expert in the field of Subsurface Utility Engineering (SUE), based in the US.
Establishing sales division in the US;
Lead qualification and generation in accordance to company's strategy and target segmentation;
Handle opportunity pursuits increasing in size ranging from small to large, with increasing experience levels;
Participate in opportunity pursuits from initial screening to contract closure and follow the sales “must have” requirements in all stages of the process;
Foster positive client relations on ongoing projects;
Prepare and present proposals which clearly describe the advantage of utilizing the company.
Five (5) years of sales experience in the field of SUE;
Two (2) years of consulting and/or construction project experience (preferred, but not required);
Strong relations and networking with infrastructure and construction Top Tier companies;
Strong relations and networking with governmental organizations in the industry of infrastructure and construction (e.g. DOT, PHMSA, FHWA, FRA, FTA etc.).
Candidate must have the abilities to:
Understand and apply key legal and commercial terms and strategies, differentiator identification and development, cross-selling and integrated solutions, early positioning, client evaluation criteria, bid/no bid development, risk identification, mitigation;
Build client relationships that are targeted and support business objectives;
Lead effective proposal preparation and development;
Target business opportunities and key accounts;
Develop differentiated solutions to meet client needs, as well as account planning and management;
Manage interfaces with key contacts;
Utilize selectivity, opportunity targeting, screening and closing;
Understand and listen to client needs;
Involve clients in project and strategic objectives, aligning goals;
Target the right level of the client, sell solutions to issues;
Maintain contact, gain feedback, and act upon results;
Implement call planning, establish objectives, and maintain key relationships.