Lead I&C Sales Engineer, Engineering

Westinghouse Electric Company is focused on providing clean energy solutions and values its diverse workforce. The Lead I&C Sales Engineer will lead the sales process and customer negotiations for transactional proposals, ensuring competitive offers and maintaining customer relationships.

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

Requirements:

• 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