Principle Representative, Sales

KBR•Houston, TX

1d•Hybrid

About The Position

KBR Technical Services, Inc. is seeking a Principle Representative, Sales in Houston, TX to prepare and execute sales of KBR integrated technology and security solutions to major National and International Oil Companies. This role involves leveraging Customer Relationship Management (CRM) insights for client engagement and opportunity tracking, while maintaining CRM data accuracy. The position leads the sales lifecycle, including bid/no-bid decisions, win strategies, and proposal development, ensuring pricing strategies reflect competitive market positioning and value. Collaboration with estimating and finance teams for cost model validation, and production/analysis of sales reports for regional leadership are key. The role also involves benchmarking performance metrics, identifying trends, developing commercial frameworks for pursuits, joint ventures, and strategic partnerships, and defining remuneration models and contractual structures. Conducting commercial, legal, and financial risk assessments, and coordinating with various Subject Matter Experts to ensure contract integrity are also responsibilities. The role leads pricing reviews and approvals, aligning pricing with client expectations, market conditions, and internal margin targets. Additionally, it fosters a high-performing Inside Sales team, supervising team performance and development aligned with business goals.

Requirements

Bachelor’s degree in any Engineering or Business field.
7 years of progressive, post-baccalaureate work experience related to the Oil & Gas industry.
5 years of experience in Multinational Requests for Proposal (RFPs) or Invitations to Tender in any combination of the US or Middle East Oil & Gas markets.
5 years of experience in preparing sales pipeline and forecasts, including the analytics and trending forecast performance based on known metrics within business lines.
5 years of experience in reviewing Oil & Gas contract Terms and Conditions, identifying risks, and summarizing obligations and liabilities for executive approval.
5 years of experience in technical, persuasive writing for commercial documents such as responses to RFIs, RFPs, EOIs, and Solicitations of Interest.
2 years of experience in Advanced Excel skills including: Complex formulas and nested functions, Power Query and Power Pivot, Advanced charting and dashboard creation, and Scenario analysis and forecasting.
2 years of experience in Advanced Microsoft Office skills including: templating, mail merging, calendar management, access controls and user management, and PowerBI.
2 years of experience working across management levels and functions to secure sales contract approvals for bids exceeding $200 million USD.
2 years of experience conducting contract negotiations with major National or International Oil Company.

Nice To Haves

Domestic and International travel required up to 15%.

Responsibilities

Prepare and execute sales of KBR integrated technology and security solutions to major National and International Oil Companies.
Leverage Customer Relationship Management (CRM) insights to support client engagement and opportunity tracking.
Maintain and enhance CRM data accuracy and usage.
Lead the structured application of the sales lifecycle, including bid/no-bid decisions, win strategies, and proposal development.
Ensure pricing strategies reflect competitive market positioning and value for money.
Collaborate with estimating and finance teams to validate cost models.
Produce and analyze sales reports for regional leadership.
Benchmark performance metrics and identify trends to inform strategic decisions.
Develop commercial frameworks for pursuits, joint ventures, and strategic partnerships.
Define remuneration models and contractual structures (e.g., lump sum, reimbursable).
Conduct commercial, legal, and financial risk assessments.
Coordinate with Legal, Tax, Treasury, Trade-Compliance, and other Subject Matter Experts to ensure contract integrity.
Lead pricing reviews and approvals, including contractual qualifications and exceptions.
Align pricing with client expectations, market conditions, and internal margin targets.
Foster a high-performing Inside Sales team in a dynamic environment.
Supervise team performance, and development aligned with business goals.