Goal:

Pre-sales engineering, design and estimation during project design or proposal phase. Active partner with local sellers and sales managers to:

• Own local relationships and be part of commercial team.
• Analyze and qualify pipeline with the sales team weekly.
• Align presales technical support to develop and support winning strategies.
• Drive GCOE delivery of results, quality, and value-add to your territory.

Leverage and utilize a team of GCOE resources. Responsible to own the strategy and achievement of Metrics & KPIs. Capacity utilization across multiple squads, when applicable. Competency development, training and upskilling. Control KPIs.

Main Activities:

• Lead/ be accountable for engineering and solutions in the pre-sales phase in creating and delivering compelling end-to-end solutions for your domain.
• Build detailed techno-commercial proposal and associated documents to finalize and present to clients, ensuring technical procurement for an optimal cost solution.
• Interpret engineering drawings and specifications to develop and provide designs in compliance with contract drawing, site coordination, and site installation requirements.
• Identify risks and plan actions/ provisions for mitigation. Perform on-site data collection at customer facilities.
• Systems design, inter-trade design coordination with architects, construction managers & guide/ validate detailed designs.
• Able to build artifacts and present/demonstrate to our customers in coordination with Sales.
• Provide consultation for high value/complex projects. Support the sales team in the qualification, analysis and presentation of a suite of products and services to existing and prospective clients.
• Collaborate with the sales team to identify new business opportunities and provide strategic input on sales strategies.
• Build and maintain relationships with key decision-makers and stakeholders within client organizations.
• Stay up to date with industry trends, emerging market developments and associated technologies to ensure that the organization's solutions remain relevant and competitive.
• Provide guidance and mentorship to the pre-sales team, including coaching on sales techniques and solution selling.
• Maintain a deep understanding of the organization's System Integration portfolio and its capabilities.
• Coordinate with Cost Competitive Centers to assign cases, balance resources, fix priorities and optimize efficiencies, when applicable.

Requirements:

• 5+ years of experience in the Industrial Refrigeration industry with domain experience in design, engineering and/or solutions, pre-sales roles in organizations of repute.
• Sound knowledge of systems and equipment with the ability of solution innovation to create a clear differentiator through solutions.
• Deep understanding of JCI´s competitors and customers’ demands in appropriate domain, thus developing cost-effective solutions to increase winning probability
• Excellent communication and presentation skills, with the ability to effectively convey complex technical information to non-technical audiences.
• Strong leadership and team management skills, with a demonstrated ability to mentor and coach sales and pre-sales teams.
• Understanding of regulations, certifications and industry standards.
• Understanding digital technology solutions, including cloud computing, and data analytics is an added advantage.
• Experience working in a fast-paced, dynamic environment with the ability to manage multiple priorities and meet deadlines.
• Strong analytical and problem-solving skills. Ability to work in a matrixed environment.