On behalf of our leading multinational client, we are looking to hire:
Job Summary:
The Construction Specialist plays a critical role of identifying, tracking progress, and positioning to win specification of CapEx projects for products that will increase the installed base, promote sales growth, and assure the business objectives of Global Construction by ‘winning install base to secure profitable MRO for the next generation’. The Construction Specialist has an in-depth understanding of the landscape of major CapEx projects including project stages, terminology, and the relationship dynamics between owner/operator, EPC, contractors, and package vendor OEMs. The Construction Specialist collaborates closely with the Regional Construction Manager and extended sales teams to build a strong pipeline of opportunities within the region.
Responsibilities:
- Actively develops the commercial strategy for capital project pursuits that s/he is leading and utilizes the framework and playbook for construction projects.
- Acts as the primary SSC construction sales contact and coordinator for construction sales growth, training, and planning.
- Develops close customer relationships at all levels within their key construction customers, driven by a defined account management plan and active project activity.
- Actively participates in both SSC and Global Construction project sales teams to maximize construction sales opportunities.
- Consistently and effectively applies the Capital Project Development Playbook to develop and execute clear strategies for the qualification, planning and development of focus new construction projects.
- Ensures Global Construction has clear visibility to the needs of active projects at all stages of development, clearly communicating changing project dynamics in a timely manner using the relevant tools available.
- Coordinating Sales Efforts in the FEED Phase:
- Collaborate with EPCs and engineering firms and design teams during the Front-End Engineering Design (FEED) phase of large construction projects to ensure the No Equal specification is included in the design.
- Engage directly with project managers, engineers, and procurement teams to educate them on the advantages of the solutions over competitors.
- Provide technical support and specification documents that align with the project’s requirements.
Policing During the EPC Phase:
- Work with the selected EPC (Engineering, Procurement, and Construction) contractor to ensure that the No Equal specification is enforced when awarding procurement contracts.
- Conduct periodic reviews of the procurement lists and vendor selections to verify compliance with the specified standards.
- Act as the point of contact for troubleshooting any deviations from the approved specification, ensuring corrective actions are taken to maintain the integrity of the project design and sales potential.
Maximizing Project Sales:
- Monitor the project’s lifecycle to identify additional opportunities for the products, solutions and services, such as replacements, training, on-site surveys, or application upgrades.
- Develop relationships with end-users to create a pipeline for future maintenance and replacement orders post-project completion.
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Analyze competitor actions during the EPC phase and adjust the sales strategy to safeguard theposition as the preferred supplier.
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Responds to requests for support from other SSCs in a timely and conscientious manner providing levels of responsiveness and insight that they would anticipate in return.
- Cultivates long-term relationships at all levels within customer organizations, including demonstrated ability to customer networker.
- Effectively uses industry research tools like EIC DataStream.
