Commercial I&C Manager
About The Position
As a Commercial (Sales) Manager on our Instrumentation and Controls team, you will be accountable for driving the sales process to identify customer needs and challenges with the assistance of the Account Team in the I&C area. You will be responsible for a variety of products and services including Safety and Non-Safety I&C Systems for each Nuclear operating plant they are responsible. A sample list of safety I&C systems includes reactor protection, diesel load sequencer, post-accident monitoring, nuclear instrumentation, and auxiliary feedwater. A sample list for non-safety I&C systems include turbine control and protection, feedwater heater level controls, rod control, rod position indication, annunciator, and plant computer among many others. You will be responsible for these systems regardless of plant design type (e.g., CE-PWR, WEC-PWR, BWR, etc.). Leading the capture team, you will work closely with your operational team counterparts 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 finalization of contracts. In addition, you will work closely with the Account Teams, Customer Solution Managers, and Product Management to proactively promote new solutions to support customers and the effective and efficient operations of their plants. Critical to this role is attention to detail and strong and effective communications. This role will ensure the Customer Relationship Management Tool (D365) is properly maintained for your scope of activities: products/customers/opportunities. You will report to the Commercial Director, Americas I&C. This is a remote role that can be performed from anywhere in the United States.
Requirements
- B.S. degree in technical or business discipline. Equivalent combination of experience and education will be considered
- 10+ years of experience in engineering, business or operations with increasing progression of complexity and levels
- Prior experience in the commercial nuclear marketplace is preferred
- Experience with Nuclear I&C Systems preferred
- Knowledge of one or more Westinghouse I&C Platforms preferred (e.g., Ovation, Common Q, ALS, etc.)
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.
- 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 for supporting technical questions multiple layers deep while able to easily facilitate and guide interactions between the business segments and the customers during the sales process.
- Lead 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 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.
- 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.
Benefits
- Comprehensive Medical benefits which could include medical, dental, vision, prescription coverage and Health Savings Account (HSA) with employer contributions options
- Wellness Programs designed to support employees in maintaining their health and well-being including Employee Assistance Program providing support for our employees and their household members
- 401(k) with Company Match Contributions to support employees' retirement
- Paid Vacations and Company Holidays
- Opportunities for Flexible Work Arrangements to promote work-life balance
- Educational Reimbursement and Comprehensive Career Programs to help employees grow in their careers
- Global Recognition and Service Programs to celebrate employee accomplishments and service
- Employee Referral Program
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
Associate degree
