Commercial Manager, I&C

Are you interested in being part of an innovative team that supports Westinghouse's mission to provide clean energy solutions? At Westinghouse, we recognize that our employees are our most valuable asset and we seek to identify, attract and recruit the most qualified talent while recognizing and encouraging the value of diversity in the global workplace.

The I&C Commercial (Sales) Manager is accountable for driving the sales process to identify customer needs and challenges with the assistance of the Account Team in the Instrumentation and Controls (I&C) area. The Commercial Manager, is responsible for a variety of products and services including Safety and Non-Safety I&C Systems for each Nuclear operating unit they are responsible. A sample list of safety I&C systems include, reactor protection, diesel load sequencer, post accident monitoring, nuclear instrumentation, and auxiliary feedwater. A sample list for non-safety I&C systems include, turbine control and protection, feedwater heater level controls, rod control, rod position indication, annunciator, and plant computer among many others. An I&C Commercial Manager will be responsible for these systems regardless of plant design type (e.g., CE-PWR, WEC-PWR, BWR, etc.)

Leading the capture team, you will work closely with your operational team counterparts to shape a winning technical solution, delivery model and value proposition, prior to the RFQ being released. Working with the bid preparation teams, you will participate in creating winning proposals that you will manage through active participation in negotiations with the closing team ultimately ensuring the finalized of contracts.

In addition, you will work closely with the Account Teams and Customer Solution Managers to proactively promote new solutions and to feed, with business intelligence, the Innovation process tied to our growth initiatives. This role will ensure the Customer Relationship Management Tool (D365) is properly maintained for your scope of activities: products/customers/opportunities.

Duties and Responsibilities:

• Responsible for meeting and exceeding product-based targets: OE, margin as sold, pipeline growth, win/loss ratio on pertinent scope of activities
• Lead opportunity development sales funnel process from identification through offer development and contract closure.
• Develop / maintain technical and sales related knowledge to support responsible product portfolio needs within assigned business segment and product portfolios. Sales representative will be responsible to support technical questions multiple layers deep while able to easily facilitate and guide interactions between the business segments and the customers during the sales process.
• Lead Capture strategy for opportunities including but not limited to identifying bundling opportunities, cross coordination of products to present customer-oriented solutions, and working with Product Management and Account Management to define target price and target costs.
• Responsible for Negotiations with the client until final contract signature, ensuring proper teamwork and alignment with all relevant WEC teammates including Account Managers, Product Management, Legal, finance, and supporting organizations.
• Facilitate negotiations with Consortium partner whenever relevant and alignment with all relevant WEC teammates.
• Responsible for the management of opportunities and data within the customer relationship management tool for associated opportunities.
• Lead LOA and offer processes within Westinghouse including presentation and obtaining buy-in from WEC key stakeholders to ensure offering meets Westinghouse target objectives and Customer needs.
• Build with Global accounts sales plans per customer / per product line.
• Ensure quality inputs on pricing strategy and commercial elements of the LOA and offer processes within Westinghouse including presentation and obtaining buy-in from WEC key stakeholders to ensure offering meets Westinghouse target objectives and Customer needs.

Who You Are:

• B.S. degree in technical or business discipline. Equivalent combination of experience and education will be considered
• 5+ years of experience in engineering, business or operations with increasing progression of complexity and levels is required.
  
  
  
  • 10+ years of experience preferred
  
  
  
  
• Prior experience in the commercial nuclear marketplace is preferred
• Experience with Nuclear I&C Systems preferred
• Knowledge of one or more Westinghouse I&C Platforms preferred (e.g., Ovation, Common Q, ALS, etc.)

Why Westinghouse?

Westinghouse Electric Company is the global nuclear energy industry's first choice for safe, clean, and efficient energy solutions. We enable our delivery of this vision by living our value system:

• Safety and Quality
• Integrity and Trust
• Customer Focus and Innovation
• Speed and Passion to Win
• Teamwork and Accountability

Westinghouse offers competitive benefits to all our employees around the globe to keep them healthy and enhance their well-being. In the U.S. the following are representative of what we offer:

• Competitive Salary
• Comprehensive Health, Wellness and Income Protection Benefits
• 401(k) Savings Plan with Company Match
• Paid Vacations and Holidays
• Opportunities for Flexible Work Arrangements
• Educational Reimbursement Program
• Employee Referral Program

While our Global Headquarters are located in Cranberry Township, PA, we have over 9,000 employees working at locations in 19 different countries. You can learn more by visiting http://www.westinghousenuclear.com.

Equal Opportunity Employer of Minorities/Females/Vets/Disability

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