Business Sales Manager
ALSTOM US (Knoxville, Tennessee)

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Responsible for organizing, directing, and coordinating ECS business application activity toward the capture of orders by creating an effective strategy that encompasses customer-specific objectives, technology, risk management and commercial aspects of the opportunity. Accountable for quality and quantity of orders won. Demonstrate strong ability to work effectively in a global organization. Reports to VP Business Applications.

- Identify and develop major new business opportunities in traditional and non-traditional markets worldwide, securing orders to achieve Division’s sales budget

- Lead and manage the proposal process.

- Develop appropriate order capture strategy for all business opportunities consistent with internal Company policies and ISO requirements

- Manage technical and commercial resources

- Coordinate and direct technical and commercial negotiations in compliance with capture strategy

- Maintain long term (18 months) rolling opportunity forecast to support target order "win" rate

- Develop order capture plans associated with rolling opportunity forecast

- Maintain close communication with internal resources; Global Technology, Global Marketing, Business Development, Projects, Engineering, Contract Administration, Risk Management, Sourcing, Construction and Legal regarding opportunity forecast

- Demonstrate knowledge of products, solutions, and customer needs

- Communicate effectively internally and externally

- Maintains close relationships with prospective clients and engineers

- Coordinates and conducts necessary proposal meetings and risk, cost and price reviews

- Maintain SWOT analysis of ECS Technology relative to competitors

B.S. in engineering, business or related field required.

Ten (10) years experience in the power industry with five (5) years in the APC industry.

- Technical product knowledge

- Global market knowledge

- PDQ knowledge

- Contract terms and conditions knowledge

- Commercial issues knowledge

- Leadership

- Management

- Negotiation

- Communication

- Salesmanship

- Self confidence

- Achievement drive

- Tenacity

- Flexibility

- Initiative

- Common sense