Accountability Objective: In the discovery phase, assists CAM's and sales force in making sales calls and presentations of the TWM applications. Ensure compliance with the qualification process and focus on relevant opportunities. Support Sales in the selling phase by working in project mode, acting as a gatekeeper between internal resources (MO, Engineering, ITC, CAM) and external resources (partners, engineering companies). Propose to SGS Director mechanisms (scope of work, working mode), and alliances (partnerships) to warrant competitiveness and expected profitability. In charge of pricing engineering together with the finance team to ensure acceptable profitability and return on investments.
Responsibilities: Manage contractual matters and customer satisfaction follow-up within existing TWM customers with the O&M team and Sales Force/KAM.Support the sales force and engineering in negotiating claims with vendors and customers.Drive strong business growth with a high closure ratio and profitability.Oversee the TWM selling process from conceptual note to contract finalization.Actively participate in the discovery phase by attending sales calls and raising TWM-specific Core Business questions to customers.Manage the opportunities qualification process and make recommendations: Go/No Go to the qualification committee.Provide support to CAMs and coordinate (Gate Keeper) Ecolab/Nalco team (Engineering, Sales, Marketing, Finance) in the selling phase.Prepare commercial proposals for review by the Project Team prior to sending to customers by Sales; responsible for pricing engineering.Ensure 100% compliance with processes in place and obtain approvals from finance and divisional leadership.Support Sales & MO team representatives in the follow-up of existing ongoing contracts from a commercial perspective, ensuring the implementation of commercial commitments (progress, cost reduction) and contract renegotiation.Manage the commercial and technical balance after the first year of contract operation to draw learning cases/lessons and set a benchmark reusable in future projects.Prepare and deliver internal and external presentations of TWM capabilities with the support of marketing, working with CAM & DM.Network with Engineering, Key Industry Marketers, and Research to leverage new technical developments through new products, applications, and systems.Maintain internal benchmark actions with peers, ensuring that any pertinent feedback (means, technology, costing) has been considered in the selling phase.Enhance TWM proposal competitiveness and relevance by challenging all stakeholders to optimize costs.Drive contractual agreements finalization with customers with the support of legal and CAM. Qualifications:
Requires at least a bachelor's degree in water processing, a strong sales-driven mindset, a good understanding of the sales process, and business experience on mid to large size projects.
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