Product Sales Specialist

Job description

Job Description Summary

Customer facing staff responsible for winning business Jobs at this level operate with some autonomy but are covered by well-defined Commercial policies or review of end results. The job allows modification of procedures and practices covering work as long as the end results meet standards of acceptability (typically annual volume, margin and compliance requirements). Responsible for medium-sized sales territories.

Job Description

Roles and Responsibilities

·  Formulates and executes proposal strategy and sales agreements. Formulates deal structure, pricing, proposal development. Assists in customer negotiations. Identifies new opportunities with functional partners to develop new products and services for business growth. Utilizes Lean Six Sigma methodologies to improve proposal process. This is a hybrid role only to be used when both sales origination and commercial proposal activities are ongoing duties of roughly equal importance. If not, use another distinct area of work.
·  Utilizes in-depth knowledge of own and others sales territory, product lines, markets, sales processes or customer groups and uses analytical thinking and commercial experience to execute policy/strategy.
·  Has knowledge of best practices and how own area integrates with others; is aware of the competition and the factors that differentiate them in the market
·  Uses some judgment and has some ability to propose different solutions outside of set parameters to address more complicated, day-to-day problems with projects, product lines, markets, sales processes, or customers. Ability to prioritize information for decision making. Uses technical experience and analytical thinking. Uses multiple internal and limited external sources outside of own teams to arrive at decisions.
·  These sales jobs will mainly be individual contributors.
A job at this level requires strong interpersonal skills. Acts as a resource for colleagues with less experience. May lead small projects with low risks and resource requirements. Explains information; developing skills to bring team members to consensus around topics within field. Conveys performance expectations and may handle sensitive issues.

Main activities:

·  Drive commercial activity for GIS Product Line in LATAM region within Order Intake and Contract Contribution Margin (CCM) targets;
·  Conduct spec-in, products qualification
·  Drive bidding and tendering process for GIS factories: Switzerland, France, China and India
·  Deploy and adjust answer strategy taking in account the input from the Account Manager
·  Understand the RFQ / Customer's demand
·  Trigger tendering process (Go/No Go)
·  Set target price, with input from Account Manager and GIS Product Line
·  Validate Estimate Analysis Sheet and set the price, in liaison with the Account Manager and the Unit
·  Develop value proposition
·  Launch and follow Tender approval process (RAM / GRIPE)
·  Coordinate with PLs for costing, technical tendering, optimization of technical offers
·  Prepare offer and submit it through Account Manager
·  Negotiate contracts in coordination with the Account Manager
·  Lead bid clarification process, listen to & resolve open concerns
·  Participate to definition of Commercial Action Plan
·  Interface with PLs for load forecasting

Required Qualifications

·  This role requires advanced experience in the Sales & Sales and Proposal. Knowledge level is comparable to a Bachelor's degree from an accredited university ( preferable in Electrical Engineering).
·  Business acumen
·  Negotiation skills
·  Fluent in English and Spanish
·  Commercial Experience in energy sector
·  Leadership skills
·  Willing to work in a multicultural environment

Desired Characteristics

·  Strong oral and written communication skills. Demonstrated ability to analyze and resolve problems. Ability to document, plan, market, and execute programs. Established project management skills.

Additional Information

Relocation Assistance Provided: No