Purpose of the Job:
to develop sales of products and services by understanding customer needs, producing winning tenders and conducting negotiation with the customer
To leads and manage the Tender from appointment up to Tender Transfer Meeting.
To win the Contract including clear strategy definition, tender preparation, approval process and successful negotiation
o Develop good communications with Customer to highlight our reference solutions, identify
implications of meeting customer requirements and alternative solutions).
o Issue Top-level Requirement Capture.
o Discuss with Customer (gaps, Open Item List) and feedback.
o Define Partners and Split of Work in consensus with the Product Line. Establish agreements
with Partners in coordination with legal.
o Make decisions for issues that impact at tender level.
o Address all issues related to tax, custom duties, legal advice, bid bonds, hedging, power of attorney
and other administrative documents with the assistance from Sector Central Functions in charge.
o Manage all logistical issues for proposal delivery to Customer.
o Issue with the Bid Manager the Instructions for Quotation.
o validate the Region WPs QCD and of the global tender.
o Define proposal format and allocate sections.
o Ensure that all the elements necessary for the proposal are delivered by contributors.
o Consolidate and finalises (packaging) the Proposal including translation if needed.
o Make sure that proposal is reviewed by appropriate stakeholders (Legal, Product Line, Customer
Director, Review Team if any).
o Update Wall c (all along the process flow).
o Negotiation Strategy and obtain approval
Deliver the proposal to the Customer
Negotiate (with the assistance of the Customer Director and Bid Manager)