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.)

Key Responsibility

Proposal Management

• Designs the process for the proposals and ensures correct application of all processes within the department
• Coordinates the preparation of qualification documents , sales related documentation and publication, develops bidding strategy
• 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)
  
  

Operational

• Reviews project specification requirement and meets the customer needs by providing value engineered solutions
• Facilitates the handover of the project to project manager
• Scouts for potential customers, gets the inquiry,does necessary sales pitches and intakes the order
• Participates in end-to-end bid management
  
  

Stakeholder management

• Coordinates the input from all involved departments and challenge proposed solutions in order to optimise and costs and schedule
• Works in close collaboration with the other departments within the BD&Sales unit
• Engages with the customers during the opportunity development phase of the project and participates in technical negotiation with the clients
  
  

Additional Responsibility

Sales volume : 20 to 50 Mio USD

Product portfolio : Medium/Large hydrogen plants, HP Mid of >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

Size of the projects : Medium to large size in terms of complexity and value (< 50 Mio USD)

Complexity of the projects : Medium to high complexity with multi entity scope split and medium risk

BD & 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)

No. of Proposals : 2 small proposals, 1 medium/large proposal

Sales Targets : 30-40 Mio USD

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

Digitalization & Lessons Learnt :Shall diligently capture LL in proposals and actively contribute in Digitalization initiatives to improve the Sales worlflow.

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