Senior - Commercial Turnkey Proposals

Job Description Summary

Preparation of proposals/bids, contract negotiation and compliance with contract commitments and commercial risk assessment Operates with some autonomy but are typically subject to standard sales practices and procedures. The role is subject to regular review of sales results. Some judgment may be required but this is typically with guidance. May be responsible for medium-sized sales territories.

Job Description

Roles and Responsibilities

• Develop proposals; may negotiate with customers; ensure deals deliver shareholder value; drive competitive pricing. May include compiling and submitting required tender documentation.
• Developing in-depth knowledge of sales territory, product lines, markets, sales processes or customer groups. Uses prior experience and acquired commercial expertise to execute policy/strategy.
• In-depth understanding of key business drivers; uses this understanding to accomplish own work. In-depth understanding of how work of own team integrates with other teams and contributes to the area.
• Most decisions are within a defined framework, but some autonomy in the final decisions for a project, product line, market, sales process or customers. Uses prior experience and on-the-job training to solve straightforward tasks. Has access to technical skills and analytic thinking required to solve problems. May use multiple internal sources outside of own team to arrive at decisions.
• A job at this level is likely to be an individual contributor, with proven interpersonal skills. Communication with direct colleagues and the business about design and coordination services rendered. Provides informal guidance to new team members. Explains complex information to others in straightforward situations.
  
  

Required Qualifications

• For roles outside of the USA- This role requires advanced experience in the Sales & Proposals. Knowledge level is comparable to a Bachelor's degree from an accredited university or college ( or a high school diploma with relevant experience).
  
  

Desired Characteristics

• Strong oral and written communication skills with 5 to 8 years. Demonstrated ability to analyze and resolve problems. Ability to document, plan, market, and execute programs. Established project management skills.
• Responsible for providing all aspects of commercial management including contract & proposal development for Electrification Software, Grid Software Business. Requires pre-qualification of opportunities, interaction with sales & services leadership, customers, channel, & other cross-functional business teams. Must have a demonstrated track record of delivering high quality commercial proposals & drafting contracts with respect to both commercial & legal terms.
• Primarily responsible for managing complete lifecycle and development of deal execution process including on-time delivery of high quality solutions & proposals aligned with customer outcomes and business profitability / risk profiles for smaller deals with our existing customer base; this may include, but is not limited to – risk reviews, solution estimates & pricing, deal analytics / reviews, 3rd party coordination & negotiations, technical architecture, documentation, and analysis of terms & conditions.
• Act as a liaison between Sales Managers, Solution Consultants, Product Managers, & Services to identify common architectures, value pricing & estimation concepts.
• Review Customer Purchase Orders to Ensure Compliance with Approved Price Levels, Terms and Cycle commitments to coordinate Hand off to Project Execution teams.
• Desired Characteristics:
• Knowledge of / background in software and expertise in, EMS, DMS, OMS, ADMS, GIS, and related applications. In this role, you will be responsible for ensuring the technical requirements, commercial requirements, and overall proposal generation activities are completed and are within the deal creation process guidelines, and you will demonstrate accountability for functional, business, and broad company objectives.
• Knowledge / experience in preparing proposals for large turnkey projects (multi-million dollars deal) including various scope items (hardware, software, services) possibly offered by partners. Experience in bidding with different industrial schemes: front bidder, subcontractor, or consortium partner.
• Prior experience in sales, commercial finance, software implementation, contract negotiation and execution.
• Prior experience with contract drafting – managing both commercial and legal terms within a customer agreement.
• Strong project management skills.
• Outstanding verbal, written, and presentation skills.
• Strong negotiation and interpersonal skills.
• Strong integrity & demonstrated ability to identify opportunities for strengthening overall commercial compliancy & reduce risk in commercial proposal processes.
• Highly organized, driven self-starter with ability to operate independently.
• Strong problem-solving skills and decision-making ability.
• Able to thrive in a matrix organization.
• Ability to lead and influence cross functionally.
  
  

Additional Information

Relocation Assistance Provided: Yes