Sales Manager Energy

John Cockerill, enablers of opportunity

Driven since 1817 by the entrepreneurial spirit and thirst for innovation of its founder, the John Cockerill Group develops large-scale technological solutions to meet the needs of its time: facilitating access to fossil free energies, enabling sustainable industrial production, preserving natural resources, contributing to greener mobility, enhancing security and installing essential infrastructures.

Its offer to businesses, governments and communities consists of services and associated equipment for the sectors of energy, defence, industry, the environment, transports, and infrastructures. With over 6,500 employees, John Cockerill achieved a turnover of € 1,046 billion in 2022 in 24 countries, on 5 continents.

www.johncockerill.com

Key Objectives and Responsibilities:

• Learn and follow all ISO processes and procedures

• Implement training and ensure compliance with all ISO processes and procedures

• Under the leadership of the CEO and Vice President of Sales, identify sales leads, develop proposals, lead negotiations with customers to identify and agree on technical/commercial requirements and close on contracts for HRSG projects.

• Meet Sales targets while complying with corporate guidelines for price/margin, schedule and design accuracy

• Develop sales opportunities and key accounts prior to proposal through presentations, qualification documents, pre-bid meetings and conferences with potential customers

• Develop a personal network of contact with key accounts

• Assist in preparing and updating of business plan, sales strategy, forecasts and defining market share information

• Identify customer/market needs and suggest product improvement initiatives through direct communication with customers and field sales representatives

• Coordinate and manage, with the assistance of the Proposal Engineer, all bid preparation and bid strategy activities including interaction with other departments to satisfy technical optimization, estimating, scheduling and risk management requirements

• Manage all communication with customers to prepare proposals and close contracts

• Direct the Proposal Engineer to effectively and efficiently complete his/her responsibilities

• Supervise award acceptance, preparation of "as sold" contract documents and contract turnover activities to assure timely, complete and accurate transition of new orders to project team

• General assistance for development and maintenance of processes and standards and procedures that will assure consistent proposal execution

• Establish and manage internal resource needs, meet proposal schedules and work-flow in a cost efficient and effective manner

• Maintain good working relationships with other departments

• Set Initial details and manage proposal details in SharePoint

• Review commercial contract terms and conditions and coordinate response with the Contracts Manager

• Identify and coordinate all proposal options with proposal engineers and estimators

• Provide the Sourcing Strategy for all proposals

• Identify and provide sub-supplier lists to be included in proposals

• Lead and coordinate the Risk Review process

• Develop and manage the As Sold cash flow

• Will be required to perform other duties as requested, directed or assigned

Key Differentiators:

• Knowledge of US utility power, oil & gas industry

• Knowledge of Market Price in specific segments

• Strong knowledge of contracts and negotiating tactics

• Detail oriented with excellent organizational and time management skills

• Strategic planning with business sense, understanding of customer market

• Ability to work independently and oversee the work of others

• Strong Sales and negotiating skills

• Excellent communication skills

Key Qualifications:

• 5 + years of sales, proposal and negotiating experience required

• Bachelor's degree in engineering or equivalent

• Proficiency with Microsoft Office Suite including Word, Outlook, Access & Excel (Spreadsheets, Charts/Graphs, Macros (not required but a plus))

• Must have excellent organizational skills

• Light physical effort required

• Regularly required to sit or stand, reach, bend, and move about the facility

• 50% Travel required both domestically and internationally and on short notice

John Cockerill offers you career and development opportunities within its various sectors in a friendly working environment.

Do you want to work for an innovative company that will allow you to take up technical challenges on a daily basis?

We look forward to receiving your application and to meeting you!

Discover our job opportunities in details on www.johncockerill.com