Accountability Objective:
In discovery phase assists CAM's and sales force in making sales calls and presentations of the TWM applications.
Ensure compliance to qualification process and focus on relevant opportunities.
Support Sales in selling phase by working in project mode being gatekeeper between internal Company's resources (MO, Engineering, ITC, CAM) and external resources (partners, engineering Companies).
Propose to SGS Director mechanisms (scope of work, working mode), alliance (partnership) to warrant competitiveness/expected profitability.
In charge of pricing engineering together with finance team to ensure acceptable profitability and return upon investments.
Manage with O&M team and Sales Force/KAM contractual matters and customer's satisfaction follow-up within existing TWM customers.
Support sales force and engineering in negotiating claim with vendors and customers.
Driving strong business growth with high closure ratio & profitability.
Driving TWM selling process from conceptual note to contract's finalization.
What you will do:
Active role in discovery phase by attending sales call and raising TWM specific Core Business questions to customer.
Manage opportunities qualification process and make recommendation: Go/No Go to qualification committee.
Provide support to CAMs and coordinate (Gate Keeper) Ecolab/Nalco team (Engineering, Sales, marketing, finance) in selling phase.
Prepare commercial proposal for review by Project Team prior to sending to customer by Sales; in charge of pricing engineering.
100% compliance to processes in place and approval obtaining by finance and divisional leadership.
Support to Sales & MO team representatives in the follow up of existing ongoing contract on a commercial point of view: make sure commercial commitments (progress, costs reduction) are being implemented, contract renegotiation.
Manage commercial & technical balance after first year of Contract's operation to draw learning case/lesson and set a benchmark reusable in future projects.
Prepare and deliver internal and external presentations of TWM capabilities with support of marketing, working with CAM & DM.
Networking with Engineering, Key Industry Marketers and Research to take advantage of new technical developments through new products/ applications/ systems.
Maintain internal benchmark action with his pairs making sure in the selling phase any pertinent feedback (means, technology, costing…) have been considered.
Ensuring/enhancing TWM proposal competitiveness and pertinence by challenging all stakeholders to optimize costs.
Drive contractual agreements finalization with customers with support of legal and CAM.
Qualifications:
Requires at least a bachelor's degree in water processing, and a very strong sales-driven mindset, good understanding of sales process and business experience on mid to big size projects.
Knowledge on complex multi-discipline Solution selling, good market and vendor's (equipment, engineering) network, some experience in Project Management (execution phase), experience with outsourcing Project being a must.
10 years' experience is required in mid-size to big Companies.
Also requires considerable skills in managing across organization (transversal) workgroup (being able to manage different individuals without having hierarchic link on them), leadership ability, deep sense of the details and excellent verbal and written communication skills.
Multi-tasking, strong organizational skills, resilience.
Our Commitment to Diversity and Inclusion: Ecolab is committed to fair and equal treatment of associates and applicants and furthering the principles of Equal Opportunity to Employment. Our goal is to fully utilize minority, female, and disabled individuals at all levels of the workforce. We will recruit, hire, promote, transfer and provide opportunities for advancement based on individual qualifications and job performance. In all matters affecting employment, compensation, benefits, working conditions, and opportunities for advancement, Ecolab will not discriminate against any associate or applicant for employment because of race, religion, color, creed, national origin, citizenship status, sex, sexual orientation, gender identity and expressions, genetic information, marital status, age, or disability.
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