Account Representative

Title:

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.

Responsibility

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

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 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