Lead Sales Specialist 2 - Proposals

03 Oct 2016
29 Oct 2016
Oil and Gas
Contract Type
Full Time
To work towards opportunity identification, customer relationship building, carry out approvals for commercial aspects of contracts in bidding stage, working out target price levels, gather competition intelligence and create, update and maintain opportunity database. To coordinate with all project functions and with customer representative for all aspects of deal closing.

Essential Responsibilities

• Identification of opportunities for ESPs and FGDs in coal fired power plant segment and follow up on deal closing of ESPs and FGDs.
• Building Relationships with Customer
• Elicit requirements using interviews, document analysis, requirements workshops, surveys, site visits, business process descriptions, scenarios, business analysis, task and workflow analysis
• Critically evaluate information gathered from multiple sources, reconcile conflicts, decompose high-level information into details, abstract up from low-level information to a general understanding, and distinguish user requests from the underlying true needs.
• Proactively communicate and collaborate with external and internal customers to analyse functional and technical requirements and deliver the following artefacts as needed: Functional requirements (Business Requirements Document), scope, technical requirements documents, detail design document, financial evaluation model, project plan
• Collaborate with engineers and subject matter experts to establish the technical vision and analyse trade-offs between usability and performance needs.
• Prepare, document and communicate results and recommendations for proposals made to end customers
• Collaborate with Commercial team to identify risks and opportunities for a particular project and arrive at an acceptable mitigation strategy
• Prepare target prices with reference to Market Benchmarks and supporting rationale for the same.
• Preparation of commercial contract documents for projects under bidding stage
• Proactively work on development of bidding strategy for projects and prepare statutory documentation for Public Sector projects
• Follow up with customers for last mile activities to ensure meeting order book criteria
• Preparation of internal documentation for reviews and internal processes


• Order Book against annual business plan
• On time performance in statutory documentations
• Centralised project database updation
• Reach out to customers
5.3 Autonomy
• Area(s) where the position holder is the decision maker:
• Opportunity identification and building pipelines;
• Stop the work, where ethics & compliance is endangered .
• Area(s) where the position holder provides recommendations:
• Develop internal systems to improve working efficiency with Customer Focus.
• Suggest improvement in processes if required.

Desired Characteristics

Mandatory (MUST)
• Engineering Graduate (Mechanical / Power Engineering Preferred)
• Knowledge on coal fired thermal power plants;
• Knowledge on commercial terms and conditions for EP and EPC contracts;
• Presentation skills
Desirable (NICE TO HAVE)
• Domain Knowledge of power plant systems with special emphasis on ESP, FGD etc
• Knowledge of project sales involving supply and services.
• Knowledge coal fired market in India