Global Large Pursuits Manager

Job Title: Global Large Pursuits ManagerReporting to: Global Sales and Proposals ManagerDepartment:Sales and ProposalsLocation:UK, Spain, USA, fully remote working.Purpose Of The JobLinxon seeks to strengthen its market position in the Substation EPC market in the Utilities, Conventional Generation, Renewables, BESS and Data Centers segments. Leads the offers preparation and negotiation with customers of high quality, detailed and comprehensive technical and commercial offers with primary focus on High-Voltage AC Substations. Ensures that gross margin and cash flow are in line with Linxon business targets for this segment and works with an interdisciplinary team to achieve maximum competitiveness in offer price.Key Areas Of Responsibility (KARs)To lead BD for LINXON in large contracts and with our global Energy ClientsUnderstand customer requirements and follow-up regularly and promptly with customers during the acquisition phaseWork out the sales strategy for the individual tenders by selecting the winning solution, both commercially and technicallyEnsure on-time and complete technical and commercial tender submittal to the customer within tender budget and lead the technical and commercial negotiations with customersDevelop a network of customers and suppliers to increase market knowledge and support future business acquisitionEnsure tender status visibility for senior Linxon management teams and to promote collaboration across the HUBsManage and facilitate internal reviews prior to submission to customersCommunicate offers requirements and status to senior managementAchieve the sales & business development targets driving specific business opportunities and other strategic goals established by Global Sales Team in an agreement with the HUBsPrepare and regularly update Sales plansBuild and maintain strong relationships at various levels with both existing and new customers and all relevant stakeholdersDevelop a sustainable large orders pipeline. Assess Substation projects within various segments / regions and their fitness to meet Linxon business strategy & objectivesDrive and lead a proactive sales approach with a focus on delivering solutions which match or exceed customer evaluation criteriaIdentify external key partners in new and existing marketsEnsure company sales tools including the Linxon CRM system are regularly updated and their usage maximized to support market visibility for senior management teamsAccurately forecast business and work within company's CRM, provide inputs to monthly sales reporting estimates, customer buying criteria, competitor trends and market overview reports and manage sales activities via CRM and propose recovery plans in cases of potential order shortfallsLead pricing strategy, technical positioning, competitor analysis and selling Linxon value for key pursuitsDevelop and implement a proper customer engagement plans. Create and efficiently manage key client relationshipsParticipate in customer & partner market related events preparing and presenting Linxon substation solutionsOther Position-Specific Characteristics /Position InteractionsOther Linxon Sales ManagersGlobal Sales Analyst, Global Rail and Global OWLinxon OPC Proposals managers and other positionsHitachi Front End Sales and Country Organization'sSNC Lavalin Front End SalesExternal partnersGovernment and Regulatory BodiesPosition Parameters, Typical KPIsAchieve the annual target of large ordersAccurate monthly/quarterly sales estimatesPrepare and negotiate all approved large offers in Gate2Reach with the hit rate defined in the annual order budgetControl the costs of the offers within the budget approved in Gate2Comprehensive and up to date market analysisMaintenance of Linxon CRM for the large opportunity visibilityExperience RequiredIn depth professional experience and knowledge of power supply systems sales and tenderingExperience of working with utility, industry and transport customers as well as international EPC'sGood knowledge of AIS/GIS HV/MV equipmentKnowledge of local industry standards and practices in markets advantageousPrevious experiences of working with public and private Utilities advantageousMotivated to take full ownership for tenders similar to a project managerAvailability for potentially extensive international travelsProven experience closing >15MUSD complex business transactionsCompetencies/ Skills RequiredAbility to work in a fast-paced environmentHave good attention to detailTeam collaboration and be a team playerThe ability to think outside the box and move things forward using your own initiativeAbility to drive through changeA confident individual with excellent interpersonal skills and the ability to build relationships across the business whilst embracing cultural differencesEnsure personal compliance with Linxon Code of Conduct, Ethics and Corporate GovernanceLeadership on IntegrityActively meet personal safety targets and promote a safe working environmentCareful attention to building safety into designs and execution plans delivered as part of a tender packageNegotiation with clientsAbility to build and maintain strategic customer relationships at all level including senior managementAbility to select partners for key partnership for penetration into key marketsFluent in English with good comm skillsExcellent verbal, written and presentation skillsEducationBachelor's degree in electrical engineering or equivalent with minimum 20 years' experience and around 10 years' experience in the T&D sectorPersonal Qualities RequiredWe are looking for a proactive team-player with a flexible mindsetHands-on and keep close to the businessEffective communicatorProactive and self-starterResilient and flexible achieverPassionate to succeedWillingness to learnHigh degree of attention to detailTakes pride in the output deliveredPersonal integrity/honestyAbout LinxonShaping energy solutions to empower sustainable connectivity.We combine SNC-Lavalin's project management expertise and Hitachi ABB Power Grid's deep technological knowledge to create a company dedicated to substations – we are Linxon.Linxon's vision is to deliver the best market offering for turnkey substation projects through world-class power technologies and delivering the highest level of competence in managing infrastructure projects.As a leading engineering company, we help our customers with turnkey substation solutions in the field of power transmission, renewable energy and transportation.In this role, you will have the opportunity to be part of a new company as it evolves and help shape it for the future. If you like new challenges, have an entrepreneurial spirit and are interested in working with other motivated professionals with expertise in the Substations EPC business, then this is the new opportunity for you.To know more about the Linxon please click on the link below.