Inside Sales / Proposals Specialist (Commercial)

KBR’s global business comprises two main segments – Sustainable Technology Solutions (STS) and Government Solutions (GS). This role sits within STS in the Integrated Solutions business unit. Integrated Solutions is the engineering and project delivery group providing services which include front-end and detailed engineering, procurement, construction services, and program management primarily in the hydrocarbons and energy transition industries.

KBR Integrated Solutions business is seeking an Inside Sales / Proposals Specialist - Commercial to support the growth of our business unit. The primary responsibility of the Inside Sales / Proposals Specialist - Commercial is to lead commercial effort on pursuits through the complete lifecycle of the bid process. The Inside Sales / Proposals Specialist (Commercial), in partnership with sales leads and operations leaders, positions us to win work and supports the growth of our business. This position reports to the Senior Manager, Sales.

The Inside Sales / Proposals Specialist (Commercial) will:

• Lead the commercial aspects of the bid process including close collaboration with Operations and Subject Matter Experts (SMEs) such as legal, tax, finance, compliance, commercial and risk.
• Implement commercial strategies aligned with the business objectives and pursuit requirements.
• Develop commercial principles and pricing models for pursuits and/or joint venture relationships.
• Undertake due diligence for commercial, legal and financial risks.
• Prepare commercial submission documents in line with client requirements.
• Ensure compliance with internal policies and requirements throughout the bid process.
• Develop required approval paperwork and seek commercial approvals for bids in line with corporate requirements.
• Actively work with sales and operations to develop and implement upfront positioning action plans, including developing win plans, competitor analyses and strategy reviews.
• Daily engagement with Senior Sales Manager to ensure accuracy of commercial submissions and meeting of deadlines.
• Update and maintain accuracy of data in the regional Client Relationship Management System for allocated pursuits.
• Collaborate with sales team to recognise efficiency via the share of materials, information, knowledge and best practices.
• Ensure that prices and cost are benchmarked and represent value for money within competition and selection process.
• Support sales leads with external meetings, presentations and negotiations as required.
• Manage the commercial and contractual elements of the Sales Handover Process.
• Support the regional operation to meet business objectives.

Skills will have been typically acquired through completion of an undergraduate degree in engineering, science, procurement/subcontracts or similar discipline and a relevant number of years of combined experience (risk management, contract administration, commercial management, business development, proposals management, project controls, estimating and/or project engineering/management) in a similar industry. Good understanding of sales / proposal principles would be advantageous.

Key Competencies:

• Leadership and management - Performs assignments with light supervision and manages others in a matrix environment (including more senior individuals).
• Organisation - high degree of planning and organising skills.
• Proactive and decisive – a dynamic individual that makes things happen.
• Writing skills – must be able to write commercial proposal text with persuasive and compelling arguments / justification.
• Creativity – demonstrates creativity and foresight to develop innovative solutions / commercial offerings to differentiate KBR from our competitors.
• Interpersonal skills – role requires frequent interchange of information and interaction with others. The individual must be an excellent communicator (including presenting to business leadership) and team player.
• Deadlines – works well under pressure of tight deadlines.
• Flexibility – some evening or weekend work will be required on tight bid deadlines. Overseas business trips may also be required.
• Commercial focus with comprehensive analytical skills and strong eye for detail and proficient in excel analytics.
• Multi-tasking – will be working on multiple activities/pursuits at any time and across our global organisation.

When you become part of the KBR team, your opportunities are endless. Through collaboration with our customers, we’re defining tomorrow’s challenges, then providing the solutions and services to overcome those challenges, always maintaining our commitment to total safety and reliability. At KBR, we partner with government and industry clients to provide purposeful and comprehensive solutions with an emphasis on efficiency and safety.