Lead I&C Sales Engineer, Engineering

Westinghouse Electric Company, LLC • Cranberry Township, PA

5d • Remote

About The Position

Are you interested in being part of an innovative team that supports Westinghouse’s mission to provide clean energy solutions? At Westinghouse, we recognize that our employees are our most valuable asset and we seek to identify, attract and recruit the most qualified talent while recognizing and encouraging the value of diversity in the global workplace. As a Lead I&C Sales Engineer on the Americas Instrumentation and Controls team, you will lead the sales process and customer negotiations for transactional proposals under $5M, up to the point of contract signature—after which the project transitions to the execution team. These proposals exclude FOAK and FIAW initiatives, complex subcontracting or unfamiliar vendors, intricate terms and conditions, and situations involving new customers or competitors. For the opportunities under your responsibility, you will develop the offer strategy, define target price, set the final offer price, expedite booking of the order. Throughout the process, you will coordinate with capture team stakeholders—such as solutions engineers, supply chain, legal, and finance. You will be expected to build knowledge and direct working relationships with your customers. The ability for occasional travel to build trusting relationships face-to-face with customers is helpful to the role. For the opportunities under your responsibility, you will be responsible for forecasting orders and communicating those forecasts to their sales manager partner. You will report to the Director of Commercial Instrumentation and Controls. This is a remote opportunity that can be performed from anywhere within the United States.

Requirements

• Bachelors Degree in Engineering or other technical discipline, or equivalent work experience
• 5 years of technology driven projects or field experience. Prior energy field service, outage and/or on-site utility experience

Responsibilities

• Lead sales process/capture teams, and oversee offer development process, sourcing all commercial and technical components from respective internal teams
• Ensure approval and delivery of competitive offers
• Work with their sales manager partner to forecast expected offer submittal dates and eventual project award dates.
• Manage pricing strategy, set target price and offer price in full collaboration with their Capture team, leveraging the small deal pricing tools and deal desk.
• Grow the BO pipeline commits and back up
• Lead negotiations with customers, articulating value created through WEC services, and ensuring customer satisfaction and retention
• Lead review of customer contract against the WEC offer and communicate with customer to ensure it is acceptable
• Booking of an order upon receipt of PO
• Provide market intel to the I&C team and product management to inform long term product & market strategy
• Drive account strategy for overall customer needs (GM) with sales manager partner
• Provide feedback on marketing and sales collateral
• Work with solution engineers to prepare technical proposal, costing, and technical risk mitigation for customer offers
• Accountability for meeting assigned sales targets and growing the sales pipeline by collaborating with Customer Solutions team, Global Markets, and Resident Site Managers in the field
• Develop / maintain technical and sales related knowledge to support responsible product portfolio needs
• Support the opportunity development sales funnel process from identification through offer development and contract closure
• Update CRM tool to manage the Orders Entered pipeline to the offer submittal and contract award
• Maintain critical working relationships with internal and external customer personnel. Understand the customer's objectives, and expectations, including utility economics and utilize for offer development
• Lead order management activities including lead the review of purchase orders to booking of the order

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

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Number of Employees: 5,001-10,000 employees