Inside Sales / Commercial Specialist

KBR · Chennai

Title:

The Inside Sales Coordinator is a key member of the sales department and will be responsible for
supporting the Business Development Managers in achieving our sales target outcomes. The Inside Sales
Coordinator is an integral member of the team on all pursuits and works closely with the business
development manager and proposal leader in completing all commercial activities. This position requires
a high energy self‐starter individual that thrives on fast pace assignments, change, deadlines and working
outside of their comfort zone.

Responsibility

Responsible for supporting the sales process integrity within the sales organisation, through
engagement of core business functions. This includes seeking legal counsel, A&F, tax, treasury,
compliance, anti-corruption / due diligence, project management / operations and estimating,
HR and business strategy to support the activities and approvals of business transactions through
pursuit proposals and negotiations to contract award.

The role also includes:

Lead interaction with all commercial SMEs, including operations, legal and A&F
Developing and managing full commercial pricing models, and terms and conditions

submissions

Developing first pass of all necessary paperwork for approval meetings
Supporting development of presentations for executive management
Supporting the development of commercially concise, targeted sales proposals
Replying to all client enquiries in a timely and accurate manner
Writing up and compiling sales reports, activity reports
Provision of thorough documentation and administrative records
All other tasks required to get a proposal out of the door
Assist Inside Sales Managers and Sales Leads to identify competition, research client

history, analyze client requests, and recommend sales strategy. Participates with
sales in bid decisions, strategy meetings, kickoff meetings, and commercial and
contractual reviews.
• In conjunction with sales, communicate to management all significant activities with
regards to new work prospects, ongoing projects, current proposals and client visits
• Maintain an awareness of marketing decisions, status of client proposal evaluations
and acceptance as well as contract negotiations

• Ensure that updated sales information is maintained for the Business Group,
including contract awards, sales activity and sales prospects in salesforce
• Support the development of the KBR Strategy-to-Win (STW) strategy to guide the
proposal/presentation process
• Interfacing with the proposal manager or Inside Sales Manager and risk/commercial
manager to make sure all proposal efforts meet their objectives.

Ensuring that all documents comply with KBR governance requirements.
Support executive visits by preparing intelligence information such as briefing

documents, sound bites, client biographies.

Experience

Skills will have been typically acquired through completion of an undergraduate degree in
engineering, science, quantity surveying or similar discipline and five or more years of combined
experience (sales, engineering, construction or operations) in the engineering and construction
industry.

Candidate is expected to show a keen interest in all commercial (pricing, contracts and risk
management) aspects of how we execute work. Seeking a candidate with the desire to
understand the business side of the industry.

Key Competencies
• Flexible to handle and work with the time zone differences between India, Europe and
Americas as and when required.

Leadership and management – perform assignments with light supervision and focus

Proactive and decisive – an individual that makes things happen
Interpersonal skills – by their nature bids require frequent interchange of information

and interaction with others

Strong analytical skills
Deadlines – works well under pressure of tight deadlines
Flexibility – evening or weekend work will be required on tight bid deadlines
Strong attention to detail – must ensure we issue documents with no mistakes
Working outside of comfort zone
Team player – this role requires working in teams to achieve outcomes
Communications – both written, verbal and presentation
Willingness to learn and develop

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