Senior Proposal Manager

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

BD & Sales skills: Ability to develop a large project with potential customer, Prepare bidding and win strategy, Prepare complex DoR with multi entities keeping competitiveness in view, analyse and mitigate risks, techno-commercial negotiation with customer(s)

Sales volume : 50 - 150 Mio USD

Product portfolio : Large hydrogen plants(Green/Grey), large SRU's with/without oxy-enrichment, Large HyCO plant, world scale ammonia plant, Gasification project with large share from LE (e.g. Rectisol, PSA, LNW etc.), Poly (PP/PE) plants with significant scope for LE, Cracker project with significant scope for LE, Major revamp of hydrogen/Ammonia projects,NH3 Tanks

Size of the projects : Large size in terms of complexity and value (approx. 100 + Mio USD)

Complexity of the projects :High complexity with multi entity scope split and high risk

No. of Proposals : Managing on independent basis 1 large size project proposal, 1 medium/large proposal

Sales Targets : 100 Mio USD

No.of customers : Shall be able to manage the key customer/PMC for large sized proposal being managed, additionally support/guide other small proposals being managed by other Sales colleagues

Process improvement, Digitalization initiatives and lead in Process improvement /Digitalization initiatives to improve the Sales workflow.