UCC Environmental (UCC) is a privately held company founded in 1920. Traditional business focuses on design, supply and service for material handling systems for coal combustion residuals (fly ash, bottom ash, mill rejects, etc.), the by-product of electricity and steam power production plants as well as wastewater treatment systems associated with various plant site water streams. Custom-engineered designs are based on Customer specifications, laboratory test data, and UCC design standards that have been proven by experience, which has made them the North American industry leader and a globally renowned material handling company. In some cases, UCC will take on full, turnkey responsibilities for a customer where it helps to ensure Customer Satisfaction.

UCC is a progressive well-run company, with excellent Customer relationships in Power Generation and Heavy Industrial markets where there are needs specific UCC technology solutions. It has developed a business strategy encompassing market growth through a variety of channels, including expanded international sales coverage. The Company has strong sales channels in North America, and currently possesses emerging sales channels in EMEA and Asia-Pacific (AP).

The UCC corporate office is in Waukegan, IL approximately twenty-five miles north of Chicago. In addition, the Company has a manufacturing/warehousing facility in Pleasant Prairie WI and warehousing locations in Germany and China. Global Engineering offices are located in Waukegan, Moers, Germany and Pune, India. Global supply chain functions are managed in Waukegan, Moers and Pune, with additional Purchasing and Quality Control personnel permanently based in Shanghai. International Sales offices are located in Moers, Bangkok, Beijing and Pune.

PRINCIPAL FOCUS OF THE POSITION

The focus of the position will be to leverage Balance of Plant Engineering and Pre-Construction Management expertise to sell add-on services within UCC’s Strategic markets. Primary responsibilities will include technically supporting sales and estimating activities within the UCC markets. The role will also include making sales calls with UCC Field Sales team, Contractor selection, Sales proposal support, Customer interaction as well as training and development of UCC’s Sales engineering staff in Balance of Plant Engineering best practices and typical Construction activities.

Candidate must have demonstrated capabilities in collaborating with others to perform proposal/project tasks within a team environment within weak matrix organizational structure. Work experience with a privately held company will be beneficial.

The Sales Manager – BOP & Construction will:

• Develop proposal opportunities and close sales for Construction and Balance of Plant (includes engineering and equipment) opportunities as an expanded offering where UCC is providing a design and supply quote for the various systems in the portfolio.
• Submit and update opportunities in the proposal database (Sales Manager Forecast Sheet).
• Lead the technical estimate and scope definition of assigned proposals; providing creative solutions to cost effectively support BOP and Construction proposals.
• Achieve annual contract booking goals, including revenue and margin targets.
• Contribute to the annual Sales Plan to ensure market outlook is accurate.
• Review and comprehend the internal UCC processes for BOP and Construction and ensure the correct estimating and execution steps are followed.
• Edit, amend and/or update internal UCC estimating processes as necessary to ensure they align UCC with industry expectations.
• Review, comprehend and assist in maintaining UCC Corporate Safety policies to ensure there is alignment with Customers, partners and subcontractors.
• Review technical system designs and develop division of responsibility between UCC, outside engineering partner(s) and installing contractors.
• Develop and manage an estimating database for the purposes of creating internal installation pricing that will be used to verify, confirm and compare against Owner budget expectations as well as Contractor/Partner priced proposals for various projects.
• Develop and maintain an internal UCC database of BOP and Construction budgets that can be used and applied to future internal estimates, compare against Partner proposals as well as comparing to actual costs.
• Provide pricing estimates for various project opportunities within, or before, the timeframe expected by the Customer to meet their internal sense of urgency.
• Collaborate with UCC personnel to define and drive action which maximizes Customer satisfaction and UCC profitability.
• Attend Sales Calls with UCC Field Sales Team to help drive the value proposition, develop proposal opportunities and close sales (obtain orders).
• Build and maintain relationships with key Customers, engineering partners and contractors.
• Attend industry conferences and tradeshows, as necessary, to support sales efforts as well maintain industry relationships.
• Proactively work cross functionally with other UCC departments/functions to effectively meet common goals.
• Identify and coordinate training of UCC Sales Engineering staff.
• All other duties as assigned.

Education and Experience:

• A Bachelor of Science in Engineering (Mechanical, Civil) or Construction Management /Technology is required.
• At least 7 or more years of experience in engineering/construction in utility, industrial power or related industries
• 5 or more years of experience with construction means and methods as to provide value engineering opportunities for Customers.
• Evaluate technical drawings or project proposals and accurately interpret scope and develop a strategy for the division of responsibility between UCC, engineering partner(s) and contractor.
• Technical writing or proposal development experience
• Broad experience covering contract execution disciplines with a proven track record of successes.
• General business acumen

Characteristics:

• Strong organizational skills with the ability to manage multiple opportunities/proposals and deal with ambiguity and competing priorities.
• Excellent communication and presentation skills
• Motivated, with a focus on results
• Leadership skills with technical knowledge mentoring emphasis
• High energy and commitment
• Must be willing to travel 50% of the time or more as opportunities dictate.

Essential Physical Abilities:

• Ability to climb up and down stairs and ladders.
• Ability to lift up to 50 lbs.
• Ability to walk around power plant for an extended time.

Core Values and Beliefs

Must be aligned with Core Values and Beliefs that drive UCC’s existing corporate culture.

• People – we trust and invest in our people, unlocking their full potential and they always come first
• Teamwork – we respect others and create a collaborative working environment of inclusion and inspiration
• Integrity – we are truthful and respectful to customers, employees, community and suppliers
• Customer Satisfaction – we keep existing customers by delivering exceptional customer service.
• Innovative –we encourage resourceful problem solving in the face of adversity.

PERFORMANCE EXPECTATIONS 0 - 6 Months

• Initial 2-week orientation/training in Waukegan (US) and complete on-boarding activities
• Co-develop a 90-day plan with direct manager to ensure continuous development beyond the initial 2-week activity period.
• Learn UCC’s proposal estimating process and system processes
• Learn organizational structure and meet with key personnel to understand available capabilities and required sub-contracts
• Attend Sales Calls and visit key installations in the North American region with UCC Field Sales team.
• Gain familiarity with UCC technical designs and offerings.
• Contribute to on-going in-house proposals.

7 + Months

• Attend sales calls with the UCC Field Sales team to promote value proposition and secure quoting opportunities.
• Support Sales proposal activities by providing a risk review of performance guarantees and labor/material cost estimates.
• Work with UCC’s Structural, Piping and Electrical departments to identify opportunities for Balance of Plant services.
• Identify where it makes sense to create “standard” offering and documentation packages.
• Plan and deliver BOP & Construction specific training to UCC sales engineers.
• Meet Sales strategic performance indicator targets (revenue, budget performance, margin, etc.)

How to Apply:

If interested in this position, please apply online via our website at https://uccenvironmental.com/careers/ and select Explore Current Openings to apply for this position online.

UCC Environmental is an Equal Opportunity Employer. Employment decisions are made without regard to race, color, religion, national origin, gender, sexual orientation, age, physical or mental disability, genetic factors, military/veteran status or other characteristics protected by law. If you have difficulty applying for this job online, by e-mail, or need accommodations, please call us at 847-473-5900 and ask for Human Resources.