Job Description
In this Role, Your Responsibilities Will Be:
Pursuit Strategy & Execution
- Lead a customer centric team of resilient high performers who are technically savvy knowledgeable of the Capital Project Pursuit Sales process
- Identify, qualify, and advance strategic capital project opportunities from early discovery through contract award while maintaining an accurate long-range pipeline.
- Develop and execute structured pursuit strategies in collaboration with Sales, Solutions Architects, and Proposals teams.
- Establish stakeholder relationship maps for key End Users, EPCs, and decision makers, ensuring coordinated engagement plans.
- Facilitate pursuit governance, ensuring clear roles, milestones, and decision checkpoints across complex pursuits.
Organizational Leadership
- Build, lead, coach, and develop a high-performing pursuit organization consisting of Project Discovery Analysts and Project Pursuit Specialists.
- Drive performance management, capability development, and continuous skill growth within the pursuit team.
- Foster a customer-centric culture focused on disciplined execution and value creation.
Cross-Functional Orchestration
- Enable early technical engagement by coordinating Solutions Architects to influence specifications and position Measurement Solutions technologies.
- Partner with Proposals Leadership on bid strategies, risk assessments, and commercial alignment.
- Coordinate with Global Centers of Excellence (Pune, Cluj, Singapore) to support pursuit development across engineering, project management, fabrication, and supply chain.
Operational Discipline
- Ensure disciplined use of CRM, pipeline management tools, and pursuit governance processes.
- Monitor pipeline health, pursuit progress, and conversion metrics to drive continuous improvement.
- Ensure compliance with internal governance, approval thresholds, and commercial processes.
- Protect and strengthen long-term customer relationships
- Maintain productive and transparent internal collaboration
- Ensure compliance with pursuit governance and approval thresholds
- Record all customer interactions and pursuit updates in CRM
Metrics & KPIs
- Pipeline velocity and stage conversion rates
- Win rate and contribution margin adherence
- Forecast accuracy
- Throughput and pursuit cycle time
- Early engagement rate (Pre-FEED / FEED influence)
Post-PO expansion and upselling success
