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Job Description Summary

The Proposal Manager, working in GSI business is accountable to deliver winning, good quality, profitable, compliant and on-time proposals to our customers, and to meet the region goals in stretch collaboration with the sales team, while applying the Tendering processes.

This role reports to the GSI Tendering Leader - Region North Europe.

Job Description

Roles and Responsibilities

The Proposals Manager :

  • Is a solution maker delivering competitive offers, in line with the defined pricing strategy, while ensuring at the same time that project if awarded will be executable without time nor cost slippage.
  • Explores alternatives (technical solutions, sourcing, innovative content etc.) allowing to differentiate our proposal, and defends these alternatives in front of the customer together with the Sales Team.
  • Leads all Functions involved in the bid team and ensures coordination between all roles involved for timely preparation of good quality Technical Offers, BOQ, associated costing and Execution Plan, in line with the defined strategy, the applicable GE-GS rules and the Customer bid process.
  • Ensures early establishment of target costing based on target-winning price and Operating Plan margin, with proper benchmarking and challenge of costs. Defines and leads plan to reach this target cost while ensuring executability during OTR stage.
  • Is accountable for the vetting of the Compliance with the RfQ, with the Customer T&C and Technical specification, and with GS offer to the Customer of the Commercial & Technical offers from participating product PL’s. Gets, aligns and supports optimization and competitiveness of the technical offers and costing from GS supplying entities.
  • Ensures Operational & Technical risks and Opportunities are properly identified, registered and mitigated with the support of Grid Solution experts.
  • Together with Sourcing and Supplying entities, optimizes project Cash Out.
  • Supports the Sales Team along the elaboration of the offer and implementation of the win strategy for the deals from the Go / No-Go process (R0) to the Bid Approval process and the final submission,
  • Proactively supports the Sales Team to understand Customer needs and leads all roles involved in the bid preparation to answer to Customer needs.
  • Supports the Sales Team clarifying and negotiating with the Customer the Technical Offer and the proposed Execution Plan.
  • Leads win / loss analysis for key deals for continuous improvements of our solutions / customer approach.
  • Hands-over won deals to OTR, with support from Sales Manager and Commercial Operations.
  • Complies with the Policy 5.0., with the Project Tender process, with EHS rules and all other work instructions and processes applicable to the establishment of ACS proposals.

Required Qualifications

  • Bachelor’s degree from an accredited university or college, preferably in electrical / mechanical engineering.
  • Strong level of experience in a Project business, with proven leadership skills.
  • Experience in Grid Solutions and Turnkey is preferred.
  • Willingness to travel 40% plus.

Desired Characteristics

  • Expertise required in tender management, operations, customer relationships, team management and development
  • Strong knowledge of the Grid Solutions business & products and of EPC turnkey
  • Operational rigor
  • Strong business acumen, leadership, discipline in managing the day to day business
  • Excellent communications skills
  • Ability to work in international and matrix organizations.

Additional Information

Relocation Assistance Provided: No