Sales Manager - Europe

Job Title: Sales Manager - Europe

Shaping energy solutions to empower sustainable connectivity.

We combine SNC-Lavalin’s project management expertise and ABB’s deep technological knowledge to create a company dedicated to substations – we are Linxon.

Linxon is a joint venture company set up by SNC-Lavalin and ABB to turnkey electrical AC substation projects, combining SNC-Lavalin’s project management expertise and ABB’s deep technological knowledge.

Linxon’s vision is to deliver the best market offer for turnkey substation projects through world-class power technologies and highest level of competence in managing infrastructure projects

Linxon – A Leading Engineering Company:
As one of the leading engineering companies, we help our customers with turnkey solutions in the field of substations for power transmission, renewable energy and transportation.
As a single point of contact we combine the accumulated knowhow of key-suppliers and contractors so that customers benefit from efficient solutions, increased industrial productivity and a lower environmental impact in a sustainable way.

Mission Statement:
Leads and develops the Linxon sales strategy for assigned markets within the European regional HUB to achieve or exceed order budget and profitable top line growth targets. Implement Linxon Global and Regional sales strategies in close coordination with Europe HUB sales and tendering team under the supervision of the Regional Head of Sales & Marketing.

Role Outline:
An exciting opportunity has been created for a Sales Manager to move into Linxon in a region targeted for growth. This position will support Linxon’s large turnkey substation projects business and we are looking for a committed sales professional to successfully deliver profitable and sustainable top line growth, the achievement of sales objectives and implementation within the assigned market area of the Linxon sales strategy.

Main Accountabilities:
The position of Sales Manager will have a variety of responsibilities including, but not limited to:
• Responsible for achievement of annual Sales Budget for assigned markets with required gross margin and risk mitigation in line with Linxon strategy.
• Participate in customer & partner market related events preparing and presenting Linxon substation solutions.
• Ensure that for each opportunity a high level of intimacy is developed with customers, key stake holders, developers and investors.
• Provide tender support including key information on client and competitor strategies for each project opportunity and target sales pricing. Validate the target sales price for the pursuit and tender up to contract signature.
• Build and maintain strong relationships at various levels with both existing and new customers and all relevant stakeholders.
• Drive and lead a proactive sales approach with a focus on delivering solutions which match or exceed customer evaluation criteria.
• Prepare sales plans using company tools including performing regular status reviews and propose recovery plans in cases of potential order shortfalls.
• Ensure company sales tools including the Linxon CRM system are regularly updated and their usage maximized to support market visibility for senior management teams.
• For each target opportunity assemble and lead a full capture team organization and strategy in collaboration with other stakeholders.
• Support tendering and SCM in selecting the correct external partners and key subcontractors and sub suppliers.
• Support the tender responsible in the preparation of and adherence to all internal risk and approval processes for each tender opportunity so that approval may be granted in a timely manner.
• Provide market data input to the HUB management including monthly sales order estimates for assigned markets, customer buying criteria, competitor trends and market overview reports
• Prepare and present in a timely manner win/loss analysis for each opportunity tendered.
• Working with the tendering team ensure on-time and complete technical and commercial tender submittal to the customer and lead technical and commercial negotiations with customer.

Position Interactions:
• Customer base in Europe
• Linxon Europe Sales & Tendering team
• Linxon Europe HUB management, operational and functional resources
• ABB & SNCL Front End Sales teams in Europe
• External partners
• Governmental bodies

Essential Skills:
• Preferably degree qualified in Engineering or a Business / Marketing discipline but with several years’ experience in an EPC contracting / large project delivery environment.
• Experience in power transmission / power systems an advantage.
• Result oriented and highly motivated professional with strong sales skills, tactical and strategic orientation.
• Ability to build and maintain strategic customer relationships at mid to senior level.
• Excellent written and verbal communication skills.
• Organizational skills and the ability to self-manage various sales and marketing activities.
• Analytical, structured and highly committed approach to work.
• An understanding of Contractual legal terms and conditions would be an advantage.
• Track record of delivering profitable and sustainable order volume growth in a large project environment.
• Willingness to travel extensively within the allocated markets.

Integrity & HSE:
• Ensure personal compliance with Linxon Code of Conduct, Ethics and Corporate governance
• Leadership on integrity
• Actively meet personal safety targets and promote a safe working environment including taking immediate action if observing unsafe acts