Customer Solutions Manager - Reactor & Special Systems

Westinghouse Electric Company; Warrendale (Allegheny County); Hybrid; USD 144,000 - 180,000; Full time

Benefits offered by this job

Medical benefits including dental and

Wellness programs

401(k) with company match

Paid vacations and holidays

Flexible work arrangements

Educational reimbursement

Global recognition programs

Employee referral program

Job summary

Westinghouse Electric Company in Cranberry Township, PA, is seeking a Customer Solutions Manager to lead the Americas Instrumentation & Controls (ICS) organization, guiding business unit and engineering teams in developing and tendering products and services for utility customers in a hybrid work setting.

You will build relationships with utility engineers, deliver high-quality bids, coordinate with product management and supply chains, and drive growth for Reactor & Special Systems through

Qualifications

• Bachelor's degree in engineering, project management, business or related field.
• 10+ years of I&C experience in roles with increasing complexity.
• Ability to present complex business, technical, financial information to leadership.
• Experience leading multifunctional teams for business development and contracts.
• Willingness to travel ~10–15% of time.
• Understanding of sales, margin, and order intake performance.

Responsibilities

• Communicate the value proposition to customers for the Reactor & Special Systems portfolio.
• Initiate and develop relationships with utility engineers and management.
• Deliver high-quality bids; coordinate input from Product Management, Project Management, Delivery, and Supply Chain.
• Coordinate with Global Markets and ICS Sales to grow pipeline.
• Work with Global I&C Product Strategy & Growth and ICS Engineering on growth opportunities.
• Support product strategy planning, roadmaps, and investment business cases.
• Deliver accurate opportunity forecasting and hardware/manufacturing demand.
• Meet KPIs: pipeline growth, orders, margin, revenue, bid win rate, on-time bids.
• Present information to leadership; participate in customer meetings and industry events.
• Develop and mentor the Customer Solutions Management team.

Skills

Communication skills

Leadership

Presentation skills

Strategic thinking

Travel readiness

Sales understanding

Education

Bachelor's degree in Engineering, Project Management, Business or related field

Job description

About the role:

As a Customer Solutions Manager in the Americas Instrumentation & Controls (ICS) organization, you will lead business unit and engineering teams. These teams will identify, develop, and tender products and services that provide our utility customers with solutions to complex technical problems. Primary responsibilities of this position are to produce demand and improve profitable growth (OE, MAS%) within the Reactor & Special Systems product line. Your responsibilities consist of products such as the Westinghouse Advanced Rod Control Hybrid (ARCH), Digital Flux Mapping System, IRIS Rod Position Indication, and more.

You will report to the Senior Director, Americas ICS, and be located at our Cranberry Township, PA location in a hybrid role.

Responsibilities:

• Communicate the value proposition to our customers for the product and service offerings within the Reactor & Special Systems product line. In times of need, serve as primary contact for emergent customer needs for respective product portfolio.
• Initiate and develop business relationships with utility customer engineers and management to understand evolving needs and position Westinghouse as a consultative/influential partner in the marketplace.
• Deliver high-quality bids resulting in wins. Develop technical, cost, and risk protection aspects of offers; coordinate input from Product Management, Project Management, Delivery, and Supply Chain organizations. During project execution of respective product portfolio interface with Project Management teams to stay informed of project status and validate business assumptions used in business development / quotation phase.
• Coordinate with Global Markets and ICS Sales during business development activities to grow pipeline (opportunity database in D365). Additional interface support activities include capture strategy development, target price/cost setting, T&C establishment, and contract negotiation.
• Work with the Global I&C Product Strategy & Growth team and ICS Engineering organization. Together, identify emerging customer needs, market opportunities, and competitive threats. Develop strategies that increase growth, strengthen customer relationships, and position Westinghouse as the preferred I&C solutions provider. Collaborate with I&C Engineering and Manufacturing on priorities, including protection of intellectual property and achievement of cost improvements to support margin expansion projects.
• Support product strategy planning, including product lifecycle development, technology roadmaps, and investment (e.g. Innovation, M&A) business case development.
• Deliver accurate opportunity forecasting for financial results (PROMOT), resource demand (RDT), and hardware/manufacturing demand.
• Ensure achievement and exceed the following performance indicators:
  • Opportunity pipeline growth (large OE and base OE)
  • Orders entered for respective products/business portfolio segment
  • Margin as sold (%)
  • Projected in year revenue / margin (conversion of BBYET to revenue / margin)
  • Bid win rate
  • On time (offer development lead time) / zero defect bid
• Deliver accurate opportunity forecasting for financial results (PROMOT), resource demand (RDT), and hardware/manufacturing demand.
• Present complex business, technical, financial, and customer-related information to leadership in a clear and understandable manner, both verbally and through formal presentations.
• Participate in customer meetings, deliver presentations, lead business development activities with customer teams, and represent Westinghouse at industry conferences, events, and meetings.
• Develop an accomplished Reactor & Special Systems Customer Solutions Management team by mentoring talent, strengthening succession planning, and ensuring organizational readiness for future growth. Provide leadership and development opportunities for team members to support successful execution of current programs and future growth opportunities.

Qualifications:

• Bachelor's degree in Engineering, Project Management, Business or related field.
• 10+ years of I&C related experience (preferably nuclear I&C) in positions with increasing levels of complexity and accountability.
• Experience conveying complex business technical, financial and Customer intelligence information both informally and in presentation format to leadership.
• Experience organizing multifunctional teams to support business development, offer preparation and contract negotiations.
• Ability to travel to support business development and business growth (~10-15% of travel time is part of job expectation).
• Demonstrated understanding of sales, margin, and order intake performance, including the ability to evaluate tradeoffs and implement actions that support our goals and financial results.

We are committed to transparency and equity in all of our people practices. The base salary range for this position, which is dependent upon experience, qualifications and skills, is estimated to be $144,000 to $180,000 per year.

#LI-Hybrid

Why Westinghouse?

Our benefits package is tailored to meet the diverse needs of our employees, while also promoting wellness and career growth. The following are representative of what we offer:

• Comprehensive Medical benefits which could include medical, dental, vision, prescription coverage and Health Savings Account (HSA) with employer contributions options
• Wellness Programs designed to support employees in maintaining their health and well-being including Employee Assistance Program providing support for our employees and their household members
• 401(k) with Company Match Contributions to support employees' retirement
• Paid Vacations and Company Holidays
• Opportunities for Flexible Work Arrangements to promote work-life balance
• Educational Reimbursement and Comprehensive Career Programs to help employees grow in their careers
• Global Recognition and Service Programs to celebrate employee accomplishments and service
• Employee Referral Program

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

While our Global Headquarters are located in Cranberry Township, PA, we have over 11,000 employees working at locations in 19 different countries. You can learn more by visiting http://www.westinghousenuclear.com.

Westinghouse is an Equal Opportunity Employer including Veterans and Individuals with Disabilities

Get connected with Westinghouse on social media: Twitter | Facebook | LinkedIn | YouTube

This is a hybrid remote/in-office role.