Job Description Summary
Customer facing staff responsible for growth and order intake fulfillment of our ACS services portfolio in the North America region.
In this role you are also responsible for education, transformation, and innovation of our current sales process and team to accelerate the sales of our ACS services portfolio.
Responsibility will cover go to market channel, growth projections, opportunities identification, Long Term Service Agreement development and tendering strategy and execution against that plan.
Job Description
Essential Responsibilities
- Develop business opportunities and conduct significant campaigns to win new business and generate revenues
- Negotiate and close very complex and high value deals in concert with direct sales staff
- Communicate, educate and enable the regional sales team on sales practices and process
- Support the GSI NAM ACS Services strategy in meeting segment orders operating plan, Sales, margin and hit rate
- Lead proposal team to develop innovative and creative solutions to benefit the business and the customers
- Develop customer centric solutions to resolve customer challenges and build long term mutually beneficial relationships
- Ensure the commercial and technical aspects of the proposal are complete and compliant with the Customer requirements, and present the most competitive solutions
- Define market price levels, evaluate opportunities' risk, manage timely delivery and accuracy of offers, follow-up on offers and help to negotiate contracts with customers
- Complete risk assessment, submission, deal clarification/negotiation & hand-over to the OTR phase- Be responsible for the execution of the Commercial Risk Review Process including deal reviews and approvals, in compliance with Grid Solutions Policy 5.0
- Work closely with Commercial Operations, Legal and Lead contract Terms & Conditions negotiations, - Ensure process adherence to all Government contracting requirements
- Support the proposal process improvement and proposal quality metrics
- Drive the OTR turnover process to ensure proper control of contract flow-down requirements
- +/-20% travel as needed to meet job requirements
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Qualifications/Requirements
• Bachelor's Degree or equivalent Industry Experience
• Proven experience in a senior services, sales and tendering roles with multi-million-dollar budgets
• At least 15 years' experience in the Grid 's industry related services, sales, application engineering and/or marketing
• Demonstrated success in negotiation, deal closure and contract development to achieve significant multi-product, multi-year contracts with customers
• Excellent communication and interpersonal skills, including the ability to build and maintain relationships with a range of internal and external stakeholders, gain acceptance and negotiate successful outcomes with customers
• Demonstrated ability to research and analyze data to develop bid strategies including potential partnerships.
• Accepting and adhering to high moral, ethical and personal values in decisions, actions and when dealing with others. Including ability to be transparent with management on issues that develop
• Ability to work flexibly at times when bids are in progress under significant time and commercial pressure, remaining focused with sustained leadership influence and able to respond creatively to rapidly changing competitive inputs, and influence senior internal stakeholders to adopt positions needed to be successful Desired Characteristics