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Job Summary

Sales Manager is accountable for the success of business development and sales efforts within a region for the Black & Veatch Energy Business. The SM will work for the South Asia Reginal Director/East Asia Regional Director (Depend on Location) and will work in a matrix organization that aligns the goals of Business Lines and Regional Profit/Loss centers. The SM will be focused on a select number of targets and potentially strategic clients in support of the Region and Business Line strategies.

Key Responsibilities
  • Building and maintaining strong relationships with Strategic and Target Clients in the commercial & industrial sector with the potential for programmatic, long-term relationships
  • Understand business drivers of all business lines in region and promotes the value proposition of each to the targeted clients.
  • Ability to work collaboratively as a team with other regional sales professionals, business line professionals  to generate leads, win new business, and maintain Client relationships throughout project execution
  • Monitoring market and Client trends and providing input to updating the business line strategies
  • Responsible for developing Sales & client Account Management strategies with strategic/target accounts.  This may include coordination with other Sales Manager Professionals on specific accounts or ensuring existing account leadership.
  • Leading Go/No-Go decisions and providing input from the perspective of Client relationship, competitive positioning, and strategies to win
  • Leading proposal strategy definition for strategic prospects and key accounts.  Responsible for working closely with proposal teams to ensure effective communication of value propositions, understanding of market price, and understanding of key Client project drivers.
  • Participation in development of the Power & Energy Event Calendar and the process to get the event calendar updated.
  • Making current in CRM (or like tool) all prospects and pursuits for the client base assigned.
  • Responsible for input to updating marketing and sales collateral
  • Participation in development of business development forecasts and pipeline analysis
  • Does not have management responsibility for the people to whom they provide work direction  
  • Positions receiving direction: Regional Marketing Representatives, Proposal Managers
Preferred Qualifications
  • Excellent communications and interpersonal skills; equally adept at one-on-one and group communications; a team and business builder who understands and creates an attractive company culture; strong partnerships, credibility, and authenticity at all levels of the company.
  • Strategic thinker and leader who is sensitive to customer needs and can understand complex customer relationships (i.e., local, regional, national, and international)
  • A minimum 10 years’ experience with at least 5 years working in sales & marketing for all services through mid to large scale EPC projects.
  • Possess Sales or Business Development Experience in Indonesia minimum 5 years with the proven sales track record in Power Business/Industry
  • Strong sales traits, including tenacity, competitiveness, persuasiveness and overall people skills
  • Knowledge and overall understanding of Power Energy industry; knowledge of industry business drivers and motivators
  • Team player. Exhibits high ethical standards in business and in work; maintains a reputation of integrity among clients
  • Understanding of financial metrics including PGM, revenue, overhead costs, Profit and Loss, and Project Financials
  • Excellent communications/human relations skills (written, verbal, client service)
Competencies
Account Management
Accountability
Builds networks
Business insight
Collaborates
Communication
Computer Skills
Customer focus
Development Area[s]: Describe how you feel the professional could be even more effective. Use SBI (Situation, Behavior, Impact) to identify the situation where you observed it, the behavior you observed, and the impact it made.
Salary Plan
SAM: Sales