Sales Manager BOP & Construction

About the role

Leverage Balance of Plant Engineering and Pre-Construction Management expertise to sell add-on services within UCC’s Strategic Markets. The position focuses on technically supporting sales and estimating activities, making sales calls with the UCC Field Sales team, contractor selection, sales proposal support, customer interaction, and training and development of UCC’s Sales engineering staff in Balance of Plant Engineering best practices and typical Construction activities.

Responsibilities

• Develop proposal opportunities and close sales for Construction and Balance of Plant (includes engineering and equipment) opportunities as an expanded offering where UCC is providing a design and supply quote for the various systems in the portfolio.
• Submit and update opportunities in the proposal database (Sales Manager Forecast Sheet).
• Lead the technical estimate and scope definition of assigned proposals; providing creative solutions to cost-effectively support BOP and Construction proposals.
• Achieve annual contract booking goals; including revenue and margin targets.
• Contribute to the annual Sales Plan to ensure market outlook is accurate.
• Review and comprehend the internal UCC processes for BOP and Construction and ensure the correct estimating and execution steps are followed.
• Edit, amend and/or update internal UCC estimating processes as necessary to ensure they align UCC with industry expectations.
• Review, comprehend and assist in maintaining UCC Corporate Safety policies to ensure alignment with Customers, partners and subcontractors.
• Review technical system designs and develop division of responsibility between UCC, outside engineering partner(s) and installing contractors.
• Develop and manage an estimating database for the purposes of creating internal installation pricing that will be used to verify, confirm and compare against Owner budget expectations as well as Contractor/Partner priced proposals for various projects.
• Develop and maintain an internal UCC database of BOP and Construction budgets that can be used and applied to future internal estimates, compare against Partner proposals as well as comparing to actual costs.
• Provide pricing estimates for various project opportunities within, or before, the timeframe expected by the Customer to meet their internal sense of urgency.
• Collaborate with UCC personnel to define and drive action which maximizes Customer satisfaction and UCC profitability.
• Attend Sales Calls with UCC Field Sales Team to help drive the value proposition, develop proposal opportunities and close sales (obtain orders).
• Build and maintain relationships with key Customers, engineering partners and contractors.
• Attend industry conferences and tradeshows, as necessary, to support sales efforts and maintain industry relationships.
• Proactively work cross-functionally with other UCC departments/functions to effectively meet common goals.
• Identify and coordinate training of UCC Sales Engineering staff.
• All other duties as assigned.

Requirements

• A Bachelor of Science in Engineering (Mechanical, Civil) or Construction Management/Technology is required.
• At least 7 or more years of experience in engineering/construction in utility, industrial power or related industries.
• 5 or more years of experience with construction means and methods as to provide value engineering opportunities for Customers.
• Evaluate technical drawings or project proposals and accurately interpret scope and develop a strategy for the division of responsibility between UCC, engineering partner(s) and contractor.
• Technical writing or proposal development experience.
• Broad experience covering contract execution disciplines with a proven track record of successes.
• General business acumen.
• Demonstrated capabilities in collaborating with others to perform proposal/project tasks within a team environment in a weak matrix organizational structure.
• Work experience with a privately held company will be beneficial.

Skills

• Strong organizational skills with the ability to manage multiple opportunities/proposals and deal with ambiguity and competing priorities.
• Excellent communication and presentation skills.
• Motivated, with a focus on results.
• Leadership skills with technical knowledge mentoring emphasis.
• High energy and commitment.
• Must be willing to travel 50% of the time or more as opportunities dictate.

Essential Physical Abilities

• Ability to climb up and down stairs and ladders.
• Ability to lift up to 50 lbs.
• Ability to walk around power plants for an extended time.

Core Values and Beliefs

• People – we trust and invest in our people, unlocking their full potential and they always come first.
• Teamwork – we respect others and create a collaborative working environment of inclusion and inspiration.
• Integrity – we are truthful and respectful to customers, employees, community and suppliers.
• Customer Satisfaction – we keep existing customers by delivering exceptional customer service.
• Innovative – we encourage resourceful problem solving in the face of adversity.

Pay

Base Pay Range: $150K - $180K annual pay based on skills and experience.

Other Compensation: Bonus Eligibility - incentive pay of up to 20% of base salary – based on the details covered in the sales incentive plan.

Benefits

• Insurance: Medical, Dental, Life, Disability, Employee Assistance Programs and Voluntary Options such as Vision, HSA, FSA (Medical, Dental, Vision and Dependent Care), Accident, Identity Theft, Legal coverage.
• Retirement: 401(k) with up to 4% company match, Pre-Tax and Roth Options, and discretionary Annual Profit-Sharing contribution.
• Time Off: 10 days of Vacation, Vacation Purchase Plan up to 10 days purchased per year, 5 days of Sick and 10 Holidays, Parental Leave, FMLA.
• Miscellaneous: Student Debt Assistance, Tuition Reimbursement, Certification and License Reimbursement, Personalized Professional Development Plans and Career Path Options.