Job description
Mission
Lead tender preparation team (Purchasing, Contract, Technical, …) to build competitive offer respecting customer needs. Analyse complex/multi technology RFQs (Request For Quotation) with ability to draft amendments during Influence phase. Animate multi-BU tender preparation (Cat. A) and consolidate technical and financial data. Optimise project set-up and participate to external partners detection and qualification. Enhance & consolidate quotes to reach target price while avoiding rejection and margin slippage. Manage global tender risk analysis with SRMs. Support the Opportunity Leader during customer negotiations and closing of the deal. Contribute strongly to the Tender managers community.
Scope & Environment
“At project selling phase (from S1 to P0), lead all tendering activities”
Key Responsibilities / Activities
As key contributor of opportunity capture team, support Opportunity Pursuit Leader in Influence plan deployment, =S= qualification, spec-in and review RFQ drafting
May under delegation of Sales Manager take over Opportunity Pursuit Leader role. Can be in a customer facing role.”
Analyze RFQs, make recommend BID / NOBID (at S1 gate) to the management by gathering inputs from relevant Subject Mater Experts (SMEs)
Monitor formal gate reviews approvals and collection of mandatory information to start tender work”
Define tender internal strategy and lead tender team (potentially remote & international) of SMEs (logistic, technical, purchasing, site works, Contract….)
Prepare on time the commercial offer in order to optimise the costs, minimise the rists and meet customer expectation to overtake competition.
Master all aspects of the offer technical proposal, purchasing, all contractual aspects, control risks, commercial environment, cash flow etc.”
Challenge contributions & deliverables to optimise the overall =S= Offer, from SMEs, Application centers and other contributors. Build a synthesis of overall risks.
Get target price based on reasoning and simulate alternate scenarii to reach it. Foster tendering teams convergence to reach common position of Offer content.
Animate liaison meetings, define interfaces, refine setup, clarify compliance strategy, raise questions to the Client through Sales Lead.
Perform reliable and efficient communication to main stakeholders, raise roadblocks when needed”
Prepare tender review (S2) presentation support and roll out S2 presentation, capture comments from authorized VPs/SMEs and amend offer accordingly
Circulate in tender approval in bFO as per official workflow. Submit offer complete and on time with no rejection for administrative reasons”
Follow-up contract negotiation in close collaboration with Opportunity Pursuit Leader and insure timely answers to Customer’s requests
Participate actively to award during critical step of closing and if needed arrange clarification meetings with relevant SMEs
Check that negotiations remain within delegation given during S2 gate, alert and trigger new validation process if needed”
Lead Review Before Sign (in case of availability of draft contract) and reassess As sold margin. Prepare and lead Project Handing Over to execution team.
Monitor and review the performance of tendering process through preassigned KPIs Monitor margin deviation vs. Last Validated).
Anticipate and follow the need for SFC at the segment level in line with the allocated budget”
Follow the different stages of the CPP (Customer Project Process) Risks analysis, cash curve, offer review, tender submittal review during PSC (Project Steering Committee), escalation workflow for getting the final approval.
Prepare the Tender Review meeting (S2) with the offer team and communicate the results afterward to the team.”
Contribute strongly to quotation tools improvements with Tendering and IT leaders. Provide feedback on points of improvement and post-mortem analysis.
Take part of TM Community of Practice within his Execution Center and globally within Execution Center network. Identify, formalise, share and promote lessons learned and best practices. Act as role model and/or coach of junior TMs. ”
Requirements
Education
Language Requirements
Preferred University Master Degree (Engineering and/or Business)
English is a must
Experience
Minimum 10 years in Solution Tendering and/or Customer Project environment with experience in complex tender / projects.
5 years successful experience in driving complex tender drafting with a team (functional management), remote project team management is a plus
Skills Requirements.
Proven ability to lead functional and remote team including various profiles (Contract, Technical, SMEs…).
Aptitude stand time pressure and stress while keeping high performance level.
Ability to understand, influence & convince in a complex matricial organisation.
