Senior Inside Sales / Commercial Proposal & Contract Specialist

KBR; Chennai; On-site; INR 800,000 - 1,600,000; Full time

Job summary

KBR in Chennai, India seeks a Senior Inside Sales / Commercial Proposal & Contract Specialist to support Business Development Managers in hitting targets and drive commercial activities from pursuit to contract. Coordinate with legal, finance, tax, HR and operations to ensure bid integrity, develop pricing models and terms, prepare approvals, and craft executive presentations.

This role requires high energy, cross-time-zone collaboration, and a team-oriented approach to deliver compliant,

Qualifications

• Undergraduate degree in engineering, science, quantity surveying or equivalent.
• Minimum five years of combined experience in sales, engineering, construction or operations.
• Interest in commercial aspects: pricing, contracts and risk management.

Responsibilities

• Support the sales process integrity within the sales organisation, coordinating with core business functions like legal, A&F, tax, treasury, compliance, due diligence and project management to back pursuit proposals and negotiations to contract award.
• Lead interactions with commercial SMEs including operations, legal and A&F; develop and manage pricing models and terms and conditions submissions.

Job description

Title: Senior Inside Sales / Commercial Proposal & Contract Specialist

The Inside Sales Coordinator is a key member of the sales department and will be responsible for supporting the Business Development Managers in achieving our sales target outcomes. The Inside Sales Coordinator is an integral member of the team on all pursuits and works closely with the business development manager and proposal leader in completing all commercial activities. This position requires a high energy self‑starter individual that thrives on fast pace assignments, change, deadlines and working outside of their comfort zone.

Responsibilities

Responsible for supporting the sales process integrity within the sales organisation, through engagement of core business functions. This includes seeking legal counsel, A&F, tax, treasury, compliance, anti-corruption / due diligence, project management / operations and estimating, HR and business strategy to support the activities and approvals of business transactions through pursuit proposals and negotiations to contract award.

The role also includes:

• Lead interaction with all commercial SMEs, including operations, legal and A&F
• Developing and managing full commercial pricing models, and terms and conditions submissions
• Developing first pass of all necessary paperwork for approval meetings
• Supporting development of presentations for executive management
• Supporting the development of commercially concise, targeted sales proposals
• Replying to all client enquiries in a timely and accurate manner
• Writing up and compiling sales reports, activity reports
• Provision of thorough documentation and administrative records
• All other tasks required to get a proposal out of the door
• Assist Inside Sales Managers and Sales Leads to identify competition, research client history, analyze client requests, and recommend sales strategy
• Participates with sales in bid decisions, strategy meetings, kickoff meetings, and commercial and contractual reviews
• In conjunction with sales, communicate to management all significant activities with regards to new work prospects, ongoing projects, current proposals and client visits
• Maintain an awareness of marketing decisions, status of client proposal evaluations and acceptance as well as contract negotiations
• Ensure that updated sales information is maintained for the Business Group, including contract awards, sales activity and sales prospects in salesforce
• Support the development of the KBR Strategy-to-Win (STW) strategy to guide the proposal/presentation process
• Interfacing with the proposal manager or Inside Sales Manager and risk/commercial manager to make sure all proposal efforts meet their objectives
• Ensuring that all documents comply with KBR governance requirements
• Support executive visits by preparing intelligence information such as briefing documents, sound bites, client biographies

Experience and Skills

Skills will have been typically acquired through completion of an undergraduate degree in engineering, science, quantity surveying or similar discipline and five or more years of combined experience (sales, engineering, construction or operations) in the engineering and construction industry. Candidate is expected to show a keen interest in all commercial (pricing, contracts and risk management) aspects of how we execute work. Seeking a candidate with the desire to understand the business side of the industry.

Key Competencies

• Flexible to handle and work with the time zone differences between India, Europe and Americas as and when required.
• Leadership and management – perform assignments with light supervision and focus
• Proactive and decisive – an individual that makes things happen
• Interpersonal skills – by their nature bids require frequent interchange of information and interaction with others
• Strong analytical skills
• Deadlines – works well under pressure of tight deadlines
• Flexibility – evening or weekend work will be required on tight bid deadlines
• Strong attention to detail – must ensure we issue documents with no mistakes
• Working outside of comfort zone
• Team player – this role requires working in teams to achieve outcomes
• Communications – both written, verbal and presentation
• Willingness to learn and develop KBR — Delivering Solutions, Changing the World.

KBR Values

KBR brings together the best and brightest to deliver science, technology and engineering solutions that help governments and companies around the world accomplish their most critical missions and objectives. In everything we do, we are guided by our ONE KBR Values: We Value Our People – We create diverse, inclusive environments in which each person can feel safe, respected and valued, and where everyone has opportunities to grow and reach their full potential. We Deliver – We are uncompromising in our commitment to deliver innovative, high-quality, technology‑led solutions for our customers and exceptional, sustainable value for all our stakeholders. We Are People of Integrity – We value honesty, trust, courage, fairness, prudence and tenacity. We believe doing what’s right for the planet, the communities where we work, and our people is good for business. We Empower – We empower our people with a shared purpose, the right tools and the supportive culture they need to be proactive decision‑makers, to be adaptive to change, and to succeed. We Are a Team of Teams – We have a will to succeed, but we value the achievements of our team of teams over individual accomplishments. Our collective focus makes us a better, stronger, more effective company. We have also embedded environmental, social and governance (ESG) principles in every business operation and corporate function. Not only are we committed to operating safely, sustainably and equitably, but we are also committed to using our capabilities and expertise to help our customers accomplish their sustainability goals.

Worldwide, KBR employs a diverse workforce approximately 29,000 people strong, with customers in more than 80 countries and operations in 40 countries.

At KBR, We Deliver.