Proposal Manager

Roles at this level are responsible for ensuring delivery of the assigned proposal(s) within time and quality constraints tendering procedures and commercial/bid strategy by coordinating all involved departments : technical disciplines project execution contract estimation finance involved entities (e.g. LEM LEDD LENA APAC etc.)

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 inquirydoes 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:

Sales volume : 20 to 50 Mio USD

Product portfolio : Medium/Large hydrogen plants HP Mid of >10000 NM3/Hr capacity HP Max SRUs (with or without oxy-enrichment) small size HyCO plants small Ammonia plant limited scope in Poly projects BEDP proprietary equipment scope projects medium scale revamp of hydrogen/Ammonia/HyCO/SRU projects

Size of the projects : Medium to large size in terms of complexity and value (< 50 Mio USD)

Complexity of the projects : Medium to high complexity with multi entity scope split and medium risk

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

No. of Proposals : 2 small proposals 1 medium/large proposal

Sales Targets : 30-40 Mio USD

customers : Shall be able to manage 4-5 customers at a time with varying requirements without need of supervision by senior colleague/Dept head

Digitalization & Lessons Learnt :Shall diligently capture LL in proposals and actively contribute in Digitalization initiatives to improve the Sales worlflow.

Required Experience:

Manager