Proposal Manager

Full time @Linxon in Energy
  • Post Date : October 16, 2021
  • Apply Before : December 16, 2021
  • Salary: Negotiable
  • 0 Application(s)
  • View(s) 20
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Job Detail

  • Career Level Senior Level
  • Experience 7 Years
  • Industry Utilities
  • Qualifications Bachelors Degree

Job Description

 

Purpose of the Job:

Leads the preparation and negotiation with customers of high quality, detailed and comprehensive technical and commercial offers in the Utility, Industry and Transport segment with primary focus on High-Voltage AC Substations. Takes over the opportunity from Sales at Gate 2 (bid decision), is accountable to prepare a winning offer and successfully lead the negotiations with the customer up to award, ensures that gross margin and cash flow are in line with Linxon business targets for this segment and works with an interdisciplinary team to achieve maximum competitiveness in offer price. Manages the Tender Preparation cost within the assigned budget.

Positioning in the Organization:

The position reports solid line into the Chief Proposal Manager

Key Areas of Responsibility (KARs):

 The position of Proposal Manager will have a variety of responsibilities including, but not limited to:

  • Together with the  sales organization, understand customer requirements and follow-up regularly and promptly with customers during the acquisition phase
  • Work out the sales strategy for the individual tenders by selecting the winning solution, both commercially and technically
  • Driving subject matter experts to produce winning content
  • Assume the lead for assigned tenders, incorporating the help of interdisciplinary supporting teams consisting of engineering, project management, legal, commercial and supply chain management
  • Prepare and ensure on-time and complete technical and commercial tender submittal to the customer and lead the technical and commercial negotiations with customers
  • Responsible for the integration of supplier offers, risk evaluation and completeness of tender in multi-national setups
  • Oversee the validation of terms and conditions in each offer
  • Develop a network of customers and suppliers to increase market knowledge and support future business acquisition
  • Hand over successful sales projects to the project execution and engineering departments
  • Collaborate with supply chain management to coordinate subcontractor and supplier offers. Support SCM in negotiations with vendors to get the best technical and commercial offers
  • Ensure company proposal tools are regularly updated and their usage maximized to support tender status visibility for senior Linxon management teams and to promote collaboration across the HUBs
  • Ensure the Linxon tendering process is properly adhered to for all tenders including gate screening, tender budget setting, tender preparation meetings and tender submission
  • Provide in a timely manner all necessary information to support the Linxon risk and approval process in accordance with Linxon policy
  • Review of client proposal documentation and researching of and developing of required documentation
  • Breakdown of materials, equipment, time and supplies required for job completion
  • Provision of technical expertise to clients regarding their submission and provides technical consultancy services
  • Researches into problem areas to advance basic knowledge, evaluates and constantly looks to improve on current ways of working to solve specific problems;
  • Review technical documents (specifications, reports, drawings, etc.) to determine customer requirements
  • Identify the required resources – both internal and external (i.e. suppliers and subcontractors) – and training requirements to ensure viability and the company’s capability to deliver the proposed solutions.
  • Produce quotations and supporting tender proposal documentation.
  • Manage and facilitate internal reviews of quotations and proposals produced, prior to submission to customers.
  • Maintain close contact with the engineering consultancy and project delivery teams, providing technical and commercial guidance as necessary to support the safe delivery of the company’s services and solutions.
  • Communicate proposal requirements and status to senior management
  • Understand the legal and financial issues and consequences (tax, cash, FX, legal entity, …), in close coordination with cost controller and legal
  • Lessons, document and execute actions to produce process improvement and attain success rates 
Other Position-Specific Characteristics /Position interactions

  • Linxon Sales Managers
  • Linxon OPC Engineering Centers
  • ABB Front End Sales and Country Organization’s
  • SNC Lavalin Front End Sales
  • Supplier Feeder Factories
  • External partners
  • Government and Regulatory Bodies

 

Position Parameters:

  • Prepare and negotiate all approved offers in Gate2 where Proposal Manager has been appointed
  • Achieve the annual target of orders in your business area, country or HBU
  • Reach with the hit rate defined in the annual order budget
  • Control the costs of the offers within the budget approved in Gate2
  • Propose and implement actions to develop simple and practical processes for the preparation of offers
  • Propose actions to standardize the process and implement common information system for all Proposal Managers
Experience Required:

  • In-depth professional experience and knowledge of power supply systems sales and tendering
  • Experience of working with utility, industry and transport customers as well as international EPC’s
  • Good knowledge of AIS/GIS HV/MV equipment
  • Knowledge of local industry standards and practices in markets advantageous
  • Previous experiences of working with public and private Utilities advantageous
  • Proactive and self-motivated with the ability to work with cross-functional and cross-border teams as well as to cope with a flexible-load environment
  • Motivated to take full ownership for tenders similar to a project manager
  • Availability for potentially extensive international travels
  • Fluent in English with good communication skills

 

Competencies/ Skills Required:

  • Ability to work in a fast-paced environment
  • Have good attention to detail
  • Team collaboration and be a team player
  • The ability to think outside the box and move things forward using your own initiative
  • Ability to drive through change
  • A confident individual with excellent interpersonal skills and the ability to build relationships across the business whilst embracing cultural differences
  • Ensure personal compliance with Linxon Code of Conduct, Ethics and Corporate Governance
  • Leadership on Integrity
  • Actively meet personal safety targets and promote a safe working environment
  • Careful attention to building safety into designs and execution plans delivered as part of a tender pack
  • Negotiation with clients
Education:

Bachelor’s degree in electrical engineering or equivalent with minimum 5-7 years’ experience and around 3-5 years’ experience in the transmission sector

 

Personal Qualities Required:

  • Effective communicator
  • Proactive and self-starter
  • Resilient and flexible achiever
  • Passionate to succeed
  • Willingness to learn
  • High degree of attention to detail
  • Takes pride in the output delivered
  • Down to earth, hands on, pragmatic
  • Flexibility
  • Personal integrity/honesty
  • Approachable, tactful and polite
  • Confident in there your own ability

Required skills

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