WABAG - Deputy Manager/Manager/Senior Manager - Sales

JOB DESCRIPTION (JD)

Generic Position : Sales Leader

Grades: CL-5, CL-6

Designations : Deputy Manager / Manager / Sr. Manager

POSITION LOCATION Unit : India

Department : S&M

Section : Sales

Location : Chennai / Delhi / Pune / Kolkata

REPORTING RELATIONSHIPS

Positions to which reporting (Designation & Grade):

Administratively: Senior Sales Leader

Functionally: Senior Sales Leader

Positions reporting to this Position:

1) Sales Engineer

2) Sales Trainee

INTERFACES :

External : Clients, Consultants, Partners, Marketing Partners, Competitors

Internal : Other Cluster Sales Heads, Other Clusters Sales Leaders, BOOT Team, and Project Managers, Commercial, Treasury, Finance, Legal, HR, Business Development / Marketing, Proposal Engineers

KEY JOB RESPONSIBILITIES (Deliverables) :

The purpose of the Sales Team is to convert the quality inquiries into orders with reasonably good margin ensuring technically compliant and commercially competitive proposal that will help the India Cluster and WABAG to achieve its order booking target.

(1) Achieve Order Booking Targets with required Margins as per agreed Business Plan.

(2) Ensure submission of Technically viable and commercially competitive proposals as per Tender requirements

(3) Develop and Motivate Team Members

(4) Ensure smooth project transition

(5) Risk identification & Mitigation strategy

Key Responsibility:

1) Achieve order booking targets with required margins as per agreed business plan.

Job Activity

Read. Competency

Read. Proficiency Level

- Support Marketing Team during the pre-tender stage by Review input competition analysis and prepare counter strategies for winning.

- Review and provide the favorable specifications with support from the Proposal Team.Reviewing the commercial conditions of the tender

- Value addition in concept meeting, organized by the Proposal Team. Complementing proposal team in technology selection

- Preparing detailed internal Scope matrix between Partners, India Cluster and Technology Providers

- Conduct techno commercial strategy meeting and arrive at winning strategy

- Understand and Interpret evaluation procedure and strategies on optimization of loading and guarantees

- Identify contractual risks, Review of risk log from team, analysis and propose mitigation measures.

- Work on cost drivers and closely monitor the team working on the same, value addition and optimization of cost

- Negotiating & finalizing agreements with partners

- Prepare compliance documents

- Prepare project cost, direct cost, inter disciplinary cost, interconnection cost, statutory cost and arrive at recommended price

- Provide adequate input to take decision on Pricing / Negotiation to Senior Sales Lead

- Support marketing team for PQ preparation/order closure by justifying our price against budget and other constraints of the customer.

- Complement Contract review and Legal review with contract / legal team / commercial review

- Support Business Development to make the Bid Loss Analysis

Key Responsibility :

- Ensure timely submission of technically viable and commercially competitive proposal as per the tender requirements.

Job Activity :

Reqd. Competency :

Reqd. Proficiency Level :

- Prepare and ensure proper pre bid queries and discuss with the marketing team for the required replies

- Prepare and monitor the proposal plan

- Review, value add and optimize the inputs circulated within the team

- Evaluate inputs received from the commercial team and strategies- on the Taxes and Duties.

- Negotiate and Provide inputs to Senior Sales Leader to negotiate with Peers / other Cluster heads / JV Partners.

- Review Prequalification document received from Marketing and check the certificates for compliance

- Prepare Bid Security, Bid Forms, and Guarantees, Loading parameters

- Prepare Price Bid and Completeness

- Prepare post bid clarifications, discuss with team for proper answers and submission

- Provided support for Marketing to Discuss with Customer / Consultants on issues lacking clarity, technical discussions etc.

- Partners scope splits, JV agreements, Consortium, Nominated sub-contractor

Key Responsibility :

3) Develop And Motivate Team Members

Job Activity :

Reqd. Proficiency Level :

- Organize periodic one to one discussion with team members to understand their needs and to address their grievances.

- Nominate for suitable training programs to strengthen their expertise

- Handhold and provide on the job training/knowledge sharing session in developing the required skills for day to day activities.

- Review and discuss the progress and performance of the team members periodically towards the team goals and individual areas of improvements.

- Timely recommendation of suitable team members for internal awards and recognition in accordance with the HR policies

- Enable team to anticipate changes in team dynamics (due to change of members within a team) by providing them opportunities to develop in those areas and make them adaptable to those changes quickly.

Key Responsibility :

- Ensure Smooth Project Transition

Job Activity :

Reqd. Competency :

- Organize for handing over of the project to the execution team

- Ensure that the Execution Project is created without delay and informed to the project team

- Ensure that the CRS approval and IFS entry is completed in time

- Support project team in getting the relevant documents from the proposal team

- Ensure the closure of Internal Transfer Order between Cluster, JV Partners Scope Matrix and Order Value.

- Ensure timely closure of unambiguous contract.

- Ensure the order review, order acknowledgment and advance bank guarantee performance bank guarantee is submitted.

- Support Senior Sales Leader for project related challenges. JV / SPV company formation

- Insurance

Key Responsibility :

- Risk identification & Mitigation Strategy

Job Activity

Reqd. Competency

Reqd. Proficiency Level

- Prepare Cost and Contractual Risk and Evaluate Mitigation Strategy

- Ensure Project Specific Risk Log is prepared in line with Conceptualization and strategy.

- Prepare and Arrive Mitigation Strategy for Project Specific Risk Log

- Ensure discussion on Mitigation Strategy as per LOA and documentation

- Ensure provisions if any will be recorded and transferred to Bid