As a Regional Submarine Power Sales Manager, you are responsible for ensuring Sales of Cable Systems Projects in assigned area. You will need to manage strategic accounts, developing and opening new accounts, development of project sales concepts and implementation of sales strategy, presentation of solutions and value proposition, contract negotiation, subcontractor relationships. You will lead multi-disciplined teams throughout the tendering, negotiation and contract closing phases. Main responsibilities will be related to sales and business development activities and fully manage the direct sales process for the major tenders principally within the market. Projects typically will be of a turn-key nature at submarine cable high voltage level and supply-only at submarine cable medium voltage level.
Team Overview and Job responsibilities:
- Lead the tendering process, clearly communicating internally the strategy and keeping the tendering team focused on key objectives
- Lead Contract negotiations
- Tracking and management of offshore wind projects sales opportunity pipeline from the earliest stages of project development through to contract closure to deliver the annual Business Plan.
- Customer visits to understand their challenges and needs
- Delivery of an on target annual sales overhead budget.
- Works closely with customers to prioritize which opportunities present the best chance of conversion in order to support Business Unit Director in developing a deliverable forward strategy
- Inputs recommendations on commercial aspects to be applied to proposals to reflect the market conditions
- Facilitates effective client communication for the business
- Develop, establish and manage regular reports related to all relevant sales, market and competitor activity
- Continuously work to reinforce and protect the Prysmian Brand image
- Assist with the development of the long-term business strategy
- Achieving and exceeding sales budget for the assigned customers/projects.
- Ensuring bilateral communication flow between the market and the business to establish and maintain positive corporate client relationships
- Effective resolution of disputes across all projects both internally (with project managers and compliance manager) and externally (with clients and sub-contractors) as required
- Support to project managers during the execution of projects on commercial matters and client stance
- Fostering an effective working relationship between Sales and the functions within the business
- Reduction/removal of repeated mistakes across enquiries/proposals through effective analysis of lessons learnt outputs
- Increase in the level and amount of new customer activity and growth in the Prysmian brand
Minimum Qualifications:
- Honours degree in Electrical, Mechanical, or Industrial engineering
- 5-7 years of technical and solution sales experience
- Experience as a Sales Manager within industry related projects across a range of sectors and customers or alternatively technical background with a clear commercial mindset
Preferred Qualifications:
- Strong business development attitude, with experience “in the field” to develop and care for existing and new customer accounts
- Able to identify and focus on contract winning strategies
- Experience with industry standard contractual conditions
- Good communications/marketing skills (front line interface with customers and third parties, comfortable to speak publicly e.g. presentations at seminars, exhibitions, conferences etc.)
- Problem solving and target oriented mentality
- Interest to quickly learn and take responsibility
- Ability to interact with full organization hierarchy of clients & contractors. Comfortable with all levels up to and including senior management (to CEO level) and able to communicate clearly and concisely.
- Experience/attitude in dealing with complex and high value bids and involve internal and external stakeholders from different functions within the Group.
- Comfortable to discuss at least first level engineering issues with Clients
- Pragmatism. Capability to set and to handle pragmatically the priorities
- Team-oriented, able to share competences, network, ideas and information with the rest of the team.
