Job Description Summary

The Senior Commercial Proposal Manager, together with Sales and Application Eng Team, is accountable to lead and manage the overall ITO (Inquiry to Order ) process for large and complex proposal within SEMEA region, being responsible for all aspect of assigned opportunities including proposal development, commercial risk assessment and mitigation , customer contract negotiation, internal process compliance , approvals, order booking and handover in a timely manner to meet customer expectation and delivery company objectives.

This role is an independent contributor and reports to the SEMEA Commercial Operations and Risk Leader. The ideal candidate is a mid-career professional with a proven track record in similar roles, and possesses the confidence, expertise, and sharpness to navigate complex proposal’s challenges independently.

Job Description

Essential Responsibilities:

• Review enquiry documents to establish a winning strategy in association with the extended Proposal Team, to deliver the proposal on time, on quality and maximize Customers satisfaction and probability to win.
• Develop the proposal plan, lead proposal reviews, monitor and report on proposal progress. Identify and report any issue or deviation to bidding strategy in a clear and anticipated manner. Propose mitigation actions based on experience and implement corrective actions
• Working cross-functionally and co-ordinate with subject matter expert (Application Eng., engineering, finance, legal, services, supply chain, project management, product management, etc.) to implement proposal strategy and Identify and address  any potential critical commercial triggers to be addressed during contract negotiations and contract drafting
• Master the different aspects of the commercial proposal: risk analysis, cash curve, purchasing/contract scheme, terms and conditions, etc and lead preparation of commercial proposal and relevant documentation in line with bidding strategy. Ensure sufficient time is available for review and validation of documentation before submission to Customer
• Accountable to ensure that total proposal costs estimation is aligned with proposal strategy in terms of scope of work to be quoted and relevant provision & contingencies.
• Review and redline contractual terms\drafting contract ,working closely with Legal, Comfin and Operations teams to address complex issues and ensure compliance with company contractual guidelines.
• Preparing commercial proposal with highest quality, completeness and time responsiveness
• Ensure adherence to ITO and Risks  processes and tools and obtain and record all relevant proposal approvals (R-tollgates) in a timely manner to meet Proposal due date.
• Provide leadership during proposal review process to ensure and that all risk triggers, risk mitigation and business risk acceptance levels (as per DOA) are properly addressed and incorporated in the development of the proposal. Also, ensure that all comments received during the Proposal Approvals are recorded and addressed before submittal of the proposal
• Lead preparation and attend of Customer meetings, ensure clarifications/answers/presentations are available and reviewed ahead of Customers requests, with relevant  subject matter experts and business leadership.
• Leading commercial negotiations with Customers and supporting functions in order to ensure full compliance with contract commitments and commercial risk assessment.
• Develop and maintain outstanding relationships with customer and regions.
• Ensure seamless hand-over from proposal phase to execution on award, involving the project management organization prior to handover as necessary.
• Manage all proposal related commercial and contractual documentation prior to handover to execution team and ensure timely and comprehensive handover meeting.
• Prepare order acknowledgements, obtain contract signatures, own booking process and ensure full compliance to it.
• Drive implementation of proposal standards and new commercial models to maximize orders volume and market reach.
• Continuously identify and refine the proposal processes and tools with special emphasis on Lean opportunities for improvement and waste reduction through the ITO phase.
• Maintain knowledge of market trends, customer requirements, competitor actions and customer base.
• Support the business to maintain the highest level of the compliance and integrity

Qualifications:

• Minimum 10 years  in Commercial Operations, proposal development, contract drafting and negotiation and direct negotiations for equipment and/ or services sales and consortium agreements, with a strong preference for familiarity with Industrial and Energy sectors (gas / steam turbine / power plant, variable frequency drives, electric rotating machine motors, grid products)
• Demonstrated experience in negotiating high-value contracts and managing complex commercial operations.
• Strong track record of working with cross-functional teams and manage multiple stakeholders across a complex matrix organization
• Strong analytical skills with the ability to develop strategic insights and actionable plans.
• Excellent communication and interpersonal skills, with the ability to influence and lead cross-functional teams.
• Technical knowledge of electrical solutions. Bachelor's degree in Engineering is preferred
• Proficiency in relevant software tools analytical software and sales tools (CRM, Excel, Word, etc.)

Desired Characteristics:

• Autonomous and self-driven, with a proactive approach to problem-solving.
• Strong leadership skills and the ability to make decisive, informed decisions.
• Creative thinker with attention to detail and the ability to prioritize effectively.
• A positive attitude and engaged team player, committed to continuous improvement and learning.
• Customer-focused mindset with proven ability to respond quickly to customer needs
• Strong coordination and influencing skills
• Knowledge of customer financial drivers / needs
• Ability to multi-task on a variety of projects to strict time scales.
• Strong oral and written communication with fluent English

Additional Information