Regional Sales & Contracts Manager

at  MAN Energy Solutions

MAN Energy Solutions enables its customers to achieve sustainable value creation in the transition towards a carbon neutral future. Addressing tomorrow’s challenges within the marine, energy and industrial sectors, we improve efficiency and performance at a systemic level. Leading the way in advanced engineering for more than 250 years, we provide a unique portfolio of technologies. Headquartered in Germany, MAN Energy Solutions employs some 14,000 people at over 120 sites globally. Our after-sales brand, MAN PrimeServ, offers a vast network of service centres to our customers all over the world.
Regional Sales & Contracts Manager
We are seeking a qualified candidate to join our sales and contracting team in the Americas responsible for the development of long-term service contracts with customers in the marine and power sectors.
Candidates for this role should be proactive, organized, flexible and motivated to develop the company’s business and one’s own competence in multiple directions. The role requires the ability to interact and communicate appropriately with multiple stakeholders from the top to bottom of an organization, critical thinking, good reading/writing/listening skills and command of Word, Excel and PowerPoint.
Job Summary
The Sales Manager will be located in Panama City, Panama and work on sales projects within the Americas region. The general responsibility is to develop and close long term service agreements covering equipment ranging from engines to auxiliaries. Primary customers will be the owners or management companies of power plants and marine vessels. Business is typically high value and developed through the preparation of proposals for in-house leads or in response to customer tenders (RFPs).

• B2B Sales (networking, opportunity qualification, needs identification, response)
• Overseeing total proposal management (ensure prompt, accurate and compelling proposals)
• Interact/network with department management, global sales and tendering colleagues, and in-house technical/commercial/legal experts
• Proposal drafting using Word (adapting in-house templates to specific projects)
• Proposal calculation using in-house Excel models
• Proposal presentation to customer
• Adapting in-house contract templates to specific opportunities (in compliance with company guidelines)
• Contract negotiation with customer (remote or face to face)
• Travel as required to present proposals / negotiate-close contracts

Roles and Responsibilities

• Coordinate with local senior manager to identify and qualify opportunities
• Coordinate with tendering support in HQ to define scope, timeline and input costing
• Calculate proposal sales pricing in in-house Excel model using cost inputs from tendering colleagues
• Investigate, identify and incorporate other costs/inputs sourced outside company
• Review technical requirements in coordination with technical experts
• Develop/communicate proposal strategy to win project
• Write budgetary/firm proposal based on in-house offer templates
• Present / explain proposal to customer
• Manage contract negotiations with customer (initially with management support)
• Coordinate contract review/adjustment with input of in-house legal, technical, commercial experts and management
• Handover contract to execution team with presentation summary of essential terms and conditions
• Develop one’s own knowledge with respect to basic contract knowledge, pricing strategy, negotiation strategy etc., with support of in-house mentoring and on the job training.
• Work with integrity and trust in compliance with company guidelines
• Support other team members in day-to-day business

Qualification and Skills
We are looking for someone who can demonstrate the potential to develop a basic all-around B2B sales foundation combined with a reliable and proactive attitude. Skills and exposure to the following would be evaluated positively: