Commercial Tendering Manager

The commercial tendering manager is mainly responsible for:
Working with region sales team to efficiently develop overseas business follow up sales opportunities and win profitable orders for LTI(GEVs power transformer factory in Vadodara India);
Collaborating with different functions in LTI factory and PTR product line to plan prepare and develop customized and satisfactory offers which meet customers requirements;
Strictly following ITO(inquiry to order) policies to assess/manage risks prepare/handle costing etc.

Roles and Responsibilities

The commercial tendering manager is mainly responsible for:

Working with region sales team to efficiently develop overseas business follow up sales opportunities and win profitable orders for LTI(GEVs power transformer factory in Vadodara India);

Collaborating with different functions in LTI factory and PTR product line to plan prepare and develop customized and satisfactory offers which meet customers requirements;

Strictly following ITO(inquiry to order) policies to assess/manage risks prepare/handle costing etc.

Main KPIs:

• Business development(customer/market/product)
• Order intake volume(m$) & profitability level(%)
• Win rate of tenders
• Quality of offers: timely submission of offers compliant documents risk management etc
• Costing: costing guideline adherence cost optimization
• Internal & external customers satisfaction

Detailed activities:

• Work with region sales plant and product line for initial assessment of each opportunity(Go/No Go feasibility study deviation checketc);
• Prioritize and plan tenders with sales and engineering team with aim to submit offers in a timely manner;
• Define together with region sales and central commercial/product team the winning strategy for all target offers;
• Define together with engineering function the satisfactory technical solution for each offer;
• Organize necessary internal resources of the factory in an efficient and effective manner to meet offer deadlines;
• Prepare the offers building accurate costs based on the solution provided by the factory getting all necessary documents from corresponding functions reviewing and consolidating all the documents required by customers;
• Organize Risk Assessment review Cost review or any other meetings following ITO policies;
• Ensure orders are properly signed and booked by working with sales/customers/finance; support the contract documents and T&C review;
• Make proper handover of all the orders to project management team;
• Lead/coordinate commercial tendering related activities inside the factory: customer visit customer qualification ITO audit etc;
• Participate in regular meetings with regions and Product Line to closely follow up sales opportunities;
• Proactively collect market information be familiar with the market situation evolution and trend;
• Maintain updated tendering database(including tender list cost review data risk review sheets audit documents qualification documents reference list etc)
• Engage in LEAN activities with aim to improve ITO process/tools
• Coach and mentor newcomer in commercial tendering team when necessary/possible;
• Complete other business tasks assigned by the line manager.

Required Qualifications

• Minimum bachelor degree(full-time) from accredited universities (preferable with major in business/trading or electric engineering)
• Various(preferably > 8) years work experience in power transformer business
• Preferably >5years work experience in bidding/tendering activities dealing with India domestic and export markets(USA Asia Pacific market experience is a plus)
• Product knowledge of power transformers shunt reactors is a must;
• Project management electric design work experience of power transformer/reactor is a plus;
• Proficient written and oral English level is a must knowledge of other languages is a plus.

Desired Characteristics

• Have LEAN mindset to continuously improve work process/tools;
• Open and proactive to new things which can contribute to companys success and to work/jobs efficiency;
• Active player being able to get and consolidate outputs from different functions/stakeholders and convert them into valid elements for success;
• Flexible in working with people from different time zones;