I&C Lead Sales Engineer

Westinghouse Electric Company; Cranberry Township (Butler County); Remote; USD 112,000 - 124,000; Full time

Benefits offered by this job

Medical benefits

401(k) with company match

Paid vacations and holidays

Flexible work arrangements

Educational reimbursement

Job summary

Westinghouse Electric Company seeks an I&C Lead Sales Engineer to drive the sales process for transactional proposals under $5M, up to contract signature, excluding FOAK/FIAW. The role requires coordinating with capture, solutions engineering, supply chain, legal and finance, with occasional travel to build relationships.

The position reports to the Director of Commercial Instrumentation and Controls and is a remote opportunity within the United States.

Qualifications

• Bachelor's degree in engineering or technical field.
• 5+ years of technology-driven projects or field experience; utility experience preferred.

Responsibilities

• Lead sales process and capture teams to develop complete offers.
• Oversee pricing strategy and target price in collaboration with capture.
• Forecast offer submittal and project award dates with sales manager.
• Negotiate with customers to secure contracts and ensure satisfaction.
• Coordinate with solutions engineering, supply chain, legal, and finance.
• Provide market intel to inform product and market strategy.
• Lead account strategy and contribute to marketing collateral.

Skills

Sales leadership

Customer negotiations

Proposal development

Education

Bachelor's Degree in Engineering

Job description

Are you interested in being part of an innovative team that supports Westinghouse's mission to provide clean energy solutions? At Westinghouse, we recognize that our employees are our most valuable asset and we seek to identify, attract and recruit the most qualified talent while recognizing and encouraging the value of diversity in the global workplace.

About the role

As a I&C Lead Sales Engineer, you will lead the sales process and customer negotiations for transactional proposals under $5M. You will do so up to the point of contract signature. After that, the project transitions to the execution team. These proposals exclude first-of-a-kind (FOAK) and first-in-awhile (FIAW) initiatives, complex subcontracting or unfamiliar vendors, intricate terms and conditions, and situations involving new customers, competitors.

For the opportunities under your responsibility, you will develop the offer strategy, define target price, set the final offer price, expedite booking of the order. Throughout the process, you will coordinate with capture team stakeholders such as solutions engineers, supply chain, legal, and finance.

You will build knowledge and direct working relationships with your customers. The ability for occasional travel to build trusting relationships face-to-face with customers is helpful to the role.

For the opportunities under your responsibility, you will be responsible for forecasting orders and communicating those forecasts to their sales manager partner.

You will report to the Director of Commercial Instrumentation and Controls. This is a remote opportunity that can be performed from anywhere within the United States.

Responsibilities

• Lead sales process/capture teams, and oversee offer development process, sourcing all commercial and technical components from respective teams.
• Ensure approval and delivery of competitive offers.
• Work with their sales manager partner to forecast expected offer submittal dates and eventual project award dates.
• Manage pricing strategy, set target price and offer price in full collaboration with their Capture team, leveraging the small deal pricing tools and deal desk.
• Grow the opportunity pipeline (commits and back up) in the CRM tool
• Lead negotiations with customers, articulating value created through WEC services, and ensuring customer satisfaction and retention.
• Lead review of customer contract against the WEC offer and communicate with customer to ensure it is acceptable.
• Booking of the order upon receipt of purchase orders.
• Provide market intel to Product Mgt team to inform long term product and market strategy.
• Drive account strategy for overall customer needs (GM) in coordination with sales manager.
• Provide feedback on marketing and sales collateral.
• Work closely with Customer Solutions team to prepare technical proposal, all costing and technical risk mitigation for commercial offers.

Qualifications

• Bachelors Degree in Engineering or other technical discipline.
• 5+ years of technology driven projects or field experience. Prior utility experience preferred.

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 $111,690 - $124,100 per year. In addition to the base pay, this role may be eligible for incentive pay based on company and individual performance.

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

Our Values

• 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