Technical Sales Manager - Offshore Wind Service UK/IE
Siemens plc
Total years of experience :21 years, 2 Months
• Responsible for all sales activities and stakeholder management relating to offshore sales opportunities typically in excess of £100m, from tender preparation, through contract negotiation, and then project handover.
• Initiation/drafting of tenders, assurance of proper technical and contractual handling, coordination of proposal development process.
• Maintain and develop contacts and relationship with customers on all levels and identify important stakeholders.
• Managing and coordinating efforts of the sales team as well as associated partners in the HQ/Product Line.
• Collect / analyze market and competitive data and drawing appropriate conclusions for Account Plans or ad hoc project sales.
• Assess potential risks in coordination with resource delivery.
• Responsible for the day to day running of the site and ensuring the site aspires to the Zero Harm philosophy.
• This position includes cost centre budgeting and control for the site, including the vetting and approval of any onsite upgrade and remedial works.
• Line management responsibility for reception.
• Initiatives include an updated visitor access process to include coloured lanyard for easy identification of access rights, fire marshal / first aider zoning and deputisation, and a healthy eating initiative.
• I also implemented a site induction process including TV based induction and a SharePoint based induction tracking, and fire marshal / first aider training tracking.
• Responsibility for a team of Bid Managers and Engineers, tasked with performing accurate cost calculations, logistics modelling, and technical proposal / contract development including drafting major tender and proposal responses.
• This position included recruitment, cost centre budgeting and control for the department.
• To facilitate better knowledge sharing and access amongst the sales teams, I overhauled the Sales & Bid intranet site to include our departmental action tracker, essential links, various document libraries, team sub-pages and conference no. booking facilities.
• In order to have a fully transparent and documented sales process, in line with the internal s process, I developed and implemented Go-No Go & Bid-No Bid process steps and documentation. This became the foundation for the ‘Project Booklet’ that recorded the entire sales process from pre-enquiry to handover.
• In order to have a controlled and consistent bidding process, particularly for high value or strategic projects, I developed a specific Major Project bid process, including drafting various forms, templates and instructions following a gap analysis.
• In order to half bid response times I’ve introduced various pre-approved blankets including separate pricing, and commercial and technical approvals.
• Throughout my time at Siemens, I’ve developed and maintained region specific cover letters, which then led into regional contracts and schedule templates, which the global versions are now based off.
• Responsible for all sales activities relating to specific sales opportunities, from tender preparation, contract negotiation, and then project handover. Depending on the particular sales opportunity I acted as either a Sales Manager or Proposals Manager, and in some instances both.
• Acted as Head of Sales for a 9 month period.
• Developed and negotiated a 10 year UK&I wide onshore post warranty framework agreement (450WTG+ / 1GW+) that was used as the basis for a global standard service agreement.
• Specifically led sales and negotiations on numerous multimillion pound contracts.
• Developed and negotiated 3 separate customer support agreements/frameworks.
• Developed a MS access based CRM tool to supersede the separate MS excel bases pricing and project databases that I also created.
• Responsible for training, mentoring and coaching more junior team members.
• Engineering building management systems to consultant specifications and client requirements, including the preparation of accurate descriptions, drawings/schematics and schedules, then the effective project management of the system installation.
• Preparation of contract programmes and the on-going meeting of those programmes, by BAS and sub-contract resources.
• Selection and procurement of equipment, materials, and sub-contract labour.
• Financial management of contracts, including forecasting costs to complete, raising applications and agreeing final accounts.
• Supervision and management of technical staff and sub-contract labour.
• Estimating contract variations in line with main contract conditions.
• Preparing and managing technically detailed tenders for distribution and power transformers ranging from small pole mount to large power transformers. As part of the UK sales team I have to deal with all enquiry types and ensure all project deadlines are met. Our team of 3 generated more than €40 million in sales per annum.
• Initiating contact with new customers, strengthening existing customer relationships and processing customer orders. Co-ordinating and liaising with factory planning, production and logistics to ensure prompt delivery of projects.
• Work on large renewable projects from feasibility, such as tendering for complete substations for wind turbines, arranging/supervising off-loading and transportation of units and compiling manuals/documentation.
• Updating the quotation and order database, producing reports and maintaining customer records to ensure they are accurate. Imputing up-to-date costs from the factories into the pricing system that I designed.
• After a short period of time at Pauwels I designed a program to calculate the cost of 95% of our transformer range and automatically generate a quotation, decreasing our response time and giving more accurate and consistent costs.
Mathematics - A Accounting & Finance - A Physics - A Chemistry - A