the project; Develop credible value propositions.
Negotiation: Lead project negotiation with customer for closure; Close the DEALS.
Manage interface with BDM, customer project people and tendering Manager: Provide support, including key information.
Take ownership of the sales processes and tools: Ensure company sales tools are regularly updated and their usage maximized to support market visibility; Prepare sales plans using company tools including performing regular status reviews and proposes recovery plan in cases of potential order shortfalls; Implements and ensures compliance with global and local standards, rules, tools, policies and processes related to operations/project execution and shares functional best practices and lessons learned across the organization; Ensures the accuracy of the financial statement reported.
KPIs: Order entered in term of M$ and # of projects; Gross margin %; Hit rate; Target price accuracy.
Deliverables: Timely Salesforce update; Capture team set up and plans; Monthly sales report (Forecast, back up, key metrics etc).
Tools & Reports: - SFDC (t), capture team (t), visit reports (r), monthly pipeline (r), contracts (t), risk reviews (t).
Bachelor´s Degree Obtained.
Fluent in English.
Skills & experiences requested for the role:
EPC / project and Energy knowledge
Sales experience in technical environment
Customer relationship at management / Country level
Project tendering & procurement experience
Project pipeline negotiation & closure experience
Basic technical knowledge on application
Understanding of Contract Legal Terms and Conditions
Main challenges of the role: Lead successfully the capture team and develop credible value propositions.