Account Executive

Senior Manager Customer Accounts for United Arab Emirates

Are you a customer focused and solution-oriented person with a broad experience of the nuclear industry? Are you interested in working with advanced technologies and building partnership with the Middle East utilities? Do you also want to contribute to a better climate and a future filled with clean energy?

Welcome to Account Team for Europe, Middle East & Africa! In the role of Senior Manager Customer Accounts for United Arab Emirates (UAE), you will be an integral part of our nuclear business in the Middle East. We are looking forward to meeting you!
 

Your contribution for a carbon-free future

As the Senior Manager Customer Accounts you will develop, and lead relationship management, while supporting sales and business development activities with our UAE customers.  This role will serve as the ‘Voice of the Customer’ from contract cradle to grave.  Critical to the role is fostering key relationships with the utilities to help ensure Westinghouse provides differentiated support through deep utility understanding and engagement with Westinghouse products and services.

This role is accountable for driving the sales process to identify customer needs and challenges. Leading the capture team, you will work closely with our operational teams 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 finalized of contracts. In addition, you will work closely with the product line managers to proactively promote new solutions and to feed, with business intelligence, the innovation process tied to our growth initiatives.    

Your day-to-day responsibilities includes:

• Grow opportunity pipeline and ensure volume and quality of orders.
• Build relationships as a trusted business advisor with utility executives through relevant technical knowledge, enabling deep understanding of utility strategies and needs; use that insight to generate sales opportunities and facilitate revenue growth across Westinghouse’s product and service portfolios.
• Maintain awareness of execution of all projects to ensure safe, quality delivery and that contractual obligations are met.  Quickly escalate issues as needed.
• Identify sales opportunities through knowledge of Westinghouse products and services that meet current and future customer needs (development of key proposals, assessing risks, etc.). 
• Apply knowledge of utility business strategies, competitor intelligence and market trends to inform and influence the following: marketing; strategic planning; and product/service/technology development.
• Provide executive oversight to ensure successful project delivery, leading to customer satisfaction, retention, and growth.
• Provide leadership and coaching to matrix and direct reports, including project teams and functional support groups in delivery of products and services.  Focus on execution of projects consistent with contractual commitments, cost targets and established schedules, with safety as a priority.  Oversight includes supporting responsive corrective action performance and lessons learned.
• Develop and maintain effective teaming relationships with internal Westinghouse stakeholders to collaborate effectively on sales and marketing opportunities. 
• Responsible for achievement of pipeline growth, orders entered, sales, direct gross margin, cash flow and customer satisfaction as measured by feedback mechanism.  Maintain thorough knowledge of utility long-term asset management plans, plant health committee issues, top ten equipment reliability issues, WANO ratings, etc.
• Lead/reinforce the use of the customer relations management tool to manage the orders entered pipeline and opportunities development and associated actions to achieve target objectives.  Ensure it is properly maintained for assigned scope of activities:  products/customers/opportunities
• 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. Lead business development
• Develop / maintain technical and sales related knowledge to support responsible product portfolio needs within assigned business segment and product portfolios.  Responsible to support technical questions multiple layers deep while able to easily facilitate and guide interactions between the business segments and the customers during the sales process.
• Oversite of 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 whenever relevant and alignment with all relevant WEC teammates
• 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.
• 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.

We are looking for you 
 

Our ideal candidate for this role, will be a technically skilled team player, as the work includes identifying customer needs to grow the order pipe and have extensive experience in developing sales strategy and contract negotiations. They will have extensive experience in nuclear plant engineering, project and resource management and are motivated by creating customer value. Previous leadership experience is strongly desired and field experience is highly valued.
 

Travel Requirements: 20-30% domestic and/or international travel.

If you thrive in a global environment and are curious to learn more about our products and services across all business areas, we would like to hear from you!

Qualifications 
 

Bachelor’s degree in engineering or technical discipline, 10+ years of experience in operation, sales, or business with increasingly progression and complexity and levels
 

Apply today! 

Submit your application including CV and cover letter. We interview candidates on a continuous basis, so please send in your application as soon as possible!

Security clearance is carried out as part of the recruitment process.

For more information about the role, please contact the hiring manager, Kenneth McCall, Regional Account Director for Europe, Middle East & Africa, mccallka@westinghouse.com +971 56 442 1258.