Inside Sales Manager I

Role reports functionally to: Inside Sales Manager II / Inside Sales Senior Manager / Inside Sales Director (RISM) OR to the relevant Location Operations Lead

Primary Objectives

The primary responsibility of the Inside Sales Manager I (ISM) is to drive disciplined application of our Sales Process collaborating with all stakeholders (including all levels of Inside Sales Outside Sales operations management and marketing). By driving this process the ISM is expected to:

Develop and advance customer relationships prior to opportunity identification (Opening Game)

Work with the capture team to strategically position us for specific opportunities (Middle Game)

Develop highquality opportunityspecific response documents/presentations/interviews with competitive and compelling sales messages to satisfy customer business goals (End Game).

The ISM takes responsibility for deliverables and activities for opportunities of all sizes in all phases of the sales process as well as facilitates the completion of deliverables and activities owned by others through proper alignment/communication and/or escalation as required. The ISM collaborates with Sales Marketing and Operations to develop distinctive value propositions that enhance our customers competitive position. The ISM drives the organization to maintain accurate and updated account management and opportunity information on CSP.

Specific Activities

Strategic Marketing and Opening Game

Support Sales Leads and Operations in key Opening Game activities e.g. customer competitor and market research development of Core Customer Strategies participation in 10:1s development of Executive Summaries and White Papers and participation in Sprint campaigns.

For the industry sectors pursued by your office develop an understanding of our corporate regional and office qualifications including technical managerial commercial and competitive strengths that differentiate us in the marketplace.

Opportunity Leadership

Actively work with sales and operations to develop and implement Middle Game action plan e.g. document due diligence in project brief develop Win Plan (G to VP) SWOT analysis and Executive Summary Go/No Go and strategy review identify team.

Plan organize and direct all elements of End Game e.g. analyze customer request develop response plan (B&P budget response team compliance checklist response outline schedule) support Go/No Go conduct Pink Team conduct kickoff meeting manage and work with team to develop response sections refine Executive Summary conduct inprogress reviews prepare Red Team package incorporate Red Team input ensure ontime delivery of response.

Works with inside/outside sales and operating segments to identify response requirements and develop a realistic approach and schedule for the response and monitor progress against plan.

Translate the Win Strategy into key themes and drive them into sales documents through a disciplined storyboarding process that articulates compelling sales messages with benefits statements graphics and proofs.

Work with Sales Lead and Capture Manager/Operations to develop B&P estimate gain approval regularly monitor B&P spending and report any significant variances.

Work with Capture Manager/Operations to develop innovative solutions or leverage corporate network to identify existing capabilities that respond to customer challenges and create a

distinctive competitive advantage.

Liaise with Outside Sales and the Leadership Team to capture and develop the strategy.

Organizes and participates in responserelated meetings (internal and/or customer) as appropriate.

Coordinates response reviews and approvals.

Manage the successful development of compliant competitive and compelling Proposals RFIs Prequalifications and EOIs through effective collaboration across teams that include internal staff other business lines and or outside partners/suppliers.

Analyze the customer RFP main requirements and communicate them to the proposal team and management.

Develop a professionally produced proposal within customer defined timeframes and requirements.

Ensure the completed proposal aligns with the customer requirements and the RFP contains the win themes is correctly formatted and approved by the location management team.

Manage bid clarification process and maintain register to track clarifications during bid and postbid.

Assist on major proposals that are highly complex bids that may cross multiple offices business streams be joint ventures or be large values in excess of $100M.

Participate in the handover of successful proposals to the project team.

Prepares written and graphical elements of sales opportunity response documents such as proposals qualifications and presentations.

Coordinates production of response documents (printing copying binding shipping).

General Coordination

Lead by example HSE program to promote an incident and injury free culture. Be proactive in ensuring health and safety of opportunity team throughout.

Develop and maintain sales collateral materials including project descriptions experience matrices/overviews safety and quality statistics capability statements etc. Specifically work with Operations to capture and develop performance proofs and customer testimonials. Manage the knowledge database locally and globally as required to support the continuous and effective performance of the team.

Share sales materials information knowledge and best practices with other Inside Sales team members company wide.

Ensure that all sales documents comply with our brand and customer confidentiality requirements.

Ensure sales process closeout procedures comply with corporate assurance requirements.

Provide support to Global Sales e.g. timely preparation of press releases providing input to our Annual Report and support of Global Sales initiatives as appropriate.

Coach Inside Sales Coordinators (ISCs) in the sales process Inside Sales strategic concepts and specific functional skills; demonstrate leadership through efficient deployment and development of ISCs on opportunities owned by ISM.

Performs other duties as assigned.

Education: Bachelors degree with MBA (preferred). Similar working level obtained through relevant job experience may be accepted in lieu of degree level education.

Experience: 7 years of relevant experience in Sales and Project Management (preferred)

Technical: Excellent knowledge of MS Office (Word Excel Outlook PowerPoint) SharePoint online and Adobe software suite; technology savvy.

Other Key Attributes

Fundamental knowledge of commercial contractual and models and risks

Solid verbal and written communication skills in English (and other languages as applicable).

High tolerance in working under pressure handling multiple tasks with strict deadlines while maintaining focus on accuracy and attention to detail.

Able to maintain strong relationships with senior management and peers while pushing for positive schedule quality and strategic outcomes.

Highly organized with strong attention to detail.

Critical thinker; able to pose relevant questions to enable completion of lowdefinition tasks.

Reliable handson team player.

Ability to effectively manage own time and ability to work overtime when necessary.

Expected to operate with minimal supervision prioritizing own workload and proactively informing the Sales Management of workload issues.

Enthusiastic proactive open service minded and spontaneous working attitude and communication style.

Ability to protect sensitive and proprietary information.

Committed to quality and company values.