Job Description

Job Title : Global Large Pursuits Manager
Reporting to : Global Sales and Proposals Manager
Department:

Sales and Proposals
Location:

UK, Spain, USA, fully remote working.
Purpose of the Job :
Linxon seeks to strengthen its market position in the Substation EPC market in the Utilities, Conventional Generation, Renewables, BESS and Data Centers segments. Leads the offers preparation and negotiation with customers of high quality, detailed and comprehensive technical and commercial offers with primary focus on High-Voltage AC Substations. Ensures that gross margin and cash flow are in line with Linxon business targets for this segment and works with an interdisciplinary team to achieve maximum competitiveness in offer price.
Key Areas of Responsibility (KARs) :
To lead BD for LINXON in large contracts and with our global Energy Clients
Understand customer requirements and follow-up regularly and promptly with customers during the acquisition phase
Work out the sales strategy for the individual tenders by selecting the winning solution, both commercially and technically
Ensure on-time and complete technical and commercial tender submittal to the customer within tender budget and lead the technical and commercial negotiations with customers
Develop a network of customers and suppliers to increase market knowledge and support future business acquisition
Ensure tender status visibility for senior Linxon management teams and to promote collaboration across the HUBs
Manage and facilitate internal reviews prior to submission to customers
Communicate offers requirements and status to senior management
Achieve the sales & business development targets driving specific business opportunities and other strategic goals established by Global Sales Team in an agreement with the HUBs
Prepare and regularly update Sales plans
Build and maintain strong relationships at various levels with both existing and new customers and all relevant stakeholders
Develop a sustainable large orders pipeline. Assess Substation projects within various segments / regions and their fitness to meet Linxon business strategy & objectives
Drive and lead a proactive sales approach with a focus on delivering solutions which match or exceed customer evaluation criteria
Identify external key partners in new and existing markets
Ensure company sales tools including the Linxon CRM system are regularly updated and their usage maximized to support market visibility for senior management teams
Accurately forecast business and work within company’s CRM, provide inputs to monthly sales reporting estimates, customer buying criteria, competitor trends and market overview reports and manage sales activities via CRM and propose recovery plans in cases of potential order shortfalls
Lead pricing strategy, technical positioning, competitor analysis and selling Linxon value for key pursuits
Develop and implement a proper customer engagement plans. Create and efficiently manage key client relationships
Participate in customer & partner market related events preparing and presenting Linxon substation solutions
Other Position-Specific Characteristics /Position interactions:
Other Linxon Sales Managers
Global Sales Analyst, Global Rail and Global OW
Linxon OPC Proposals managers and other positions
Hitachi Front End Sales and Country Organization’s
SNC Lavalin Front End Sales
External partners
Government and Regulatory Bodies
Position Parameters, Typical KPIs:
Achieve the annual target of large orders
Accurate monthly/quarterly sales estimates
Prepare and negotiate all approved large offers in Gate2
Reach with the hit rate defined in the annual order budget
Control the costs of the offers within the budget approved in Gate2
Comprehensive and up to date market analysis
Maintenance of Linxon CRM for the large opportunity visibility
Experience Required :
In depth professional experience and knowledge of power supply systems sales and tendering
Experience of working with utility, industry and transport customers as well as international EPC’s
Good knowledge of AIS/GIS HV/MV equipment
Knowledge of local industry standards and practices in markets advantageous
Previous experiences of working with public and private Utilities advantageous
Motivated to take full ownership for tenders similar to a project manager
Availability for potentially extensive international travels
Proven experience closing >15 MUSD complex business transactions
Competencies/ Skills Required :
Ability to work in a fast-paced environment
Have good attention to detail
Team collaboration and be a team player
The ability to think outside the box and move things forward using your own initiative
Ability to drive through change
A confident individual with excellent interpersonal skills and the ability to build relationships across the business whilst embracing cultural differences
Ensure personal compliance with Linxon Code of Conduct, Ethics and Corporate Governance
Leadership on Integrity
Actively meet personal safety targets and promote a safe working environment
Careful attention to building safety into designs and execution plans delivered as part of a tender package
Negotiation with clients
Ability to build and maintain strategic customer relationships at all levels including senior management
Ability to select partners for key partnership for penetration into key markets
Fluent in English with good communication skills
Excellent verbal, written and presentation skills
Education:
Bachelor’s degree in electrical engineering or equivalent with minimum 20 years’ experience and around 10 years’ experience in the T&D sector
Personal Qualities Required :
We are looking for a proactive team-player with a flexible mindset
Hands-on and keep close to the business
Effective communicator
Proactive and self-starter
Resilient and flexible achiever
Passionate to succeed
Willingness to learn
High degree of attention to detail
Takes pride in the output delivered
Personal integrity/honesty
About Linxon
Shaping energy solutions to empower sustainable connectivity.
We combine SNC-Lavalin’s project management expertise and Hitachi ABB Power Grid’s deep technological knowledge to create a company dedicated to substations – we are Linxon.
Linxon’s vision is to deliver the best market offering for turnkey substation projects through world-class power technologies and delivering the highest level of competence in managing infrastructure projects.
In this role, you will have the opportunity to be part of a new company as it evolves and help shape it for the future. If you like new challenges, have an entrepreneurial spirit and are interested in working with other motivated professionals with expertise in the Substations EPC business, then this is the new opportunity for you.
To know more about Linxon please click on the link below.
Learn more about Linxon
Worker Type : Employee
Job Type : Regular
At Linxon, we seek to hire individuals with diverse characteristics, backgrounds and perspectives. We strongly believe that world-class talent makes no distinctions based on gender, ethnic or national origin, sexual identity and orientation, age, religion or disability, but enriches itself through these differences.
SNC-Lavalin and other subsidiary or affiliated companies of SNC-Lavalin (referred to throughout as “SNC-Lavalin”) are committed to protecting your privacy. Please consult our

Privacy Notice

on our Careers site to know more about how we collect, use and transfer your Personal Data.
By submitting your personal information to Linxon, you confirm that you have read and accept our Privacy Notice.

#J-18808-Ljbffr