Proposals Manager, Central Europe

vor 22 Stunden

Baden, Schweiz Linxon Vollzeit

**Job Description**:
**Job Title**: Proposals Manager, Central Europe

**Reporting to**: Hub Sales and Proposals Manager

**Grade**: P4

**Department**:Sales & Proposals

**Location**:Baden

**Purpose of the Job**:
Leads the preparation of high quality, detailed and comprehensive technical and commercial offers in the Utility, Renewables and Transport segment with primary focus on High-Voltage AC Substations and in close corporation with the responsible sales manager. Takes responsibility for the opportunity from Sales from Gate 2 (bid decision) and is accountable for preparing a winning offer and successfully managing the negotiations with the customer up to award, ensuring that gross margin and cash flow are in line with Linxon business targets. Manages the Tender Preparation cost within the assigned tender budget.

**Key Areas of Responsibility (KARs)**:
The position of Proposal Manager will have a variety of responsibilities including, but not limited to:

- Together with the sales organization:

- understand customer requirements and follow-up regularly and promptly with customers during the acquisition and tender phase
- Determine the tender strategy and select the winning solution, both commercial and technical
- Assume the lead for assigned tenders (proposals), incorporating inputs from interdisciplinary supporting teams consisting of engineering, project management, construction, legal, commercial and supply chain management
- Review customer tender documents, both technical (specifications, reports, drawings, etc.) and commercial (terms & conditions, contract milestones etc.) to determine project requirements
- Identify the required resources - both internal and external (i.e. suppliers and subcontractors) to ensure viability and the company’s capability to deliver the proposed solutions
- Prepare and ensure on-time and complete technical and commercial tender submittal to the customer and manage the technical and commercial negotiations with customers
- Responsible for the integration of supplier offers, risk evaluation and completeness of tender submission
- Oversee the validation of terms and conditions in each offer
- Develop and maintain a network of customer and supplier contacts to support the increase of market knowledge and future business acquisition
- Hand over awarded contracts to the Linxon project execution teams
- Support negotiations with suppliers and subcontractors to achieve the best technical and commercial offers
- Ensure company proposal tools are regularly updated and their usage maximized to support tender status visibility for senior Linxon management teams and to promote collaboration across global and regional HUBs
- Ensure the Linxon tendering process is properly adhered to for all tenders (proposals) including gate screening, tender budget setting, tender preparation meetings and tender submission
- Provide all necessary information to support the Linxon risk and approval process in accordance with the Linxon policy in a timely manner
- Produce detailed estimate (breakdown) of materials, equipment, and subcontract services required for job completion for internal approval and customer submission.
- Engage with project management and planning teams to agree the programme strategy
- Provision of technical expertise to clients regarding the submission
- Research problem areas to advance basic knowledge, evaluates and constantly looks to improve on current ways of working to solve specific problems
- Work with Engineering team to review technical documents (specifications, reports, drawings, etc.) to determine customer requirements
- Produce quotations and supporting commercial proposal documentation
- Manage and facilitate internal reviews, prior to submission to customers
- Manage a programme/schedule for tender (proposals) preparations containing inputs from all functions status to senior management as required
- Understand the legal and financial issues and consequences (tax, cash, FX, legal entity,), in close coordination with cost controller and legal to incorporate the agreed requirements within tender submissions
- Consider lessons learned from both won and lost tenders (proposals), producing process improvement plans for the proposals team and wider business to improve success/win rates

**Position Parameters**:

- Prepare and support the negotiation of tenders (proposals) following Gate 2 (bid/no bid) approval
- Achieve the annual target of orders for the respective Linxon Hub
- Reach with the hit rate defined in the annual order budget
- Control the costs of the offers in line with approved tender budgets.
- Propose and implement actions to develop simple and practical processes for the preparation of offers
- Propose actions to standardize the process and support the implementation of a common information system for all Proposal Managers
- Availability for travel as required to support allocated customer tenders - mainly to Germany but also Europe

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