Proposal Manager

Roles at this level are responsible for ensuring delivery of the assigned proposal(s) within time and quality constraints, tendering procedures and commercial/bid strategy , by coordinating all involved departments : technical disciplines , project execution, contract, estimation, finance, involved entities (e.g. LEM, LEDD, LENA, APAC etc.)<br><br><strong>Key Responsibility<br><br></strong>Proposal Management<br><br><ul><li>Designs the process for the proposals and ensures correct application of all processes within the department</li><li>Coordinates the preparation of qualification documents , sales related documentation and publication, develops bidding strategy</li><li>Ensures the delivery of the asssigned proposal(s) within time, budget, quality constraints, tendering procedures, commercial/bid strategy set up by sales and client requirements, participate in technical and commercial evaluation with customer and resolve issues (if any)<br><br></li></ul>Operational<br><br><ul><li>Reviews project specification requirement and meets the customer needs by providing value engineered solutions</li><li>Facilitates the handover of the project to project manager</li><li>Scouts for potential customers, gets the inquiry,does necessary sales pitches and intakes the order</li><li>Participates in end-to-end bid management<br><br></li></ul>Stakeholder management<br><br><ul><li>Coordinates the input from all involved departments and challenge proposed solutions in order to optimise and costs and schedule</li><li>Works in close collaboration with the other departments within the BD&amp;Sales unit</li><li>Engages with the customers during the opportunity development phase of the project and participates in technical negotiation with the clients<br><br></li></ul><strong>Additional Responsibility<br><br></strong>Sales volume : 20 to 50 Mio USD<br><br>Product portfolio : Medium/Large hydrogen plants, HP Mid of &gt;10,000 NM3/Hr capacity, HP Max, SRU's (with or without oxy-enrichment), small size HyCO plants, small Ammonia plant, limited scope in Poly projects, BEDP + proprietary equipment scope projects, medium scale revamp of hydrogen/Ammonia/HyCO/SRU projects<br><br>Size of the projects : Medium to large size in terms of complexity and value (&lt; 50 Mio USD)<br><br>Complexity of the projects : Medium to high complexity with multi entity scope split and medium risk<br><br>BD &amp; Sales skills: Ability to develop a medium size project with potential customer, Prepare bidding and win strategy, Prepare DoR with multi entities keeping competitiveness in view, analyse and mitigate risks, techno-commercial negotiation with customer(s)<br><br>No. of Proposals : 2 small proposals, 1 medium/large proposal<br><br>Sales Targets : 30-40 Mio USD<br><br>No.of customers : Shall be able to manage 4-5 customers at a time with varying requirements without need of supervision by senior colleague/Dept head<br><br>Digitalization &amp; Lessons Learnt :Shall diligently capture LL in proposals and actively contribute in Digitalization initiatives to improve the Sales worlflow.