Inside Sales Manager (ISM)

Jacobs Engineering Group


Role Objective

• Primary leadership of an inside sales unit towards supporting opportunity specific responses that incorporate strong win themes across the 3 LOB’s (Petroleum and Chemicals, Life Sciences/ Industrial & Building/ Infrastructure) in India. The primary responsibility of the ISM is to position us to win work & drive disciplined application of our three-phase Relationship Based Sales (RBS) Process:


o (1) develop and advance client relationships prior to opportunity identification (Opening Game);


o (2) strategically position us for specific opportunities (Middle Game); and


o (3) develop high-quality opportunity-specific response documents with

competitive and compelling sales messages to satisfy client business goals (End Game)


• Lead by example, Jacobs' Beyond Zero program to promote an incident and injury free culture. Be proactive in ensuring health and safety of bid team throughout


• Secondary leadership of the outside business development team towards identifying and growing profitable business opportunities across multiple lines of business.


• Organize, direct and motivate a multidiscipline pursuit team to develop high-quality opportunity-specific response documents with competitive and compelling sales messages to satisfy client business goals.


• Work with Capture Manager/Operations to develop innovative solutions, or leverage corporate network to identify existing capabilities, that respond to client challenges and create a distinctive competitive advantage. Connect with clients to help position on major pursuits.  


• Contribute to execution strategy & translate the Value Proposition& Win Strategy into key themes and produce compelling sales documents utilizing benefits statements, graphics, and proofs. Leverage global network to identify and put forward Jacobs’ unique capabilities and resources.


• Work with Sales Lead and Capture Manager/Operations to develop B&P estimate, gain approval, regularly monitor B&P spending, and report any significant variances to budgets


• Share sales materials, information, knowledge and best practices with other Inside Sales team members company wide

Key Duties & Measures

Lead, Develop and Manage a Competent Team

• Leadership ensuring Jacobs ethical and integrity standards


• Ability to manage a multi-cultural work force in an fair manner


• Ensure the teams are focused on achievement of sales and business growth objectives.


• Ensure clear open communication between the team members – no functional silos.


• Coach and mentor employees with respect to work processes, values and leadership.


• To actively encourage learning from wins and losses


• Provide feedback & carry out performance appraisals for members of the BD team and make recommendations for salary adjustments and professional development towards succession planning


• Develop and maintain qualification materials including project descriptions, experience matrices/overviews, safety and quality statistics, capability statements, etc. Specifically work with Operations to capture and develop performance proofs and client testimonials


• Implement sales procedures (including CRM) & work processes  


• Report status of sales spends vs budgets and attainment of new business targets


• Track opportunities progress weekly; develop and monitor progress on win strategies


• Periodically carryout competitor analysis


• Support Sales Leads and Operations in key Opening Game activities, e.g. client, competitor and market research, development of documented Core Client Strategies, participation in 10:1s, development of Executive Summaries and White Papers

• Actively work with operations to develop and implement Middle Game action plan, e.g. document due diligence in project brief, develop win plan, SWOT analysis, and Executive Summary, conduct Go/No Go and strategy review, identify execution team


• Plan, organize and direct all elements of End Game, e.g. analyze client request, develop response plan (bid & proposal (B&P) budget, response team, compliance check-list, response outline, schedule), initiate Go/No Go, conduct kick-off meeting, manage and work with team to develop response sections, refine Executive Summary, conduct in-progress reviews, schedule Pricing Reviews

• Keep abreast of industry and market / sector/ client and competitor activities & movements


• Support advancement of client relationships prior to opportunity identification;

Values & Behaviour

  • Lives the Beyond Zero culture and will have the crucial conversation when unsafe actions are witnessed.

  • Teamwork I Interpersonal Skills

  • Works effectively with others; strives to build strong working relationships with all stakeholders; goes the extra mile; is approachable; treats others with dignity and respect; supports diversity; strives to resolve conflicts.

Customer Focus

Knows their internal and external customers and what they need to deliver; strives to build strong working relationships; understands the customers' importance; goes the extra mile for the customer. Understands the market dynamics of clients, impact of policies, competitors

Planning and Organizing

Efficiently plans and organises work to ensure timely & quality delivery; demonstrates flexibility; Is a self-         starter; demonstrates attention to detail; ensures they understand what needs to be delivered and by when.

Business, Technical Competence &


Demonstrates solid business & functional competence for their level of experience and qualifications;

Makes informed, timely and effective decisions when undertaking their work.

Acts in an ethical manner with integrity; strives to be a role model for others; demonstrates a positive         attitude; takes an objective view of a situation; looks for positive outcomes; Represents Jacobs in a positive light


Leads by example; takes accountability; treats team members fairly, with respect and dignity; ensures the team has support; makes the tough decisions; has crucial conversations when needed; empowers team members where appropriate



Key Qualifications

• Undergrad degree; Bachelor of Engineering preferred

• Post graduate business management qualifications an advantage

Key Experience/ Knowledge / Skills

• Approximately 15-20 years of experience in the engineering and construction industry- could be client; sub-con or EPCm company

• Business Acumen including contract appreciation of contract terms and conditions

• Ability to plan

• Experience in downstream hydrocarbon, chemicals, petrochemicals sectors. Exposure to life sciences & infrastructure sectors would be a plus

• Ethical leadership skills with a strategic focus to create profitable business growth

• Ability to retain, identify, attract talent

• A key contribution in delivering a successful EPCm project

• Ability to articulate clear vision and direction and have good social, networking and presentation skills

• Knowledge of Indian business dynamics

• Ability to ensure unbiased and timely decision making

Key Role Authorities

• Administrative functions of inside sales team

• Review of bid pricing and ensuring completeness of bid

• Inside sales budget development, usage monitoring and reporting

• Deputize for VP BD

Primary Location

India-India Countrywide-Mumbai


Yes, 10 % of the Time

Job Posting

Jul 25, 2017, 9:54:20 AM

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Confirmed 22 hours ago. Posted 30+ days ago.

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