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I&C Commercial Sales Engineer

Requisition Number:  27233
Company:  Westinghouse Electric Co
Location: 

Cranberry Township, US

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 Commercial 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.

 

Key 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

 

Qualifications:

  • 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

 

#LI-Remote

 

 

Why Westinghouse?

Westinghouse offers competitive benefits to all our employees around the globe to keep them healthy and enhance their well-being.  In the U.S. the following are representative of what we offer:

  • Competitive Salary
  • Comprehensive Health, Wellness and Income Protection Benefits
  • Employee Assistance Program: confidential counseling and resources for employees, eligible dependents, and household members
  • 401(k) Savings Plan with Company Match
  • Paid Vacations and Holidays
  • Opportunities for Flexible Work Arrangements
  • Educational Reimbursement Program
  • Employee Referral Program

Westinghouse Electric Company is the global nuclear energy industry’s first choice for safe, clean, and efficient energy solutions. We enable our delivery of this vision by living our value system:

  • Safety and Quality
  • Integrity and Trust
  • Customer Focus and Innovation
  • Speed and Passion to Win
  • Teamwork and Accountability

While our Global Headquarters are located in Cranberry Township, PA, we have over 11,000 employees working at locations in 19 different countries. You can learn more by visiting http://www.westinghousenuclear.com.

Westinghouse is an Equal Opportunity Employer including Veterans and Individuals with Disabilities

Get connected with Westinghouse on social media:
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Employment opportunities may require access to information which is subject to the export control regulations of the United States. Hiring decisions for such positions are required by law to be made in compliance with these regulations. Applicants for employment opportunities in other countries must be able to meet the comparable export control requirements of that country and of the United States.
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