Accountability Objective: In the discovery phase, assist CAMs 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 the selling phase by working in project mode, being the gatekeeper between internal Company 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 and expected profitability.
In charge of pricing engineering together with the 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 claims with vendors and customers.
Drive strong business growth with high closure ratio & profitability.
Drive TWM selling process from conceptual note to contract's finalization.
What you will do: Active role in discovery phase by attending sales calls and raising TWM specific Core Business questions to customers.
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 the 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 obtaining approvals by finance and divisional leadership.
Support Sales & MO team representatives in the follow-up of existing ongoing contracts from a commercial point of view; ensure commercial commitments (progress, costs reduction) are being implemented, including contract renegotiation.
Manage commercial & technical balance after the first year of Contract's 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 support from marketing, working with CAM & DM.
Network with Engineering, Key Industry Marketers and Research to take advantage of new technical developments through new products/applications/systems.
Maintain internal benchmark action with peers, ensuring that any pertinent feedback (means, technology, costing...) has been considered in the selling phase.
Ensure/enhance TWM proposal competitiveness and pertinence by challenging all stakeholders to optimize costs.
Drive contractual agreements finalization with customers with support from 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.
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