SALES LEADER –INDIA CLUSTER

INTERFACES
E1. External : Clients, Consultants, Partners, Marketing Partners, Competitors
E2. Internal : Other Cluster Sales Heads, Other Clusters Sales Leaders, BOOT
Team, and Project Managers, Commercial, Treasury, Finance,
Legal, HR, Business Development / Marketing, Proposal Engineers

Part 5 - KEYJOB RESPONSIBILITIES (Deliverables):

Purpose of the Sales Team is to convert the quality enquiries into orders with reasonably
good margin ensuring technically compliant and commercially competitive proposal that will
help the India Cluster and WABAG to achieve its order booking target.

(1) Achieve Order Booking Targets with required Margins as per agreed Business
Plan.
(2) Ensure submission of Technically viable and commercially competitive
proposals as per Tender requirements
(3) Develop and Motivate Team Members
(4) Ensure smooth project transition
(5) Risk identification & Mitigation strategy

Part 6 - CRITICAL JOB ACTIVITIES:

Please refer to the KEY JOB RESPONSIBILITIES in Part 5 above and for each responsibility
list the critical job activities below
Key Responsibility: 1) Achieve order booking targets with required margins as per
agreed business plan.
Reqd.
Reqd.
S.No. Job Activity Proficienc
Competency
y Level
Support Marketing Team during pre-tender stage
by
a) Review input competition analysis and
prepare counter strategies for winning.
L2, L4, L7,
1 b) Review and provide the favorable
L11,
specifications with support from the
Proposal Team.
c) Reviewing the commercial conditions of the
tender
Value addition in concept meeting, organized by
F6, F8, F31
the Proposal Team.
2 L2, L4, L9,
Complementing proposal team in technology
L11, L13
selection
Preparing detailed internal Scope matrix between F6, F8, F9
3
Partners, India Cluster and Technology Providers L2, L9, L11
Conduct techno commercial strategy meeting and F6, F12, F23
4
arrive at winning strategy L7, L10, L11
SALES LEADER –INDIA CLUSTER

Key Responsibility: 1) Achieve order booking targets with required margins as per
agreed business plan.
Reqd.
Reqd.
S.No. Job Activity Proficienc
Competency
y Level
Understand and Interpret evaluation procedure and
F6, F12, F23
5 strategies on optimization of loading and
L7, L10, L11
guarantees.
F6, F11, F31
Identify contractual risks, Review of risk log from
6 L4, L7, L8,
team, analysis and propose mitigation measures.
L10, L11
Work on cost drivers and closely monitor the team
F6, F10, F12
7 working on the same, value addition and
L2, L4, L7, L9
optimization of cost.
8 Negotiating & finalizing agreements with partners

9 Prepare compliance documents

Prepare project cost, direct cost, inter disciplinary F12, F31
10 cost, interconnection cost, statutory cost and arrive L4, L9, L10,
at recommended price L11, L13
F6, F12, F31
Provide adequate input to take decision on Pricing /
11 L2, L7, L8
Negotiation to Senior Sales Leader
L10, L11
Support marketing team for PQ preparation / order F12
12 closure by justifying our price against budget and L2, L8,L9,
other constraints of the customer. L11
Complement Contract review and Legal review with F12, F13, L2,
13
contract / legal team / commercial review L7, L8
Support Business Development to make the Bid
14 L7, L11, L12 3
Loss Analysis

Key Responsibility: 2) Ensure timely submission of technically viable and

commercially competitive proposal as per the tender requirements.
Reqd.
Reqd.
S.No. Job Activity Proficienc
Competency
y Level
Prepare and ensure proper pre bid queries and
F6, F23
1 discuss with the marketing team for the required
L8, L13
replies
2 Prepare and monitor the proposal plan L2, L3
Review, value add and optimize the inputs F6, F9
3
circulated within the team L2
Evaluate inputs received from the commercial team F31
4
and strategies’ on the Taxes and Duties. L7, L11
SALES LEADER –INDIA CLUSTER

Key Responsibility: 2) Ensure timely submission of technically viable and

commercially competitive proposal as per the tender requirements.
Reqd.
Reqd.
S.No. Job Activity Proficienc
Competency
y Level
Negotiate and Provide inputs to Senior Sales Leader to F12
5 negotiate with Peers / other Cluster heads / JV
L9, L10
Partners.
Review Prequalification document received from F6, F31
6
Marketing and check the certificates for compliance L11, L13
Prepare Bid Security, Bid Forms and Guarantees, F6, F31
7
Loading parameters L11, L13
F31
8 Prepare Price Bid and Completeness
L4, L13
F6, F31
Prepare post bid clarifications, discuss with team
9 L2, L8, L11,
for proper answers and submission
L12
Provided support for Marketing to Discuss with F6, F31
1 0 Customer / Consultants on issues lacking clarity, L2, L8, L11,
technical discussions etc. L12
Partners scope splits, JV agreements, Consortium,
1 1
Nominated sub-contractors

Key Responsibility: 3) Develop And Motivate Team Members

Reqd.
Reqd.
S.No. Job Activity Proficienc
Competency
y Level
Organize periodic one to one discussion with team
1 members to understand their needs and to L3, L15
address their grievances.
Nominate for suitable training programs to
2 L15
strengthen their expertise
Handhold and provide on the job
3 training/knowledge sharing session in developing L2,L5, L15
the required skills for day to day activities.
Review and discuss about the progress and
performance of the team members periodically L5, L8, L14,
4
towards the team goals and individual areas of L15
improvements.
Timely recommendation of suitable team members
5 for internal awards and recognition in accordance L15
with the HR policies
Enable team to anticipate changes on team
6 L5, L14, L15
dynamics (due to change of members within team)
SALES LEADER –INDIA CLUSTER

Key Responsibility: 3) Develop And Motivate Team Members

Reqd.
Reqd.
S.No. Job Activity Proficienc
Competency
y Level
by providing them opportunities to develop in those
areas and make them adaptable to those changes
quickly.

Key Responsibility: 4) Ensure Smooth Project Transition

Reqd.
Reqd.
S.No. Job Activity Proficienc
Competency
y Level
Organize for handing over of the project to the
1 L2, L3
execution team
Ensure that the Execution Project is created
2 L3
without delay and informed to the project team
Ensure that the CRS approval and IFS entry is F6, F12, F31
3
completed in time L2, L3
Support project team in getting the relevant
4 L2
documents from the proposal team
Ensure the closure of Internal Transfer Order
F6, F12, F31
5 between Cluster, JV Partners Scope Matrix and
L3, L8, L9
Order Value.
Ensure timely closure of unambiguous contract.
Ensure the order review, order acknowledgement F6, F12, F31
6
and advance bank guarantee performance bank L3, L4, L8, L9
guarantee is submitted.
Support Senior Sales Leader for project related
7 L2, L9
challenges. JV / SPv company formation
8 Insurance

Key Responsibility: 5) Risk identification & Mitigation Strategy

Reqd.
Reqd.
S.No. Job Activity Proficienc
Competency
y Level
Prepare Cost and Contractual Risk and Evaluate
1
Mitigation Strategy
Ensure Project Specific Risk Log is prepared inline
with Conceptualization and strategy.
2
Prepare and Arrive Mitigation Strategy for Project
Specific Risk Log
SALES LEADER –INDIA CLUSTER

Key Responsibility: 5) Risk identification & Mitigation Strategy

Reqd.
Reqd.
S.No. Job Activity Proficienc
Competency
y Level
Ensure discussion on Mitigation Strategy as per
3
LOA and documentation
Ensure provisions if any will be recorded and
4
transferred to Bid