DirecciónEssential Functions (Responsibilities) :
Purpose, key activities and main features
The Proposal Manager Spain & Portugal is accountable for managing / overseeing an opportunity / portfolio of opportunities from qualification through contract award, including value proposition, strategy development, solution development, commercial considerations, partner identification and risk management.
Key tasks for the success of the Proposal Manager :
- Once assigned to an opportunity, work with the Sales team to develop a strategy to WIN.
- Build the plan and ensure resources are allocated from support functions.
- Review specifications and customer supplied documentation to understand the project requirements and assess against the winning strategy.
- Take overall responsibility for the creation of the proposal and any other supporting documentation. Consolidate and review.
Be accountable for the submission in time and with quality and drive the team through the negotiation steps with customer until contract signature and hand over to the execution team.
Be part of a large multidisciplinary team for the development of complex proposals i.e. Sales, Project Management, Engineering, Sourcing, Finance, Tax and Legal.
Support the Bid Manager, leading the multidisciplinary team, to develop technically solid and competitive proposals in response to customer’s requirements under the selected strategy.
- Ensure a winning culture and a clear sense of accountability to drive success.
- Take accountability to follow the commercial WIN! Process (key commercial approval tollgates) and document approvals at the right levels of the company for cost, margin, T&C, process items as described in our DoA, prior to bid submission.
- Take accountability for the development and consolidation of the budget using the relevant Costing tool. Drive smart cost optimization and overall competitiveness while assessing proper risks and opportunities associated to the defined budget.
- Work with the Contracts Team, as needed, for review of Commercial Terms & Conditions and any negotiation support required.
- In coordination with Sales, proactively communicate with the Customers, as required during the different steps of the commercial development.
- Ensure all proposal records, Salesforce, etc., are completed and updated as required
- Facilitate and communicate Lessons Learned that could be of use to improve quality in future proposals.
Qualifications / Requirements :
- Masters degree in engineering
- Relevant experience in sales and commercial positions in industrial company.
- Proposal Management experience in international industrial and municipal B2B transactions with a heavy technology or services component.
Understanding of contracting practices, risk management and
- Knowledge of the water and waste water industry and its relevant technologies will be a big plus (MBR, UF, EDR, RO, ZLD)
- Knowledge of international contracting practices in industrial and municipal transactions
- Fluent in English (oral and written) able to present complex cases with ease in English
- Fluent in Spanish (oral and written) able to develop proposals in Spanish for local customers.
- Any other European language will be a big plus.
- Availability to travel on business as required
- Excellent interpersonal skills. Great communicator. Good business acumen and executive presence in front of customers.
- Experience in multinational companies and at ease with matrix environments where influence and persuasion become important working tools
- Open-minded, disciplined and used to working in remote global teams.
- Ability to multi-task and deliver results against demanding customer-driven deadlines.
- Proactive, action oriented and used to working against financial targets
We offer competitive compensation and benefits working in a dynamic environment with challenging projects and training provided to ensure your success.
We realize diverse teams make smarter decisions, deliver better results, and build stronger communities. We’re an organization that champions diversity and inclusion at every level and are proud to be an equal opportunity workplace!
