Inside Sales Manager
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Inside Sales ManagerKBR Sustainable Technology Solutions (STS) provides holistic and value-added solutions across the entire asset life cycle. These include world-class licensed process technologies, differentiated advisory services, deep technical domain expertise, energy transition solutions, high-end design capabilities, and smart solutions to optimize planned and operating assets.
Our Houston office is seeking an Inside Sales Manager to support the growth of our commercially focused inside sales team in the Americas business. Our business focuses on the upstream and downstream hydrocarbon and energy markets across the spectrum of onshore, offshore, brownfield, greenfield, operations and maintenance/industrial services and digital solutions. We offer a range of professional services from front end feasibility and conceptual studies through pre-FEED, FEED, detailed design, EPCm, PMC and a range of digitally enabled smart maintenance services focused on improving asset performance.
The primary responsibility of the Inside Sales Manager is to drive disciplined application of our sales process, efficient and accurate reporting, commercial leadership and proposal leadership/support. The Inside Sales Manager, in partnership with sales leads and operations leaders, positions us to win work and supports the growth of our business. This position reports to the Director of Global Sales Operations and Proposals.
Functional job responsibilities will include but are not limited to:
Act as regional Inside Sales focal point supporting the regional Sales Operation to meet business objectives
Identify, develop and lead a high performing Inside Sales team within a challenging and dynamic sales environment.
Collaborate with sales team to recognize efficiency via the share of materials, information, knowledge and best practices
Ensure that costs are benchmarked and represent value for money within competition and selection process
Produce sales reports for regional management, business unit and executive leadership
Update and maintain accuracy of data in the regional Client Relationship Management System
Improve day-to-day efficiencies (reporting, benchmarking)
Support on the production of sales budgets / targets and department budgets
Support sales and operations in research activities, including client, competitor and market research, development of core client strategies, participation in development of executive summaries and white papers
Lead the commercial aspects of the bid process throughout the lifecycle including close collaboration with Operations and Subject Matter Experts (SMEs)
Develop commercial principles and pricing models for pursuits and/or joint venture relationships
Actively work with sales and operations to develop and implement upfront positioning action plans, including develop win plan, competitor analyses, strategy reviews
Support sales leads with external meetings, presentations and negotiations
Undertake due diligence for commercial, legal and financial risks this includes seeking counsel from Legal, A&F, Tax, Treasury, Compliance, Anti-corruption / Due Diligence, Discipline Managers, Procurement / Subcontracts, Construction/Commissioning, Project Management, Operations, HR and Business Strategy to support proposals and negotiations to contract award.
Develop required approval paperwork and seek commercial approvals for bids in line with corporate requirements
Implement commercial strategies aligned with the business objectives and pursuit requirements
Manage proposal budgets
Support the Sales Handover Process covering the as-bid proposal, commercial and contractual elements
Prepare commercial submission documents in line with client requirements
Ensuring adherence to proposals procedures
Developing, coordinating and producing win themes and strategies – differentiating us from our competitors
Conducting interim and final reviews of bids prior to submission
Train and develop talent and skills within the team.
Required Education, Experience, & Skills:
Bachelor’s Degree in related field.
10+ years of combined experience (risk management, contract administration, commercial management, business development, proposals management, project controls, estimating and/or project engineering/management) in the engineering and construction industry.
Able to work in office at least 3 days a week and as needed.
A strong background in the hydrocarbon contractor industry across the upstream and/or downstream markets.
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 technical and commercial proposal text with persuasive and compelling arguments / justification for internal and external stakeholders.
Creativity – demonstrates creativity and foresight to develop innovative solutions / commercial offerings to differentiate KBR from our competitors
Deadlines – works well under pressure of tight deadlines
Flexibility – as part of a global team, our success depends on working across multiple time-zones, evening or weekend work will be required to deliver to our customers given the outreach of our global business. Overseas business trips may also be required.
Commercial focus with comprehensive analytical skills and strong eye for detail
Multi-tasking – will be working on multiple activities/pursuits/teams in parallel
Preferred Education & Skills:
Good understanding of sales / proposal principles, including a strong understand of contracts and contract risks.
Decarbonization – Energy Transition – Sustainability
KBR Benefits
KBR offers a selection of competitive lifestyle benefits which could include 401K plan with company match, medical, dental, vision, life insurance, AD&D, flexible spending account, disability, paid time off, or flexible work schedule. We support career advancement through professional training and development.
Click here to learn more: KBR Benefits
Belong, Connect and Grow at KBR
At KBR, we are passionate about our people and our Zero Harm culture. These inform all that we do and are at the heart of our commitment to, and ongoing journey toward being a People First company. That commitment is central to our team of team’s philosophy and fosters an environment where everyone can Belong, Connect and Grow. We Deliver – Together.
KBR is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, disability, sex, sexual orientation, gender identity or expression, age, national origin, veteran status, genetic information, union status and/or beliefs, or any other characteristic protected by federal, state, or local law.
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