I&C Commercial Sales Engineer

Westinghouse Electric Company • Cranberry Township, PA • 5h ago

Reference #: 27233 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: Twitter | Facebook | LinkedIn| YouTube

Westinghouse is an Equal Opportunity Employer -- Minority / Female / Disability / Vet

As an equal opportunity employer, Westinghouse Electric Company, LLC is committed to a diverse workforce. In order to ensure reasonable accommodation for individuals protected by Section 503 of the Rehabilitation Act of 1973, the Vietnams Veterans' Readjustment Act of 1974, and Title I of the Americans with Disabilities Act of 1990, applicants that require accommodation in the job application process may contact Westinghouse for assistance.

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