Proposal Analyst

Position Summary

• Execute the sales strategy for [Company] Aftermarket in the specific segment assigned, striving to increase customer focus, responsiveness, and proposal accuracy.   Utilizing [Company]  products and services, focus on providing valued solutions to customers by bundling opportunities and “upselling”.  

Key Responsibilities, Accountabilities & Deliverables

• Work closely with Sales Team, Key Account Managers and Team Leaders to assist in the development of accurate customer proposals [budget and firm] and provide an appropriate solution to the customer while driving profitable growth to HNA, recognizing that a 24/7 approach is required for customer outages and when breakdowns occur.
• Work closely with Team Leader to meet sales / margin budget and forecasts and report on actual performance of assigned customers / markets.
• Meet Sales and Performance KPI’s in order to drive profitable growth and increase [Company] support of its installed base in North America, reporting on progress.
• Solve customer problems on site, as directed, in order to view equipment and assist in providing solutions directly to the customer.
• Assist Sales Reps in closing contracts by distinguishing [Company] proposals and capabilities.
• Evaluate requests, “upselling”, and bundling opportunities and assist in the development of proposals that meet or exceed customer expectations and drive profitable growth for the organization.
• Continually improve processes and procedures in order to improve customer response time and accuracy of all information through team based approaches and use KPI’s to track and measure performance.
• Continually gather critical site information about [Company] installed base, collecting it for the CRM system and using it to prospect for additional opportunities.
• Maintain close working relationship with Sales Reps, Sales Rep Network, Key Account Managers and customers in order to understand the competitive marketplace and propose plans/programs to leverage that knowledge to offer additional products and services for the benefit of customers and[Company] .
• Participate, as required, in marketing campaigns, trade shows and conferences in order to profitably grow the Aftermarket business.
• Follow safe work practices by attending all required EH&S training, reporting safety incidents and near misses on a timely basis and maintaining the goal of “zero” lost time incidents.

Key Performance Indicators

• Sales KPI’s  (to be developed)
• Growth of assigned territory/customer bases year on year
• Close rate of RFQ’s brought into the organization
• Internal proposal error rate metrics
• Gross margin erosion metrics related to proposal-specific tasks
• Performance KPI’s (to be developed)
• Quotation response time
• Customer satisfaction survey results

Experience, Competencies and Education
Essential

• High School degree
• Ability to create and maintain strong relationships with customers, employees and reps.
• An understanding of the market, product/service offerings and/or customer base.
• High moral and ethical standards; integrity is continuously apparent.
• Proficient in Microsoft Office Products – Word, Excel, PowerPoint, Outlook, etc.  Comfortable navigating the internet.
• Comfortable and effective working in the “virtual world”.
• Strong interpersonal skills – active listener, clear and concise communicator (both oral and written); proven collaboration skills.
• Ability to work in a dynamic environment covering multiple projects / proposals simultaneously.
• Strong analytical skills.

Desirable

• Bachelor’s Degree in business, technical or related field.
• 2 years of relevant business background including sales, product management, engineering, product development and/or field service.
• Experience with the Aftermarket side of selling highly engineered equipment and products, as well as services, through a sales rep. network.