Proposals Manager (Automation Control) at Aveng

Job description

The incumbent will be responsible for the management of the Proposals Department, and provide strategic and tactical guidance as well as commercial input and innovative differentiation on all proposals. Overall responsibility is preparing and responding to client request for quotations/proposals for systems business. As part of the proposal preparation, this function is responsible for assisting in the growth of the business by pro-actively building relationships with clients, understanding their requirements and completing the entire sales support activity by submitting professional quotes/proposals – ensure best practice pursuits process is implemented.

Minimum Requirements ACADEMIC QUALIFICATIONS

• National Diploma Engineering – Control / Instrumentation is preferable (Minimum)
• Contract Law Qualification (Advantageous)

Experience

• 5 years related experience in Proposals / Automation Control
• 5 years management experience (advantageous).
• 5 years contracting experience (NEC, FIDIC etc) (advantageous)

Duties & Responsibilities

• Manage tender / proposal preparation and submission by staff in area
• Manage the preparation of quotations and tenders for timeous submission to prescribed standards by staff in the area
• Manage / lead tender discussions, both internally and with clients
• Developing pricing strategies and negotiating with suppliers
• Review client specification documents and together with proposal team designs a cost-effective solution that Automation and Control Solutions can provide at a reasonable profit, which meets the customer’s needs and wants, at a price that provides high value for the customer
• Manage and take responsibility of the entire proposal development process lifecycle. Setup Bid / No Bid meeting with sales consultant and Project Executive. Manage and create Roles and Responsibilities that will be ultimately responsible for any deliverable in a Proposal with support from other departments
• Create opportunity on Maximizer and allocate to sales lead, as well as register the projects on PATT – Emerson
• Accompany sales lead to site for any/all Tender site clarification meetings to ensure that Proposals department obtains all information required to bid
• Making contact with the end user to obtain clarification on any technical matters with regards to any proposal
• Preparation of BOM (Bill of Material) that include derive IO Count for the complete bill including all hardware, software, PC’s, cabinet requirements, Engineering & PM Scope, Training and all / any third party buyouts. Obtain pricing from EET and highlight scope of work to other departments (Cabinets, engineering, training etc)
• Provide system architecture drawing of solution proposed
• Complete Delegation of Authority (DOA) for Emerson to approve any discounts
• Prepare Commercial and Technically compliant proposal document highlighting Executive summary, Technical Solutions, Scope of Work, assumptions / exclusions, Technical product overview and Engineering deliverables, Technical and Commercial Compliance schedules against client RFQ and all client returnable are submitted
• Ensuring that proposals technically and commercially are reviewed and signed off by Proposals Manager / Managing Director depending on value prior to submission to client
• Complete Risk review with Management prior to submission of any Proposal. Understand and prepare risk schedules and mitigation plans
• Apply best practice bid management techniques and tools to enhance bid planning
• Apply proper 3rd party proposal evaluation criteria and supplier selection methods
• Read and understand contract clauses and key clauses in order to mitigate any possible risk to the business
• Manage the preparation and presentation of quality and professional proposal documents through the appointed staff in the business area
• Be able to converse with clients and customers on products as and when needed in the capacity of a subject matter expert
• Manage and support the staff in preparation of responses on technical, commercial and SHEQ submissions
• Extract data from CRM Tool in order to compile reporting information relating to critical deliverables for the area, in the business unit
• Financial forecasting and budgetary preparation for financial year in advance and reporting on any variance to this, each month, retrospectively.
• Ensure adherence to Financial Costing Policies and Procedures in accordance with products and services offered by the business
• Resolve Customer complaints
• Prepare Regular Sales Reports for Line Managers
• Monitor and manage, through appointed staff, realised order numbers with customer base
• Manage the interfacing with Projects & Engineering during project handover (initiation, costing, risks and issues to be aware, etc) to ensure successful project execution and maintaining of good customer relationships
• Share Product Knowledge and Marketing Information
• Provide client feedback on life of equipment and life cycle recommendations
• People Management of all staff in the area on all matters linked to Performance Management standards
• Manage and drive high productivity levels through cost-effective lean tendering processes
• Share with client’s lifecycle issues such as upgrading and migration of products
• Protect Company assets

Knowledge Skills & Abilities

• Process Control Systems
• Must have sound working knowledge on MS Office.
• Be able to apply their sales ability as well as their technical ability.
• Able to expedite and update the customer at all times.
• Must be self-disciplined

Behavioural Competencies

• Results Orientation
• Adaptable to change
• Ability to manage time and outputs in relation to priorities
• Self-Managed
• Show Initiative
• Encourage Commitment