Senior Inside Sales Specialist

Job description / Role

Job Description

KBR STS is seeking an inside sales/proposals specialist (commercial) to support the growth of our infrastructure business unit. Sustainable technology solutions is an engineering and project delivery group within KBR which provides engineering, project management and construction management services primarily in the infrastructure and oil and gas industries.

The primary responsibility of the inside sales/proposals specialist (commercial) is to lead the commercial effort on pursuits through the complete lifecycle of the bid process. The inside sales/proposals specialist - commercial, in partnership with sales leads and operations leaders, positions us to win work and supports the growth of our business. This position reports to the manager, sales in Abu Dhabi.

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 recognize efficiency via the share of materials, information, knowledge and best practices.
• Ensure that prices and costs 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. A 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).
• Organization: High degree of planning and organizing 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 organization.
• 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.

About the Company

We deliver science, technology and engineering solutions to governments and companies around the world. KBR employs approximately 28,000 people performing diverse, complex and mission critical roles in 34 countries.

KBR is proud to work with its customers across the globe to provide technology, value-added services, and long-term operations and maintenance services to ensure consistent delivery with predictable results. At KBR, We Deliver.