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Commercial Specialist
2 months ago
About the Role:
KBR's Integrated Solutions business is seeking a highly skilled Inside Sales / Proposals Specialist - Commercial to support the growth of our business unit. This role will lead commercial efforts on pursuits through the complete lifecycle of the bid process, collaborating with sales leads and operations leaders to position us to win work and support business growth.
Key Responsibilities:
- Lead the commercial aspects of the bid process, including close collaboration with Operations and Subject Matter Experts (SMEs) such as legal, tax, finance, compliance, commercial, and risk.
- Implement commercial strategies aligned with business objectives and pursuit requirements.
- Develop commercial principles and pricing models for pursuits and/or joint venture relationships.
- Undertake due diligence for commercial, legal, and financial risks.
- Prepare commercial submission documents in line with client requirements.
- Ensure compliance with internal policies and requirements throughout the bid process.
- Develop required approval paperwork and seek commercial approvals for bids in line with corporate requirements.
- Actively work with sales and operations to develop and implement upfront positioning action plans, including developing win plans, competitor analyses, and strategy reviews.
- Daily engagement with Senior Sales Manager to ensure accuracy of commercial submissions and meeting of deadlines.
- Update and maintain accuracy of data in the regional Client Relationship Management System for allocated pursuits.
- Collaborate with sales team to recognize efficiency via the share of materials, information, knowledge, and best practices.
- Ensure that prices and cost are benchmarked and represent value for money within competition and selection process.
- Support sales leads with external meetings, presentations, and negotiations as required.
- Manage the commercial and contractual elements of the Sales Handover Process.
- Support the regional operation to meet business objectives.
Requirements:
The ideal candidate will have typically acquired an undergraduate degree in engineering, science, procurement/subcontracts, or a similar discipline, and a relevant number of years of combined experience in risk management, contract administration, commercial management, business development, proposals management, project controls, estimating, and/or project engineering/management in a similar industry. Good understanding of sales/proposal principles is advantageous.
Key Competencies:
- Leadership and management - Performs assignments with light supervision and manages others in a matrix environment (including more senior individuals).
- Organization - High degree of planning and organizing skills.
- Proactive and decisive - A dynamic individual that makes things happen.
- Writing skills - Must be able to write commercial proposal text with persuasive and compelling arguments/justification.
- Creativity - Demonstrates creativity and foresight to develop innovative solutions/commercial offerings to differentiate KBR from our competitors.
- Interpersonal skills - Role requires frequent interchange of information and interaction with others. The individual must be an excellent communicator (including presenting to business leadership) and team player.
- Deadlines - Works well under pressure of tight deadlines.
- Flexibility - Some evening or weekend work will be required on tight bid deadlines. Overseas business trips may also be required.
- Commercial focus with comprehensive analytical skills and strong eye for detail and proficient in Excel analytics.
- Multi-tasking - Will be working on multiple activities/pursuits at any time and across our global organization.
About KBR:
At KBR, we partner with government and industry clients to provide purposeful and comprehensive solutions with an emphasis on efficiency and safety. With a full portfolio of services, proprietary technologies, and expertise, our employees are ready to handle projects and missions throughout their entire lifecycle, from planning and design to sustainability and maintenance. Whether at the bottom of the ocean or in outer space, our clients trust us to deliver the impossible on a daily basis.
Join KBR:
Working at KBR means being rewarded for your contributions. In addition to competitive benefits and professional development, our people are empowered to use all their potential, creating meaningful change for themselves and our clients. We attract the best minds in the world because our expertise thrives on creativity, resourcefulness, and collaboration. That is how we supply our clients with cutting-edge solutions and services.
