Sales Engineer

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.

General Job Function:

The Sales Engineer position is responsible for leading the overall capture strategy, offer development, and contract negotiation process associated with opportunities under $5M (includes formal offers and budgetary estimates), So called BO/ Base orders.  The individual reports to the Sales Director OPS Eastern & Central Europe + MEA.

Duties and Responsibilities:

• This individual has accountability for meeting assigned sales targets by growing a sales pipeline committed to meeting company objectives within their area of responsibility, by collaborating with Global Markets and Resident Site Managers in the field.
• Meet financial objectives established for the Business Segment product portfolio including but not limited to Margin As-Sold, Order Entry, and opportunity pipeline growth.
• Develop / maintain technical and sales related knowledge to support responsible product portfolio needs within assigned business segment.
• Lead the interface with the assigned Customer Solution Manager from the Segment.
• Support the opportunity development sales funnel process from identification through offer development and contract closure.
• Update D365 on a minimum weekly basis to manage the Orders Entered pipeline from the bid no bid gate review to the contract award and associated actions to achieve target objectives.
• Develop and 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.
• Maintain comprehensive knowledge of Westinghouse products/services.
• Lead sales strategies for the assigned Offer.
• Lead development of offers, lead identification of commercial risk and risk mitigation measures with the support functions legal, tax, finance, support management of RFPs
• Lead risk reviews and development of pricing strategies.
• Responsible for negotiations with the client until final contract signature, ensuring proper teamwork and alignment with all relevant WEC teammates including Global Markets, Product Management, Legal, Finance, and supporting organizations.

Offer Management base offers <5M$:

• Lead the offer development process for designated opportunities
• Lead the offer team, including the Segment Customer Solution Manager (CSM), Global Markets,  legal, tax, finance and other stakeholders as required
• Drive Capture Strategy, when required, with Segment CSM and Global Markets for each opportunity to develop the bid or no bid decision, develop the capture plan and formulate the specific offer strategy and log in D365.
• Lead the offer kickoff meeting, where applicable
• Process bid and proposal (B&P) requests for funding offer development
• Publish the offer development schedule, including due dates and responsible parties
• Organize capture team strategy meetings as necessary with all stake holders CSM, GM
• Manage the interface with the CSM to get the optimized technical proposal as per the guidance of the capture team on time
• Prepare LOA document and lead meeting as required per BMS LGL 14, and collect required approvals
• Prepare offer, incorporating stakeholder inputs, offer strategy and terms and conditions, including export control compliance restrictions, etc. to meet customer RFQ requirements
• Archive submitted offer and LOA where applicable in PRIME
• Actively participate in monthly PAL meetings as required
• Update D365 on a minimum weekly basis to ensure a high reliability of the reporting toward the Segments and BU management
• Follow up with the customer and respond to any questions or clarifications in a timely manner.

Order Management:

• Distribute customer purchase orders to the offer team and perform a detailed review to verify that the order is consistent with the offer, then acknowledge to customer as required
• Negotiate the terms and conditions and book the orders per LOA policy.
• Coordinate SOX compliance approval, as required
• Create new and change orders through D365 to SAP
• Coordinate with GSS team to build the SAP sales order
• Disposition D365 opportunities for offers that are won or lost, including reason for win or loss

Education and Qualifications / Skills and Competencies:

• 5 years of engineering or field experience.  Prior field service, outage and/or on-site utility experience.  Significant customer facing experience at the plant and corporate level.
• Bachelors Degree in Engineering or other technical discipline, or equivalent work experience