Senior Manager - Proposal

JOB PURPOSE: Responsible for all Technical and Commercial aspects of bids and proposals, Annual Budgets and Quarterly Forecasts Processing, Managing and controlling the relevant Lead to Order Process, develop and build the Teams and optimise their efficiency. Assist Senior GM – GBPC to evaluate the global proposal outline and compliance matrix to monitor and control the on-time progress of all proposals.   

KEY ACCOUNTABILITIES

Budgeting and Finance           

• Responsible for processing the annual sales budget for the respective segments in CRM.
• Review and analyze budgeted projects and ensure that they comply with the specified selection criteria of inclusion
• Review and evaluate the expected profit level for the Budgeted projects for the respective segments and compare to competitive landscape to insure maximum return.
• Review the financial terms and conditions for each project for the respective segments to ensure compliance with company policy.

• Review pre and post bid contract terms and conditions and ensure that all the Contractual terms are in lines with the acceptable company policy.
• Review and submit all the Purchase orders or Contracts for the respective segments for SGM – GBPC’ sign off.
• Work with the legal division during project execution in case of any issues or conflicts.

• Collaborate with the technical team on product selection and system summaries after reviewing the project specifications to ensure optimum product selection. Initiate revision of the product offering if not found to be optimum and competitive.
• Review and approve all the technical proposals and technical deviations for the respective segments.

• Responsible for all the Pre-qualification questionnaires and submissions for the respective segments.
• Liaise with agents / distributors for arranging Trade shows, Seminars, Master Classes etc.
• Attend Seminars / Master Classes and make presentations to promote the group products
• Responsible for maintaining an updated Global Project reference list for the respective segments.

• Review and propose the Bidding strategy for the respective segments based on historical references of competitors and support Sales during negotiations. 
• Responsible for overseeing all technical and commercial bids prepared for the respective segments.
• Managing the Proposal Managers in handling all the Technical and Commercial aspects of the Bids for the respective segments.
• Managing the lead to order process for the respective segments
• Prepare and Submit the Weekly reports for the respective segments.
• Continuously evaluate and improve the Lead to Order Process for the respective segments and ensure that the efficiency is optimum. Recommend solutions for any modifications if any bottlenecks are recurring. 

• Manage and mentor the respective segments Bids and proposals Manager’s / Team.
• Prepare the departmental and inter departmental procedures for the respective segments for approval.
• Review the performance of the team closely and assess the capability of each team member for necessary training requirements as found required.
• Post Order activities    
• Manage the order processing activity and ensure timely order handover to the project execution team. 
• Monitor closely the project execution to ensure that all the pre-order commitments are fulfilled.
• Attend meetings with the client as required to resolve the issues during project execution.
• Manage the Team’s collaboration with other Departments including Application and Value Engineering, Projects, Technology, Sales, Marketing, Legal, Finance, and Operations, to ensure that post order proposals are aligned with the company's overall strategy and goals.  

• Senior General Manager – Global Bids, Proposals, Costing, Project Support and Order Management
• General Manager Sales / Area Sales Managers
• General Manager – Technology & Product costing
• Global Planning Head / Team
• Technology Team
• Contracts Manager / Legal Dept.
• Costing Managers
• Sales Managers
• AVE Technical Managers
• Component Design Managers
• Engineering offices (ENOIA / DFI)
• Plant Managers
• Project Managers
• Quality Control Managers
• Procurement Managers

• Bachelor’s degree in engineering or equivalent

• 8 to 10 years of total experience in Bid and proposals with 4 years of experience in a Managerial role.
• Fundamental Knowledge in bids and proposals

• Managerial skills
• Good Leadership and Decision-making abilities
• Technical and Product Knowledge.
• Awareness of Contractual conditions and implications
• Good Analytical abilities
• Good communication skills.
• Good Coordination skills.
• Time management abilities
• Delegation skills
• Database skills & Software skills (CRM, Word, Excel, PowerPoint, etc.)
• Ability to build, lead, train, upgrade and drive the team

• Be capable of understanding client’s requirement and to analyse and conclude on how to comply based on the company’s current capabilities.
• Proven leadership with the ability to control a team.
• Decision making ability
• Excellent Negotiation skills
• Problem solving capabilities for pre- and post-order issues.
• Analytical and Innovative Thinking.
• Initiative.
• Quality Execution.
• Attention to Details.
• Strong communication skills.
• Teamwork.