Global Large Pursuits Manager

Baden, Suisse

Job Title: Global Large Pursuits Manager

Reporting to: Global Sales and Proposals Manager

Department: Sales and Proposals

Location: UK, Spain, USA, fully remote working.

Purpose of the Job:

Linxon 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 Clients
• Understand customer requirements and follow-up regularly and promptly with customers during the acquisition phase
• Work out the sales strategy for the individual tenders by selecting the winning solution, both commercially and technically
• Ensure on-time and complete technical and commercial tender submittal to the customer within tender budget and lead the technical and commercial negotiations with customers
• Develop a network of customers and suppliers to increase market knowledge and support future business acquisition
• Ensure tender status visibility for senior Linxon management teams and to promote collaboration across the HUBs
• Manage and facilitate internal reviews prior to submission to customers
• Communicate offers requirements and status to senior management
• Achieve the sales & business development targets driving specific business opportunities and other strategic goals established by Global Sales Team in an agreement with the HUBs
• Prepare and regularly update Sales plans
• Build and maintain strong relationships at various levels with both existing and new customers and all relevant stakeholders
• Develop a sustainable large orders pipeline. Assess Substation projects within various segments / regions and their fitness to meet Linxon business strategy & objectives
• Drive and lead a proactive sales approach with a focus on delivering solutions which match or exceed customer evaluation criteria
• Identify external key partners in new and existing markets
• Ensure company sales tools including the Linxon CRM system are regularly updated and their usage maximized to support market visibility for senior management teams
• Accurately 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 shortfalls
• Lead pricing strategy, technical positioning, competitor analysis and selling Linxon value for key pursuits
• Develop and implement a proper customer engagement plans. Create and efficiently manage key client relationships
• Participate in customer & partner market related events preparing and presenting Linxon substation solutions

Other Position-Specific Characteristics /Position interactions:

• Other Linxon Sales Managers
• Global Sales Analyst, Global Rail and Global OW
• Linxon OPC Proposals managers and other positions
• Hitachi Front End Sales and Country Organization's
• SNC Lavalin Front End Sales
• External partners
• Government and Regulatory Bodies

Position Parameters, Typical KPIs:

• Achieve the annual target of large orders
• Accurate monthly/quarterly sales estimates
• Prepare and negotiate all approved large offers in Gate2
• Reach with the hit rate defined in the annual order budget
• Control the costs of the offers within the budget approved in Gate2
• Comprehensive and up to date market analysis
• Maintenance of Linxon CRM for the large opportunity visibility

Experience Required:

• In depth professional experience and knowledge of power supply systems sales and tendering
• Experience of working with utility, industry and transport customers as well as international EPC's
• Good knowledge of AIS/GIS HV/MV equipment
• Knowledge of local industry standards and practices in markets advantageous
• Previous experiences of working with public and private Utilities advantageous
• Motivated to take full ownership for tenders similar to a project manager
• Availability for potentially extensive international travels
• Proven experience closing >15MUSD complex business transactions

Competencies/ Skills Required:

• Ability to work in a fast-paced environment
• Have good attention to detail
• Team collaboration and be a team player
• The ability to think outside the box and move things forward using your own initiative
• Ability to drive through change
• A confident individual with excellent interpersonal skills and the ability to build relationships across the business whilst embracing cultural differences
• Ensure personal compliance with Linxon Code of Conduct, Ethics and Corporate Governance
• Leadership on Integrity
• Actively meet personal safety targets and promote a safe working environment
• Careful attention to building safety into designs and execution plans delivered as part of a tender package
• Negotiation with clients
• Ability to build and maintain strategic customer relationships at all level including senior management
• Ability to select partners for key partnership for penetration into key markets
• Fluent in English with good comm skills
• Excellent verbal, written and presentation skills

Education:

• Bachelor's degree in electrical engineering or equivalent with minimum 20 years' experience and around 10 years' experience in the T&D sector

Personal Qualities Required:

• We are looking for a proactive team-player with a flexible mindset
• Hands-on and keep close to the business

• Effective communicator
• Proactive and self-starter
• Resilient and flexible achiever
• Passionate to succeed
• Willingness to learn
• High degree of attention to detail
• Takes pride in the output delivered
• Personal integrity/honesty

About Linxon

Shaping 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.

https://www.youtube.com/watch?v=0CB3IKbcxbs&t=14s