Job Description Summary

The Lead Proposal Manager is responsible for leading the inquiry to order process and providing high quality proposals to customer. In this role, you will be responsible for the overall proposal generation including driving deal structuring, commercial and technical proposal strategy, and production schedule as well as the associated risk review process, with an emphasis on risk management. You will also actively support all aspects of deal closure including tracking opportunities, responding to requests for quotes, complying with the risk management process, market price analysis, negotiations with Customers, as well as turnover of the orders to the Project operation team for successful execution of the project.

Job Description

Roles and Responsibilities

• Management of the overall solution offered to customer.

• Responsible for the development of complete proposals working in close cooperation with Sales Manager and Key Account Managers / sales team, product line, engineering/technical, sourcing, legal and other functions. Ensure the commercial as well as technical aspects of proposals are complete and compliant with the Customer requirements and present our solutions in the most competitive way.

• Build, prepare and negotiate commercial offers including price, performance, schedule, financial conditions and other commercial terms and conditions, covering various scope of proposals from equipment sales to turn-key contracts.

• Provide oversight on value optimization to drive competitive pricing strategy.

• Interface with the headquartered functions to develop commercial strategies and solutions that will meet or exceed customer requirements as well as meet or exceed business goals.

• Mobilize multi-functional teams including Legal, Commercial Finance, Quality, EHS Risk and Engineering functions throughout the proposal phase until successful handover to execution team.

• Provide leadership during the deal review process of assigned projects to ensure that all commercial risk points, risk mitigation, and business risk acceptance levels are properly captured in the development of the proposal.

• Work closely with the Region Sales team and Segment BD & Sales Manager as key partners in the strategy development to create winning proposals and meeting or exceeding the region’s orders plan.

• Assist the Product Line Commercial strategy in meeting segment Orders, as-sold Contribution Margin (CM) and hit rate.

• Responsible for Terms & Conditions of deals and managing the risk to the business. Ownership of the Risk Checklist with assistance from the Contract Specialists and Legal.

• Ensure process adherence to all Government contracting requirements.

• Responsible for proposal document control and archiving, per policy.

• Maintain win/loss statistics and analysis of all proposals (successful and unsuccessful) to continually improve the bidding process.

• Drive the proposal process improvement and proposal quality metrics.

• Understand and support the implementation of order-entry requirements.

• Drive an improved Order to Remittance (OTR) turnover process to ensure proper control of contract flow-down requirements.

• Adopt lean and continuous improvement mindset.

Required Qualifications

• Bachelor’s degree from an accredited university or college. In engineering (Electrical) is preferred.

• Knowledge of electrical transmission and distribution projects.

• Technical knowledge of Transmission line products, especially HV transformer, GIS equipment.

• Experience in developing complex electrical transmission project proposals.

• Knowledge of contractual terms and conditions for EPC projects

• Strong commercial, negotiation, and communication skills.

• At least 5 years work experience. 3 years above on technical (better for transformer design), 2 years above on commercial or sales.

• Ability to support and coordinate negotiations on multiple complex deals simultaneously.

• Ability to lead and drive our strategy in a multifunctional team environment.

• Ability to foster personal growth in other team members through coaching and mentoring.

• Strong oral and written communication and presentation skills on Chinese and English.

• Customer focused, solution oriented, analytical leader with strong sense of ownership and accountability.

Metrics

• Sales target, Orders Operating Plan, as-sold CM, Hit Rate, Win Rate

• Compliance with Grid Solutions Deal Risk Management process.

• Productivity and Quality: proposal timeliness, accuracy, defects

Desired Characteristics

• Strong oral and written communication skills. Demonstrated ability to analyze and resolve problems. Ability to document, plan, market, and execute programs. Established project management skills.

Additional Information

Relocation Assistance Provided: No