POSITION TITLE :
Project & Service Contract Team Leader
JOB FAMILY : Sales Support
BUSINESS UNIT : Xylem LAR
REV. DATE : October2018
REPORTS-TO : GRADE :
GRADE : JOB OBJECTIVE
The principal purpose for this position is to :
Lead LAR regionProject & Service Contract (P&SC) team hub, dedicated to support Sales team in serving pumping and treatment ETO projects as well as service contracts opportunities in Latin America.
Position can be based in any country in the region, since P&SC team is scattered across different countries, operating as a virtual hub.
ETO Engineered to Order)
P&SC team is composed of pumping, treatment and service contract Application Engineers (AE), as well as project management and field service engineers.
P&SC team function is to support the sales team, by analyzing project specifications and conducting product and system selections and costing.
When a project or service contract is awarded, the P&SC team provides management support to control its execution and field service resources for installation and start-up supervision.
Responsible for optimizing the use of P&SC team resources, defining and implementing KPI (Key Performance Indicators) to monitor time to process quotations, win ratio, cycle times, etc.
Organize and supervise AE work, guaranteeing the generation of clean, on-time and cost competitive product and system selections, as well as integrated solutions to supportSalesteam proposals.
When a project or service contract is awarded, the P&SC team leader has to make sure a complete and clean Information Package is transferred from the AE & Sales Team to the Project Management and Field Service engineers, as well asto other internal stakeholders (Operations, Finance, Procurement, etc), in order to guarantee a correct execution.
Supervise order entry process to BU and vendors to meet all specification, documentation, testing and timing requirements.
Coordinateand controlproject and service contract execution and its milestones : timeline, hold points, progress payments, penalties, documentation, certificates, performance tests, shipments, installation, commissioning, start up, end user training, etc.
Work in close coordination with internal and external stakeholders to meet all project and contract requirements, while reducing execution costs to guarantee target margin.
Track project and service contract execution, generating and updating progress reports for follow up and control purposes.
Screening ofquotation opportunitiesbrought by the Sales Team,accepting only those falling under our company product scope, declining those not meeting this criteria.
Analyze project specifications to determine optimum product selection, clearly stating deviations and exceptions from specifications to be considered in proposals.
Work in coordination with Business Unit engineering departments to optimize product selection, both in terms of efficiency and cost.
Propose alternative solutionsto Sales Team, when our portfolio allows presenting a differentiated offering from competitors.
Establish fluent relationship with EPC and customer engineering departments, through Project Sales Engineers, in order to facilitate the process of influencing project specifications on an early stage.
Support Project and Service Contract Sales Engineers in conducting technical presentations to key engineering companies, contractor and end users.
Interact with other internal departments that support quotation process : M&C, operations, procurement, finance, ESH, etc.
Challenge Business Units in order to come up with best cost effective product offering.
Consider, in coordination with Business Units, Live Order Development when needed to fulfill customer project / specs requirements.
Maintain awareness ofcompetitors product features and new developments
Comply with Company ethics, trade policies and directives.
Work with components and solution suppliers (packagers, integrators, motors and engine manufactures, etc.) to complete product offering.
Work following standardized processes, monitoring, keeping, improving targeted metrics.
Describe IMPACT, COMMUNICATION, INNOVATION, KNOWLEDGE, RISK.
State formal education level, work experience, & specialization required. State additional professional, technical, skills or knowledge required.
Manage LAR P&SC team to deliver accurate, high quality and timely technical product and solution selections and costing for Projects and Service Contracts opportunities, including clean technical selections and complete list of exceptions and / or deviations, as well as detailed list of vendor drawings plus data commitment.
Control project and service contract execution, by providing management support, to guarantee meeting customer expectations and Xylem target costs and margins.
Effective, constant, close and clear communication with Direct Supervisor and Direct Reports, as well asEPC, Contractors, End Users, Project Sales Engineers and B.
U.s engineering department and all internal stakeholders participating in the execution of a project or service contract.
Present differentiated value propositions, considering Xylem premium product offering and local aftermarket support.
Contribute to reach a standard of excellence in project and service contracts management and execution.
Knowledge of Xylem pumping and treatment solutions portfolio and its applications (Flygt, Leopold, Wedeco, Goulds, Lowara, AC-
Fire, Custom Pump, Sanitaire, etc.).
Knowledge of pumping and treatment systems.
Advisable to have system s control knowledge.
Engineering Degree, Mechanical / Industrial / Electric.
5years in Application Engineering and Project Management senior positions.
5 years in pumping business
Mobility Requirements :
Domestic Travel : 10%
International Travel : 25%
Other Skills / Knowledge / Experience / Qualifications :
High sense of responsibility.
English good communication skills, written and spoken
Ability & knowledge to interact with technical counterparts in engineering companies.
Good knowledge of pumping & treatment systems.
Key Competencies / What specific behavioral requirements are key for delivering this role
N / A
Strong Technical Skills, knowledge about pumps & treatment systems and controls.
Excellent Communication Skills
Ability to work with low supervision levels
Be able to establish relations at all levels.
Continuous improvement mindset.
Positions Title :
Project & Service Contract Team Leader - LAR
KEY RELATIONSHIPS :
Internal : P&SC team, Project & Contracts Sales Engineers, BU engineering, operations, finance, procurement depts., etc.
External : EPCs, Contractors, End Users, Complementary Equipment Suppliers (motors, VFD, mech seals, baseplates, barges, etc).
Measures of Performance : Define Top 5 Measures of Success :
100% of clean offers (exceptions + deviations properly addressed and communicated)
100% on time delivery of project selections and costing.
Project and Service Contracts target cost reduction by X% during execution.
Proposal’s cycle time
Successful and timely management and execution of project and service contracts.
REGULAR TASKS : What are the daily activities? Show degree of accountability for each responsibility.
Full (Direct responsibility for the activity)
Shared (Share responsibility with a peer or other employee)
Supportive (Have input to duty but are not responsible, the position provides support)
ACCOUNTABILITY RESPONSIBILITIES % OF TIME
Manage AE team product selection and costing process.
Manage awarded projects and service contracts execution process.
Interact with external components / equipment suppliers
Assist Sales Team in offers preparation (technical & commercial)
Administrative Reports & Strategic Planning
DECISION MAKING AUTHORITY :
Management of P&SC team.
Product selection, costing process, projects and service contracts execution.
RESOURCES : Mobile phone
Xylem Water Solutions Job Description