Linde Engineering
Website:
linde-engineering.com
Job details:
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:
BD & Sales skills: Ability to develop a large project with potential customer, Prepare bidding and win strategy, Prepare complex DoR with multi entities keeping competitiveness in view, analyse and mitigate risks, techno-commercial negotiation with customer(s)
Sales volume : 50 - 150 Mio USD
Product portfolio : Large hydrogen plants(Green/Grey), large SRU's with/without oxy-enrichment, Large HyCO plant, world scale ammonia plant, Gasification project with large share from LE (e.g. Rectisol, PSA, LNW etc.), Poly (PP/PE) plants with significant scope for LE, Cracker project with significant scope for LE, Major revamp of hydrogen/Ammonia projects,NH3 Tanks
Size of the projects : Large size in terms of complexity and value (approx. 100 + Mio USD)
Complexity of the projects :High complexity with multi entity scope split and high risk
No. of Proposals : Managing on independent basis 1 large size project proposal, 1 medium/large proposal
Sales Targets : 100 Mio USD
No.of customers : Shall be able to manage the key customer/PMC for large sized proposal being managed, additionally support/guide other small proposals being managed by other Sales colleagues
Process improvement, Digitalization initiatives and lead in Process improvement /Digitalization initiatives to improve the Sales workflow.
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