Required qualifications
- 15 years of experience working at or with nuclear utilities
- Deep understanding of Westinghouse technologies and capabilities
- 5+ years managing teams in challenging markets
- Technical leadership with business development acumen
- Commercial and technical customer interfacing experience
- Close deals oriented with proven deal closure capability
- Deep knowledge of customer operations and nuclear plant operations
- Understanding of nuclear utility buying processes
- Fluent English
About this role
Director of Engineered Solutions & Training and Resource Solutions for Westinghouse's EMEA and LATAM regions. Lead a commercial team managing ~$132M in annual orders, overseeing the full sales lifecycle from pipeline development through contract closure for nuclear utility engineering services.
Responsibilities
- Meet and exceed regional targets for Orders Entered, margin as sold, pipeline growth, and win/loss ratios; distribute targets to sales managers
- Lead opportunity development and sales funnel from identification through offer development and contract closure
- Develop and maintain technical and sales knowledge to support full regional portfolio across assigned business segments and product lines
- Support technical questions at multiple levels and facilitate interactions between business segments and customers during sales process
- Oversee capture strategy for opportunities including identifying bundling opportunities, cross-product coordination, and working with Product Management to define target pricing and costs
- Lead negotiations with clients through final contract signature, ensuring alignment with Account Managers, Product Management, Legal, Finance, and supporting organizations
- Facilitate negotiations with consortium partners where relevant
- Manage opportunities and data within the CRM tool for assigned opportunities
- Lead LOA and offer processes for significant opportunities (Level 2+) including presentation and stakeholder buy-in
- Manage team of Commercial Managers and Commercial Engineers within the region, driving capture strategies and customer engagement
Location, schedule, and travel
Remote; EMEA and LATAM regions
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