Summary of the role
The open position is for a Proposal Manager in the Hydro Automation and Electrical Power Systems (AT & EPS) proposal team. This team is responsible to prepare technical and commercial proposals for hydro projects, involving small, medium and complex projects, as well as spare parts and engineering service quotations, generally in response to a client Request for Proposals (direct sales) or an internal request from other ANDRITZ divisions (indirect sales). The Proposal Manager is a key role within this team and has the overall responsibility of ensuring a complete and competitive proposal is delivered to our client. This is accomplished via leading other specialists (Subject Matter Experts - SMEs) on our team as the overall leader of the proposal being prepared. The overall commercial and technical integration of our offer is the Proposal Manager’s responsibility.
The Proposal Manager is responsible for the complete proposal and is expected to work closely with SMEs, Commercial Manager(s) and Legal team to ensure the completeness and quality of the proposal. The individual duties will depend upon the successful candidate but shall include:
- Lead the assigned proposal team members as the leader of the proposal.
- Define the bid structure and ensure the proper communication channels have been established.
- Create a proposal schedule and ensure it is followed.
- Facilitate and lead the decision process within the proposal team regarding strategic issues such as partner selection, performance levels, procurement strategy, etc.
- Negotiate and form partnerships/consortiums with external companies.
- Establish a winning strategy with management buy-in, validate it is the proper strategy as the proposal proceeds and ensure it is followed by the proposal team.
- Ensure that all the essential elements of the proposal have owners and track progress based upon proposal schedule.
- Assist in preparing the preliminary project schedule to ensure realistic and well though-trough execution plan that will be submitted for client’s evaluation.
- Organize and lead the required internal meetings per ANDRITZ Proposal Management Processes.
- Develop the recommended selling price based upon the assembled costs and identified risks.
- Perform the technical risk analysis and prepare a mitigation plan for identified potential project execution risks.
- Challenge the supporting teams on proposed solutions and costs.
- Act as client’s main technical point of contact at the time of proposal preparation, clarification, and final negotiations.
- Prepare internal bid approval application submittal to upper management.
- Represent the proposal and the proposal team with both local management and the customer.
- Submit the offer and participate in the client negotiations (inclusive of getting the contract signed).
- Update all key proposal documents to reflect the “as-sold” condition.
- Transfer seamlessly to the execution team upon contract award.
Why do you fit the profile?
Successful teams share objectives, and they also share values! In addition to your strong skills and experience, we need someone with high motivation, a positive mindset, and a willingness to be part of a team.
The ideal candidate is an individual that understands the product and can influence/lead the proposal team members in generating the best overall solution for the client.
- Bachelor of Science in Electrical Engineering, or equivalent experience.
- Minimum of five (5) years of experience in sales and/or marketing in hydro power generation or similar industry (automation, power generation or conversion systems, substations, etc.).
- Demonstrated success in winning orders and building relationships with customers in a similar environment.
- Familiarity with commercial and contractual specifications.
- Project Management skills - ability to handle multiple complex tasks daily.
- Effective communication skills (oral & written) in a multi-stakeholder environment.
- Proven leadership ability within a team context.
- Excellent problem solving and decision-making skills, initiative and creativity.
- Commercial contract knowledge and strong negotiation skills.
- Good technical presentation skills.
- Knowledge of products, technical aspects and market related to hydroelectric business such as (an asset).
- Protection systems: PLC-based control systems, SCADA system, generator voltage regulation (Excitation system), turbine speed regulation (Governor system).
- One (1) year of experience or internship in control/protection systems engineering within hydro or similar industry - a significant plus.
- Enthusiastic, dynamic, ambitious, creative and innovative person.
- Excellent interpersonal skills - easily collaborates with others.
- Results oriented.
- Willing to travel occasionally, mainly across Canada and USA.
- Bilingual (French and English, spoken and written).
What do we offer?
- Life, disability, dental and extended health insurance.
- Pension plan.
- Hybrid work mode.
- Performance share plan.
- Employee assistance program.
- Employee individualized training and career plan.
Did you know?
ANDRITZ Hydro is:
- Over 170 years of experience in turbine design
- Over 471,000 MW of installed and upgraded capacity
- Over 32,000 turbine units delivered.
- Over 125 years in electrical engineering
- 65 representative offices worldwide
- More than 7000 employees worldwide including 310 in Quebec.
- 20 manufacturing sites worldwide
- A complete range of designs up to 800 MW
