Inside Sales Manager I

Job Description

51,000 people. 49 countries. Over 120 office locations.

We’re not just engineers. We’re a global team of data scientists, consultants, construction workers and innovators all working to create a better tomorrow. Every day, we help customers in energy, chemicals and resources get one step closer to solving our planet’s toughest issues. Climate change. The energy transition. Digital transformation. And how we can deliver a more sustainable world.

Whatever your ambition, there’s a path for you here. And there’s no barrier to your potential career success.

Key Accountabilities

Overview

1. Develop win plans and strategies that differentiate our offerings in a competitive bidding landscape.
2. Manage the successful development of compelling proposals, through effective collaboration across multiple offices, business lines, or sectors.
3. Lead complex, high-value, and/or strategically important bids, including joint venture opportunities.
4. Manage customer account activities, including market research, analysis, planning, and strategy.

Primary Objectives

The primary responsibility of the Inside Sales Manager (ISM) is to drive disciplined application of our Sales Process collaborating with all stakeholders (including all levels of Inside Sales, Outside Sales, operations, management, and marketing). By driving this process, the ISM is expected to:
– Develop and advance customer relationships prior to opportunity identification (Opening Game)
– Work with the capture team to strategically position us for specific opportunities (Middle Game)
– Develop high-quality, opportunity-specific response documents/presentations/interviews with competitive and compelling sales messages to satisfy customer business goals (End Game).

The ISM takes responsibility for deliverables and activities for opportunities of all sizes in all phases of the sales process, as well as facilitates the completion of deliverables and activities owned by others through proper alignment/communication and/or escalation as required. The ISM collaborates with Sales, Marketing, and Operations to develop distinctive value propositions that enhance our customers’ competitive position. The ISM drives the organization to maintain accurate and updated account management and opportunity information on CSP.

Strategic, Marketing, and Opening Game
– Support Sales Leads and Operations in key Opening Game activities, e.g. customer, competitor and market research, development of Core Customer Strategies, participation in 10:1s, development of Executive Summaries and White Papers, and participation in Sprint campaigns.
– For the industry sectors pursued by your office, develop an understanding of our corporate, regional and office qualifications including technical, managerial, commercial and competitive strengths that differentiate us in the marketplace.