Proposal Manager

Overview

This role is accountable for delivering assigned proposals adhering to deadlines, quality standards, tendering guidelines, and commercial or bid strategies. It involves coordinating across multiple departments including technical disciplines, project execution, contracts, estimation, finance, and various company units.

Key Responsibilities

• Design and implement proposal processes ensuring adherence within the department.
• Coordinate preparation of qualification and sales documentation while formulating bidding strategies.
• Oversee timely, budget-compliant, and quality-driven delivery of proposals per client and sales requirements; actively participate in technical and commercial evaluations and address arising issues.
• Review project specifications to deliver value-engineered solutions that meet customer expectations.
• Facilitate smooth handover of projects to project managers post-proposal phase.
• Identify potential customers, generate inquiries, conduct sales pitches, and secure orders.
• Engage comprehensively in end-to-end bid management activities.
• Coordinate and harmonize inputs from involved departments, challenging proposed solutions to optimize cost and schedule.
• Collaborate closely with departments within the Business Development and Sales unit.
• Maintain active engagement with customers during project opportunity development and participate in technical negotiations.

Additional Information

• Sales volume handled ranges from 20 to 50 million USD.
• Product responsibilities include medium to large hydrogen plants, high-pressure units exceeding 10,000 NM3/hr capacity, SRUs with/without oxy-enrichment, small HyCO and ammonia plants, limited poly projects scope, proprietary equipment, and medium-scale revamping projects for hydrogen, ammonia, HyCO, and SRU units.
• Projects managed typically have medium to large scale in complexity and value (under 50 million USD), featuring multi-entity scope splits and moderate risk levels.
• Business Development and Sales competencies involve developing medium-sized projects with prospective customers, preparing competitive bidding and winning strategies, drafting Delegation of Responsibility (DoR) documentation involving multiple entities, analyzing and mitigating risks, and leading techno-commercial negotiations.
• Typically manages up to two small and one medium/large proposal simultaneously.
• Targets sales achievement in the range of 30 to 40 million USD.
• Manages relationships with 4 to 5 customers concurrently without requiring supervision.
• Active participation is expected in digitalization initiatives to improve sales workflow and diligent documentation of lessons learned within proposals.