Proposal Manager

POSITION SUMMARY

Kelvion, one of the leading global manufacturers of heat exchangers is currently seeking a Proposals Manager. This individual will be responsible for leading the local sales processes for lead processing, inquiry qualification, and preparation and delivery of quotations for standard products. He/she will facilitate the growth of Kelvion’s presence in the Americas in line with strategic sales plans.

RESPONSIBILITIES & DUTIES

• Lead Kelvion’s local processes to maintain efficient and effective RFP responses in partnership with sales, marketing, and solutions engineering staff
• Generate proposals for qualified opportunities in partnership with Kelvion’s global teams
• Management and documentation of opportunity pipeline using Kelvion’s CRM tool
• Standardize and streamline processes across Kelvion’s sites related to customer success: Processing and referrals of incoming sales leads, warranty, and technical support requests.
• Engagement with technical and commercial partners both internally and externally to build Kelvion’s business in the region to maximize win rate.
• Facilitate growth of standard product sales and service sales to assigned accounts directly or in partnership with other Kelvion sales staff
• Gain and maintain knowledge of the products and services available in Kelvion’s portfolio in order to offer the best technical and commercial solutions to Kelvion’s clients
• Document management and Contract Management to ensure compliance with company guidelines
• Support Kelvion’s software and proposal tools both internally and externally
• Achieve the established sales revenue targets of the market segment.
• Support Frontend Sales in offer preparation including coordination with Kelvion’s Global Production sites and Global Solutions Engineering staff
• Consult with Global Sales Engineering staff to coordinate technically complex solutions
• Process incoming leads from Kelvion’s sales and marketing efforts
• Quote follow up and closing of opportunities
• Coordinate details of Purchase Order Handover processes.
• Monitor the competitive landscape and report significant activities to management.
• Assist the financial and quality departments with activities at customer sites, when required.
• Demonstrate the highest level of professionalism to the marketplace and competition when representing the Company.

RESPONSIBILITIES – Safety

• To help ensure that all our employees go home safely at the end of their working day.

RESPONSIBILITIES – Quality

• To ensure Kelvion’s Standard of Excellence, which includes quality, is incorporated into every product we produce.
• Will adhere to all quality requirements that are inside of the Quality Management system.

RESPONSIBILITIES – Corporate / Site

• Follow all company policies and procedures, including but not limited to Global Code of Business Principles, Code of Ethics and Business Conduct, Operational Framework

• To be part of & to promote Kelvion Standard of Excellence which incorporates high standard of ethical behavior, to promote a culture of honesty and integrity, and one team culture.
• All employees are expected to follow government and corporate laws, rules, regulations, policies, and procedures.

GROWTH EXPECATIONS

Grow and maintain revenue proactively and independently within designated accounts or target markets. Focus on penetration (growth of new business in existing customers) and conversion (finding new opportunities for Kelvion).

KEY PERFORMANCE INDICATORS

-Inquiry disposition time

-Activity (Customer Engagement, quote follow-up)

-Quotation Turnaround Time

-Sales Pipeline Management

-Maintenance of Customer and Partner Records in local CRM

-Order Handover document accuracy

-Customer Network (Expanding Contacts and Defining Decision-Makers and Mobilizers)

-Quote Activity/Hit Rate/Quote-to-Order Success

-Days Sales Outstanding (AP)

-Contract Performance/Revenue Management (vs. forecast or goal)

REQUIREMENTS (KNOWLEDGE, SKILLS & ABILITIES)

• House Account Management / Sales Support
• Negotiation, phone techniques & Presentation skills
• Communicating with customers, making outbound calls to potential customers,
• Creating and maintaining a database of current customers.
• Explaining and demonstrating features of products and services.
• Closing sales and achieving sales targets.
• Advanced understanding of channel partner sales
• Intermediate knowledge of computer technology and programs MS Office, CRM
• Advanced communicative skills required.
• Advanced education and presentation skills.

EDUCATION AND EXPERIENCE (required levels)

• Bachelor’s Degree or equivalent
• 3-5 years Sales, Applications Engineering, Customer Service, Product Support, or related experience

MENTAL REQUIREMENTS

Ability to function and perform successfully in a highly paced, demanding and competitive sales environment.

PHYSICAL REQUIREMENTS

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Normal physical requirements associated with travel, customer visits and attending trade exhibitions.

WORK ENVIRONMENT

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.