As a Back Office EPC Sales Manager:
- Interact with head of RC and ReG Industry Hub to review and prioritize the potential cases, decide the ones to focus on. - Interact with Valmet Sales office being responsible for the main (purchasing) EPC. Obtain project info, status, location, contacts and strategy. Agree Back-Office EPC approach and actions. Initiate agree activities. - Contact, interact with the Back-Office EPC key persons, initiate meetings and visit them FtF. - Present Value Proposition and Valmet global organization to support them in this project. Promote In-House Engineering support. - Organize Lunch Learn and/or other seminars / sessions. - When not known yet, obtain; Back-Office EPC role and organization, project AVL, requirement, specifications, scope and planning. - Obtain list of potential Licensors and OEM s. - Review specifications and verify compliance. - Influence Project requirements, specifications, compliance and AVL in favor of Valmet, personal contacts FtF meetings are essential in this approach. - Communicate with Valmet project team, report status, actions, planned activities and results. As a Licensor Manager:
- Map initiate the contacts and build the relationships with the key persons at the Licensor organization, internationally. - Review / analyze map our position within the Licensor for the different process technologies. Get copy of AVL with Valmet s status. - Know the process technologies from application, specification, solution selection and competition point of view - Determine the Valmet potential (where not yet on the AVL) and work-out a strategy and required actions, discuss within the team and initiate the actions - Organize Lunch Learn and/or other seminars / sessions - Build Value proposition and discuss with Licensor the Valmet potential, reach agreement of potential and agree actions. - Interact with Industry Management, Product-Line and RD when product developments are required to be on the AVL for the wanted applications / solutions. Business case to be built to justify eventual development needs. - Interact, communicate and roll-out Valmet status and plans with Sales organization, provide guidance on how to apply in Valmet s benefit in all applicable business types (PRO/MRO/Service/VCA). - Obtain maintain installed base of licensed technologies and corresponding Valmet IB. - Negotiate NDAs and Recommended supplier Agreements as needed. - Measure and follow-up implementation and results As a Early Phase Project Sales Manager for selected projects:
- Receive hand-over information strategy from LEAD phase - Contact and interact with the Early Phase EPC key persons, initiate meetings and visit them FtF. - Present Value Proposition - Organize Lunch Learn and/or other seminars / sessions - Obtain project AVL, requirement, specifications, scope and planning. - Obtain list of potential Licensors and OEM s. - Review specifications and verify compliance. - Build strategy that drives towards preferred position in the project building good foundation to be able to be successful in the FEED, BtB and Awarded phases - Influence Early Phase Project requirements, specifications, compliance and AVL in favor of Valmet, personal contacts FtF meetings are essential in this approach. - Report status, actions, planned activities and results - When project moves to the next phase, build and hand-over with support of the project hand-over document.
KPI s
- Back Office EPC Sales Manager
Back-office EPC contacts established, visited, Value Proposition presented, LL / Seminar planned and carried-out. Valved on AVL as accepted / approved supplier for focused scope. Potential Licensor + OEM list obtained. - Licensor Management:
New AVL listings / process technology approvals. New products in existing approved process. - Early Phase Project Management:
Key contact relationships established FtF visits took place, Valmet on the Project AVL, Valmet solutions comply with the project specifications and/or alternatives are accepted by the EPC, potential Licensor + OEM list obtained, project product strategy in place.
Interaction network - internal
- Global local project sales
- End User (Key) Account Management
- Industry management
- Product lines / RD
- Project Quotation team Project Quotation Management team
Interaction network - external
- Customer contacts related to the selected project / licensors
- Non- customer (sales related) project stakeholders like DCS suppliers, non-Valmet (complementary) product suppliers, etc.
Basic requirements of the position
- Technical education, Bachelor degree as a minimum
- Commercial experience / understanding / feeling, understand customer drivers, the related industry market, EPC business Valmet related strategy
- Valve knowledge is a pre
- Good/Excellent English language skills, verbal reading/writing
- Open social attitude enabling multi cultural interactions externally with customers and internally within Valmet own organization
- Leadership skills
- Open minded and creative thinking
- Self confident and able to work: -in a team, -lead a team, -as well as work self-dependent based on given tasks targets
- International traveling
