The Inside Sales / Proposals Specialist (Commercial) will:
Lead the commercial aspects of the bid process including close collaboration with Operations and Subject Matter Experts (SMEs) such as legal, tax, finance, compliance, commercial and risk.
Implement commercial strategies aligned with the business objectives and pursuit requirements
Data management on CRM system (Salesforce)
Develop commercial principles and pricing models for pursuits and/or joint venture relationships
Undertake due diligence for commercial, legal and financial risks
Prepare commercial submission documents in line with client requirements
Ensure compliance with internal policies and requirements throughout the bid process
Develop required approval paperwork and seek commercial approvals for bids in line with corporate requirements
Actively work with sales and operations to develop and implement upfront positioning action plans, including developing win plans, competitor analyses and strategy reviews
Daily engagement with Sales Manager/ Director to ensure accuracy of commercial submissions and meeting of deadlines
Update and maintain accuracy of data in the regional Client Relationship Management System for allocated pursuits
Collaborate with sales team to recognise efficiency via the share of materials, information, knowledge and best practices
Ensure that prices and cost are benchmarked and represent value for money within competition and selection process
Support sales leads with external meetings, presentations and negotiations as required
Manage the commercial and contractual elements of the Sales Handover Process
Support the regional operation to meet business objectives.
QUALIFICATIONS - SKILLS REQUIREMENTS – EXPERIENCE LEVEL (ADDITIONAL NOTES):
Skills will have been typically acquired through completion of an undergraduate degree in engineering, science, procurement/subcontracts or similar discipline and 5 or more years of combined experience (risk management, contract administration, commercial management, business development, proposals management, project controls, estimating and/or project engineering/management) in a similar industry. Good understanding of sales / proposal principles would be advantageous.
Key Competencies:
Leadership and management - Performs assignments with light supervision and manages others in a matrix environment (including more senior individuals)
Organisation - high degree of planning and organising skills
Proactive and decisive – a dynamic individual that makes things happen
Writing skills – must be able to write commercial proposal text with persuasive and compelling arguments / justification
Creativity – demonstrates creativity and foresight to develop innovative solutions / commercial offerings to differentiate KBR from our competitors
Interpersonal skills – role requires frequent interchange of information and interaction with others. The individual must be an excellent communicator (including presenting to business leadership) and team player.
Deadlines – works well under pressure of tight deadlines
Flexibility –some evening or weekend work will be required on tight bid deadlines. Overseas business trips may also be required.
Commercial focus with comprehensive analytical skills and strong eye for detail and proficient in excel analytics
Multi-tasking – will be working on multiple activities/pursuits at any time and across our global organisation.
Software : MS Office suite (Excel and word proficiency), Experience with Salesforce, Power BI would be an added advantage.
Will be required to work on Infrastructure and Oil and Gas proposals.
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