Proposal Manager

Linde Engineering

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 inquiry,does 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 >10,000 NM3/Hr capacity, HP Max, SRU's (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

No.of 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.